Account Sales Lead, Broker Food

Location: Field-based – Proximately to CPD Satellite Office (NY/NJ/AR/IL/MN/RI) required

Reports to: Commercial Team Lead

The Account Sales Lead (Broker) is a unique role that provides an individual with the opportunity to be a business owner as well as a key contributor to the total Broker Food sales team.  The experience gained within this role is vast, including customer facing experience across multiple accounts within the Food channel (all brands/all categories), team leadership with MPG Broker sales team, and exposure across multiple functions within the internal organization. In this unique role, your work will range from direct account management, strategizing and developing business recommendations with the MPG broker team, presentations to customers, to working collaboratively with cross-functional teams (BAL, Finance, CatDev, Retail Ops, Sales Ops).

Mission and defining characteristics 

• Responsible for the execution of account strategy and overall retail account management to lead full execution and optimization of sales fundamentals.  Proactively build profitability, drive and deliver gross and net budgets, and grow market share.
• Leverage entrepreneurial spirit to ideate, develop & implement customer strategy while consistently integrating latest trends and insights to modify as needed for Food channel acceleration.
• Category ownership and expert for the full CPD Brand portfolio.
• Partner with and guide MPG Brokers Sales Team to manage retail accounts, develop selling stories and presentations, and optimize reporting.
• Member of CPD Broker Sales team.

Main tasks 

Customer Developer, Relationship Builder & Entrepreneur 

• Drive a customer-centric omnichannel approach and build a strong relationship with all relevant stakeholders across multiple accounts, all L’Oreal categories.
• Analyze and define business opportunities and growth levers relevant to the accounts and customers, while also identifying scalable opportunities to implement across the channel.  Selling is data and shopper focused.
• Develop and negotiate JBPs with buyers, within key accounts.

Category Owner & Support

Team Manager 

• Drive the business as customer leader, by collaborating with multifunctional team and animating peer functions: MPG Broker sales team, BAL, customer service/supply chain, finance, category development, analytics, Pep, Customer Marketing, Sales Ops, etc.
• Help develop new team members.

Results Driver & Contributor

• Lead with an achievement-oriented mindset
• Win dollar share of category with best-in-class brand growth 
• Build and achieve the customer plan and results, by category 
• Track sales and forecasting and proactively derive actions to address gaps and opportunities

Main interfaces 

• Customer Team Lead
• Account Team members: MPG Broker Team, Sales Analytics Lead, Broker Business Developer, Customer Marketing, Account Sales Lead Counterparts
• Brand Activation
• Category Strategy & Development
• Centralized + Support field teams: Brand, Commercial Finance, Operations and Supply

Qualifications/experience:

• 4+ years’ experience in commercial - customer facing and internal brand strategy experience preferred
• College Degree required; Masters is a plus
• Strong knowledge of customer strategy and key levers as well as competitors 
• Deep knowledge of beauty and personal care
• Ability to create an account specific selling story by utilizing a combination of syndicated data, POS and internal shipment information
• Effective Negotiator
• Strong ability to build trusting relationships with cross functional partners and with client
• Innovate in a collaborative manner
• Self-motivated, results and solution oriented, strategic thinker
• Superior time management, project management and prioritization skills