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.