Lead, Customer Commercialization; Coffee

Overview

Your Opportunity as the Lead, Customer Commercialization - Coffee (Individual Contributor & Manager Level Role)

The Customer Commercialization (CC) Team serves as a critical conduit between Brand Marketing, Brand Commercialization, and the Field Sales Team. In this position, you will own customer business planning to enable category and customer growth and represent customer strategies to key internal constituents. You will translate National Go to Market Strategies (GTMS) into customer specific activation and incorporate SBA targets into customer level quotas and budgets.

You will directly support the Grocery National Account teams such as Target, Meijer, and/or Amazon (accounts can change based on business needs).

Location: Orrville, OH at JM Smucker Corporate Offices

Work Arrangements: Hybrid - onsite a minimum of 9 days a month primarily during core weeks as determined by the Company; maybe more as business need requires

• Run Customer & JMS Business Planning
• Develop and communicate customer roles and strategies within the Strategic Business Area (SBA)
• Coordinate with internal functions to drive the customer planning process
• Lead key customer planning activities internally – line reviews, innovation meetings, Joint Business Planning (JBP) and Top-to-Top meetings
• Assist customer teams with Customer Strategic Plan build, roll-up and review
• Execute against plan and monitor results against objectives (volume, spending, profit)
• Tailor business drivers to meet customer key initiatives and growth drivers

Identify demand-creating solutions for customer-specific execution with the goal of achieving SBA plans

• Validate assumptions against key metrics (ROI, on strategy, etc)
• Coordinate with necessary internal functions (Brand Commercialization, Revenue Growth Management, Customer Finance, Demand Planning, Customer Logistics, etc) to support key customer initiatives

Develop customer plans, budgets, and profit goals tied to JBP

• Own final approval of customer specific plan
• Work with Post Event Analytics/Sales Analyst to validate inputs and assumptions
• Track progress against customer plan, supporting identification & action planning for risk and opportunity

• Bachelor’s degree
• 5+ years of experience in Consumer-Packaged Goods industry
• Understanding of customer strategies & retail environment
• Strong financial acumen – understanding of profit and revenue drivers and analysis
• Demonstrated ability to think creatively & anticipate needs
• Superior interpersonal skills - ability to work effectively & influence cross-functionally
• Results oriented with proven ability to thrive in a fast paced & dynamic environment
• Experience translating data into strategy and clear actions
• Proficient knowledge and use of MS Office (Excel, PowerPoint)
• Proficient knowledge of syndicated data (Circana and/or Nielsen)
• Demonstrated ability to build relationships with cross-functional partners to drive business results
• Ability to travel up to 20%

• Experience with accounts such as Target, Meijer, and/or Amazon
• Experience working in Coffee/Beverage categories
• Negotiation training

We are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs.

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