About the job
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.
Sr. Customer Sales Lead – E-Commerce (Amazon)
The Sr. Customer Sales Lead leads the development and implementation of the Annual Operating Plan for Amazon (including Fresh, Go Stores, Fresh Physical stores, Amazon Business) for the Campbell Snacks division. He/ She will be focused on total volume, profit and share growth of the Campbell Snacks portfolio.
Responsibilities include proactively managing, monitoring, evaluating and updating the overall business plan to meet and/or exceed all volume, profit and share objectives, as well as identifying opportunities for growth. Develop relationships with key roles at customer including vendor management, merchandising and supply chain. Partner with internal cross-functional teams (Brand, Shopper Marketing, Media, Sales Strategy, Category Management, Supply Chain, eCommerce Content Mgr) as well as external agencies (Search and Media) to deliver business objectives.
This role also includes partnering with Brand and Sales Strategy leads to assess assortment gaps and develop ship-to-home specific commercialization for the Campbell Snacks portfolio as needed to profitably grow sales and share across all eCommerce customers. This role will have direct report(s), including management of the 3rd party broker for Amazon. The role is a nice balance between strategy and execution for a strategic, high growth customer.
Develop annual operating plan for Amazon (across all platforms and brands) present internally to gain alignment on key opportunities for growth.
Lead the annual vendor negotiation and joint business planning process with the customer with a focus on strategic thought leadership and profitable growth for Campbell’s and customer.
Initiate ideas with input from Brand, Sales Strategy and Commercialization teams to develop and commercialize sustainably profitable products for the channel and all ship-to-home platforms.
Proactively monitor and update the customer’s overall business plan, including managing trade budgets, spending, and volume, to achieve all sales objectives versus plan.
Establish weekly, monthly, quarterly business review templates to inform sales leadership and cross-functional leads on Amazon business performance.
Manage Customer Sales Lead(s) on the Amazon business. Devise plan for division of work across Amazon business and total Campbell Snacks portfolio. Some aspects will be directly managed by Sr. Customer Sales Lead and others by direct report(s) and 3rd party broker and Amazon SVS/SAS.
Conduct category business strategy sessions to discuss the state of the business, consumer trends, key business drivers, incremental opportunities, etc. Leverage team-dedicated Shopper Insight and Category Management resources appropriately.
Additionally, the Sr. Customer Sales Lead is responsible for managing all aspects of the digital shelf on Amazon, including online catalog content, item set-up, etc.
Manage, communicate and monitor performance of 3rd party broker for Amazon.
Understand Campbell’s brand strategies and tactics and implement them by working closely with the customer’s key decision makers, including vendor managers, category managers, merchandising and marketing, in-stock managers, etc.
Partner with Campbell Snacks Supply Chain team to deliver on Amazon’s customer supply chain service level requirements for all supply chain performance metrics (i.e. VLT, On-Time, PO Fill Rate, etc.).
Develop accurate monthly forecasts in order to maximize supply chain efficiencies by tracking shipments, consumption data and inventory changes. Proactively call out potential risks or threats to monthly forecasts.
Sell-in new items to customer and work with key customer personnel to achieve optimal distribution.
Leverage Trade, Shopper Marketing and Media investments to develop and implement collaborative marketing programs in alignment with brand and customer strategies.
Able to assess any customer’s competitive position, behaviors and strategies and understand how they align with Campbell’s strategic goals to help determine a customer investment strategy (use of trade, customer marketing, and integrated marketing equities) that will best support a customer’s revenue, profit and share growth.
Able to develop productive working relationship with key decision makers at various levels within the customer’s organizational structure.
Initiate new product and package innovation.
Responsible for managing a 3rd party broker.
Manage trade funding in accordance with company standards.
Requires cross-functional interaction within the customer team (e.g., Finance, Category Management, Customer Marketing, etc.) as well as with Campbell Snacks Headquarter personnel (e.g., Integrated Marketing, Joint Business Planning, Brand Management, etc.)
Requires strong understanding of and experience with P&L management.
Minimum education required: Bachelor’s degree. MBA preferred.
Years of relevant experience: 5+ years’ experience managing accounts for Amazon, ideally in CPG categories with progressing responsibilities. People management experience preferred.
Strong written and verbal communication skills
Strong customer relationship management skills – ability to break down barriers and be in the know of emerging customer strategies and new developments
Must possess excellent problem-solving skills
Strong analytical thinking and analysis capability
Ability to pull/use Amazon Vendor Central Amazon’s Vendor Central and Premium Analytics database
Familiarity with Digital Shelf monitoring tools (e.g. Stackline, Edge, etc.)
Ability to negotiate
Strong interpersonal and influencing skills
Ability conduct meetings at high levels
Category & Brand knowledge preferred
Knowledge of Supply Chain operations preferred
P&L management experience preferred