Senior Customer Business Manager, Publix - Yogurt

Senior Customer Business Manager, Publix - Yogurt will drive all sales strategies to grow Danone’s 5th largest US Yogurt business. This role will be the key touch-point with Publix buyers – building relationships and partnership, addressing issues, presenting information, and growing Danone sales. Understand customer business needs and build short and long-term strategies that support those goals while achieving company sales targets and financial expectations.

Lead, communicate and coordinate cross-functional company efforts with Publix (e.g., Category Management, Shopper Marketing, Customer Service & Collaboration, etc.) to accomplish the customer plan.

• Build and execute the customer plan to grow the business
• Coordinate Publix selling processes for customer/channel/category
• Gain a deep understanding of customer needs and priorities within covered categories (e.g., their KPIs, business/category goals, etc.)
• Develop sales/account plans to meet customer objectives while operating within Danone corporate initiatives and guidelines (e.g., customized SKUs, operational targets, etc.)
• Enhance relationship with customer and Danone
• Build and maintain relationships with key customer personnel for specified categories
• Develop calendar for customer-touchpoints - define who needs to be involved at each meeting, purpose for each interaction, etc. (top-to-tops, market visits, etc.)
• Engage cross-functional experts with customer as needed (e.g., category deep-dives, latest shopper marketing, etc.)
• Monitor account performance and customer P&L
• Manage the Publix Yogurt P&L and all functions within in order to achieve targets
• Manage trade spending, promotional programs, spending across categories to reach targets
• Manage total customer spending, assist with deduction management and pre-pays within Danone guidelines
• Help define what success looks like in store in coordination with the Sales Director
• Provide customer/category feedback internally
• Communicate customer needs to internal stakeholders
• Lead cross functional team communication (supply chain, customer service, shopper marketing, etc.) related to promotion, merchandising, and distribution
• Communicate emerging market needs and requirements for product and category development
• Negotiating with customer headquarters/category buyers on pricing, new items, and promotions
• Collaborating with customer and internal teams on joint business plans and/or annual plans
• Preparing for and conducting scheduled customer business reviews (e.g., bi-annual re-sets, JBP, etc.)
• Providing key inputs for demand planning - own the bottom-up forecast, provide key input into the bottom-up forecast for the S&OP process including management of both baseline and promotional trends
• Performing account administration, including finalizing customer contracts and requests for trade funding (beyond plan)
• Ensuring accurate and timely submission of customer promotional contracts
• Providing category thought leadership and insights from customer to drive both category and business growth across Danone
• Management of 1 direct report – Publix Sales Analyst

This position is remote and based in Florida.

The base compensation range for this position is $125,000 - $160,000 commensurate with experience. Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options. To give our employees flexibility, Danone is a hybrid work environment with opportunities to work both remotely and in office when desired.

About you

• 4 year business degree
• 5-7 years minimum with CPG company within a Sales Function
• Residing within Publix’s market
• Exceptional skills in Excel and Powerpoint
• Proficient in Circana/data analysis
• Demonstrated ability to achieve breakthrough results within challenging environment
• 15% Travel

• Experience with Publix
• Advanced Category and Demand Planning/Forecasting skills

At Danone North America, you’ll work…