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Director, Sales Strategy & Operations
Campbell Soup Company
Bentonville, AR, United States
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Director, Sales Strategy & Operations, - Walmart Team
Imagine
...working for a company that knows that its people are the key to its success in the marketplace. A company in which achieving extraordinary results and having a stimulating work experience are part of the same process.
We cultivate and embrace a diverse employee population. We recognize that people with diverse backgrounds, experiences and perspectives fuel our growth and enrich our global culture.
We are looking for an individual who enjoys working in a fast-paced, team oriented environment, likes to be challenged, and values the opportunity to make a difference.
Job Title:Team Leader, Customer Development – Walmart
Department:Campbell Sales Company
Reports to:Vice President, Customer Business Planning & Development
Direct Reports:Yes
Work Location:Bentonville, AR
General Summary
This leadership position is accountable for leading coordination between Sales Strategy, Customer Teams, and Category Management and Strategy to ensure successful attainment of annual operating plan (AOP) targets. This leader must work effectively, aligned closely with the VP Sales and Customer Team Leads for Walmart/Sam’s Club and cross-functionally, to build and execute the vision for driving growth at these customers.
This role is responsible for managing and leading team of Customer Development Leads and Customer Business Analysts for Walmart and Sam’s Club accounts. For these customers, the individual in this position will 1) support and facilitate the joint business planning; 2) drive innovation and lead commercialization process of customer-led new product launches 3) manage bottom-up forecasting to feed demand planning and sales and operations planning (S&OP); and 4) ensure attainment of customer-level annual operating plan (AOP) targets.
The position will require leadership, financial acumen, customer interface skills, and strategic agility capabilities. Ideally, this person should bring experience in account management, category management, and HQ sales strategy planning, customer development, and/or Trade Marketing.
Primary Responsibilities
• Lead team of Customer Development Leads and Customer Business Analysts; driving prioritization of key AOP/JBP initiatives and value drivers to accelerate growth plan
• Own and lead Annual Operating Plan (AOP) process flow and Roadshow/Report Back content and plan communication to internal Sr. Leadership
• Represent Customer Development on Walmart Leadership Team (WMLT) to help shape strategic direction that objectively represents an objective lens of Brand and Customer strategic pillars and a sustainable, profitable go to market approach
• Coach and lead team to identify (via deep dive analytics and insight generation) and pursue new opportunities within WMT/Sam’s Club for business development
• Facilitate sharing between direct reports, Sales Strategy, Shopper Insights, Category Strategy, and Category Management to identify and execute against initiatives to drive towards sales targets (20%)
• Partner with Sales Finance Director and WMT/Sam’s Team Leads to drive disciplined approach to trade planning, forecasting, Monthly S&OP communications
• Manage and shephard commercialization processes to deliver swift decisions and ensure mutual accountability of innovation timelines and customer commitments
Job Complexity
• Develop productive working relationship with various cross-functional groups (e.g. Sales Strategy, Sales Finance, RG&TM, Customer Teams, etc.)
• Maintain focus and discipline of Walmart Leadership Team to ensure objective and balanced approach to annual joint planning including Trade efficiencies, pricing discipline, and commitment to holistic DSMP plans
• Develop close working relationships with customer teams to understand business performance, drivers, trends and opportunities at the customer level
• Requires strong understanding of and experience with total P&L management
• Strong customer, channel, and partner prospecting ability
• Analytical acumen to determine optimal activation through test and learn models
• Able to assess any customer's competitive position and strategies and understand how they align with Campbell's strategic goals to determine a customer investment strategy (product innovation, customer marketing and integrated marketing) that will best support a customer's growth and profit trends
Minimum Requirements:
• Bachelor's Degree required (Master’s Degree preferred)
• 12+ years industry experience, including trade management, customer planning, and customer / field account management; Campbell World Headquarter experience preferred
• Ability to coach and successfully lead and manage a team-Management experience with team of direct reports
• Strategic thought leadership and agility
• Strong financial acumen and analytic ability
• Problem solving skills
• Written and verbal communication skills
• Interpersonal skills and strong customer relationship skills
• Superior negotiation skills
• Business planning and proven P&L management
• Ability to create direction and work in "white space"
Travel: 30% - 40% domestic travel (expected to be in HQ campuses 2-3 times per quarter)
The Company is committed to providing equal opportunity for employees and applicants in all aspects of the employment relationship, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, veteran status, disability, age, religion or any other classification protected by law.