Customer Account Manager, Kroger

SUMMARY:

Represent CPG product line with customer (Kroger) and broker personnel as a strategic partner. They are responsible for delivering the revenue, profit, and market share objectives within allocated budget by providing outstanding leadership, strategy development, business plan deployment, fact-based selling, business analysis and world class tactical execution.
Focusing on leveraging consumer, customer, and category insights, to help identify actionable strategies and tactics, which will profitably grow the business at Kroger will be paramount to the success of the candidate in this role.
SETTING THE COURSE FOR SUCCESS
Provide measurable objectives
Eliminate unproductive distractions
Deliver ongoing direction and leadership
Collaborate internally with other internal departments and teams on concepts and programs for the Kroger business.
MAJOR DUTIES/RESPONSIBILITIES:
Work with Sr. Director and broker team to develop the strategic and tactical “blueprint” for the business within Kroger utilizing various tracking and insights tools (IRI, 84.51, Panel Data, etc.).
Develop and execute customer-specific trade (event) marketing opportunities, which are strategically aligned to the mutual needs of the end consumer.
Actively manage and support Sr. Director in the account planning process and customer business reviews.
Develop and implement comprehensive sales presentations to promote and generate sales consistent with customer potential.
Build and maintain positive business relationships with customer Category Managers, brokers, and HQ team to facilitate & solidify forward thinking results and partnerships.
Utilize IRI database, braker, and category analyst to provide insight during the Kroger Kompass & CCO processes to include category strategy development, full category review, assortment, pricing, promotion, and shelving.
Partner with broker representatives and serve as a resource for market growth opportunities, proposals, and programs. Assume a lead role in customer business development, contract negotiations, presentations, and sales calls.
Track and monitor shipments vs consumption vs plan weekly and monthly. Communicate gaps and opportunities with recommended solutions.
Manage and develop monthly forecasts for base and promotional business
Analyze Promotional Activity and determine ROI. Develop recommendations for driving more efficient sales because of promotional analysis.
Develop and execute key customer insights business plan with sound activation that meets/exceeds company goals.
Review retail pricing to ensure brands are priced in accordance with company objectives. Develop and execute action plans to adjust pricing where necessary.
Participate and develop annual broker reviews to maintain “A” players, utilizing innovative strategies to drive business results and deliver the company’s revenue, profit, and market share goals within budget.
Work as leader of cross-functional teams to ensure dedication to customer support to maintain quality service, develop unique trade marketing opportunities, engage category management resources and maintain high product fill rates in line with customer expectations.
Stay informed of new products, marketing strategies and services of competitors. Provide such information to Sr. Director, HQ and broker representatives appropriately.
Manage performance and trade marketing funds in accordance with budget allocation.
Conduct periodic market and store visits to drive sales/marketing strategy performance.
Actively participate in the sales team’s strategic operational and financial success by adopting and implementing proven fact-based selling techniques, analysis, and reporting, utilizing IRI and other reputable industry resources to make recommendations and develop action plans.
Manage all administrative tasks associated with business unit requirements from a data driven fact-based orientation. TPM, transfer of information to Advantage, off-line planners, etc.

MINIMUM KNOWLEDGE/SKILLS/ABILITIES REQUIRED TO SUCCESSFULLY PERFORM MAJOR DUTIES/RESPONSIBILITIES:
Outstanding demonstrated leadership skills
Excellent strategic capabilities
Solid conceptual thinking abilities
Strong…