Title: AVP- Commercial Lead, Food Channel
Team: Food
Reports to: SVP Commercial National Accounts
Supervises: NAMs; CDMs; BAs
Mission and defining characteristics
- Key customer representative; strong relationships with key customer stakeholders
- Significant responsibility to lead, develop, and inspire best-in-class account team
- Strategic leader for opportunity maximization at customer with an omni-channel view
- Full responsibility for CPD results at customer
Main tasks
Customer Liaison
- Represent L’Oreal CPD and lead relationship for customer and relevant stakeholders to be their key partner (e.g., Head of Beauty)
- Build strong relationships with key customer stakeholders as credible business partner: senior, empowered, reliable, and helpful
- Gain comprehensive knowledge of customer strategic objectives, priorities, shoppers, decision-making process, and KPIs
- Core leader within the multifunctional team to drive engagement with the customer and own all commercial fundamentals (incl. supply chain and in-store execution etc.) that align with customer
Team Leader
- Lead CPD Food sales team and drive coordination of support functions to deliver on cross-functional goals (e.g., eNam, In-store execution)
- Coach and train NAMs, CDMs and support functions within the multi-functional teams and focus on their development plans and encouraging teamwork
Account Strategist
- Drive growth with customer and maximize CPD strategic opportunities through shopper insights and a beauty/category view of the customer’s omni-channel strategy (in collaboration with eNAM and eComm Channel VP as appropriate)
- Develop and execute customer strategy for CPD growth in alignment with Brand, Category, and division strategies.
- Lead selling through shopper insights and CRM opportunities
- Develop and negotiate JBPs
Achiever
- Own Customer P&L for CPD – sales, shipments and profitability for brick and mortar and online
- Track Customer’s business and their own CPD sales and forecasting to proactively address demand and gaps and to drive consumption
- Responsible for managing CPD trade budget for customer
Main interfaces
Commercial SVP / Commercial GM
Sales team: NAMs/CDMs/BAs
Multifunctional team support: In-store execution, Customer Marketing, Shopper Insights, ACMs, Supply, Finance
Brand Activation Leads
Beauty head account VPs and buyers
Measures of success
Deliver sales target and brand sales fundamentals, including sell in/sell out, customer contribution, net profit, service levels, retail execution, distribution points, promo ROI in a sustainable way
12 -18 month growth horizon
Forecast accuracy
eComm penetration for category and acct
Multifunctional team performance
Team 360° feedback
Advantage / Voice of Customer scores
Retailer scorecard
Qualifications/experience
Exceptional track record of account relationship management
Interact effectively, including solid negotiation skills
Demonstrated analytical approach to business management
Ability to influence other functions and drive coordination across groups (even without reporting lines)
Ability to make decisions inline with commercial fundamentals and maximize P&L
Effective in motivating and developing talent
10-15 years of CPG sales experience with demonstrated sales results and experience leading multi-functional teams
We are an Equal Opportunity Employer and take pride in a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, sexual orientation, national origin, age, marital or veteran status, medical condition or disability, or any other legally protected status.