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Chicago, IL
Sales & Business Development
Full - Time
05-Feb-2021

Manager – Key Account (Strategic Food)

Team: Maybelline-Garnier-essie Sales

Reports to:  Customer Team Leader, Strategic Food

Location: Field -  Chicago Market.

 

Mission and Defining Characteristics:

  • Full execution and optimization of sales fundamentals in order to gain share profitably at their account
  • Member of Brand Sales team specific customer in field
  • Category ownership for specific customer
  • Category expert for the full Brand portfolio and competitive products at a specific customer
  • Works with and collaborates with CDMs and BAs

Main Tasks:

Customer Developer

  • Drive a customer-centric omnichannel approach and build a strong relationship with all relevant stakeholders at customer for category
  • Analyze and define the growth levers relevant to customer with specific focus on the shopper so selling is through shopper insights. Manage GTN and deductions.
  • Propose and align the Brand Sales customer strategy with CBVP

Team Manager

  • Help develop more junior team members (e.g., CDM, BA)
  • Drive the business as customer leader, by collaborating with multifunctional team and animating peer functions: marketing, supply chain, finance, category development

Category Owner

  • Drive category strategy agenda created by BBD as well as influence BBD with respect to what is needed to win in alignment with with Brand priorities for customer
  • Engage multifunctional support for strategy implementation and 360 growth levers for category, including CRM

Results Driver

  • Build and achieve the omnichannel customer plan and results for category based on category strategy as lead seller
  • Track sales and forecasting and proactively derive actions in alignment with CBVP to address gaps and opportunities
  • Work on eComm objectives and grow e-share of business for category

 

Main Interfaces:

  • Customer Team Lead
  • BBD
  • Marketing Category Leader
  • Other KAMs, CDMs, and BAs at customer
  • Support field teams: Operations and Supply, Commercial Finance, ACMs, Customer Marketing, et al.
  • Centralized support: Brand Shopper Marketing, Sales Ops

 

Measures of Success:

  • Deliver sales Food Fundamentals and brand sales fundamentals for category incl. sell in/sell out, net sales, OTIF, retail execution, distribution points and ROI
  • Forecast accuracy
  • Achievement of top strategic priorities for relevant category
  • Market category penetration for eComm
  • Team 360° feedback
  • Advantage/ Kantar scores
  • Retailer scorecard

 

Qualifications/Experience:

  • Minimum 5 years’ experience in a
    customer-facing role
  • Bachelors degree
  • Proven knowledge of retailer strategies and objectives
  • Strong knowledge of customer strategy and key levers as well as competitors
  • Deep knowledge of beauty and personal care, specifically for given category

 

 



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