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Job Summary and Mission
This position contributes to Company success by translating plans into winning in-store execution, and growing volume and share within a high priorty and/or multi-channel customer. The dir customer business development II (CBD team leader) leads a co-located multi-functional team and influences the customer to deliver sustained competitive advantage for Company Corporation brands, potentially across multiple points of purchase. This position is focused on building indispensable partnerships with large targeted customers.
Models and acts in accordance with Company guiding principles.
Summary of Key Responsibilities
Responsibilities and essential job functions include but are not limited to the following:
Leadership - Setting goals for the work group, developing organizational capability, and modeling how we work together:
Leads the company's highest priority business and organizational initiatives
Leads within a customer having multiple relationships with Company (CPG, Liscensed Store, etc)
Ensures that collaborative relationships exist across the customer's organization
Personally creates value at the highest executive level at the targeted customer
Builds and maintains a wide network of information and resources that spans all levels internally and externally
Leads and coaches others to understand and apply traditional financial measures common to Company and the CPG industry
Leads implementation of company programs to ensure the success of the Company.
Connects Company to the CPG customer, the industry, and the market place where the customer operates
Is the voice of the CPG customer back into the Company organization
Planning and Execution - Developing strategic and operational plans for the work group, managing execution, and measuring results:
Leads and enrolls the team in identifying a "stretch" vision, goal, direction and strategies for the team
Leads in identifying unspoken needs and develops new selling approaches and practices
Has a broad and deep understanding of the current & future needs of the CPG customer
Leads the development and alignment of the annual joint business plan (JBP) with the customer and ensures applicaple and appropriateStarbucks strategies are incorporated within the plans; ensures Liscensed Stores or other Company relationships are represented as appropriate
Always considers a holistic view of the issues and opportunities of the JBP including knowledge of the customer, category competition, consumer, and the shopper
Communicates and educates client groups and team on changes in policies and practices within the organization
Plans and manages business unit and department processes and practices to ensure that programs are aligned with company business goals and objectives.
Business Requirements - Providing functional expertise and executing functional responsibilities:
Develops relationships with critical decision makers at the customer(s) to co-create agendas that benefit both Company and the CPG customers needs
Creates collaboration between Company and customers that goes beyond daily agreements and helps all parties develop new value creating ideas and opportunities
Develops strong relationships influencing customer category decisions that are mutually beneficial
Develops strong internal relationships to ensure One Voice is presented to customers
Establishes the short and long term common goals through the CPG customers organization that create an environment where Company is valued and where our brands grow and thrive
Develops indispensible partnerships with the customer(s) across multiple levels and departments at the customer
Effectively works cross-functionally within both the CPG customer and Company organization
Ensures a strong retail presence and compliance with Company requirements
Increases consumer demand for Company products at the customer by influencing the CPG customers strategic consumer direction and creating a collaborative environment where stretching goals and dynamic consumer focused JBP's
Works with sales partners to ensure solutions meet customer needs, company brand targets and pricing guidelines
Effectively partners within both the CPG customer and Strabucks onganization to bring to life additional in-store partnerships and opportunities
Partner Development & Team Building - Providing partners with coaching, feedback, and developmental opportunities and building effective teams:
Successfully leverages and builds a multi-functional team that prioritizes Company resources with the CPG customer to achieve optimal performance
Personally leads and trains others in developing new processes, practices, or behaviors to understand customers desires
Recognized as a master salesperson & trainer in persuasive selling & objection-handling techniques
Plays a balanced role as representative of Company, partner champion, and CPG customer advocate
Champions innovative ideas and solutions, shared learning's and continuous improvement within the team and the customer
Creates a team environment by identifying and communicating key responsibilities and practices to ensure the immediate team of direct reports promotes a successful attitude, confidence in leadership, and teamwork to achieve business results
Challenges, inspires, and enables team members to achieve business results.
Conducts and ensures the completion of performance reviews.
Ensures partners adhere to legal and operational compliance requirements.
Oversees training and development of partners directly and indirectly managed and makes effective staffing decisions.
Provides coaching, direction and leadership support to team members in order to achieve partner, business and customer results
Summary of Experience
Field sales experience 17 years
Sales management and general management with experience leading a major customer team 7 years
Leading large, multi-national food retailing or wholesales operations 10 years
Experience developing sales and account management teams 12 years
Experience developing joint business plans including multiple points of purchase 2 years
Experience analyzing customer base and competitive market 13 years
Required Knowledge, Skills and Abilities
Ability to apply knowledge of multidisciplinary business principles and practices to achieve successful outcomes in cross-functional projects and activities
Lead sales teams in planning, selling and building strong effective relationship with key customers
Lead top-to-top management of key customer business relationships
Review and evaluate performance of key account results monthly with sales partners. Identify variances and update plans as needed to achieve sales goals
Demonstrated achievement of results with Tier 1 customers
Company is an equal opportunity employer of all qualified individuals; including minorities, women, veterans, and individuals with disabilities, and regardless of sexual orientation or gender identity. Company will consider for employment qualified applicants with criminal histories in a manner consistent with all federal, state, and local ordinances.
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