Conduct joint strategic business planning with knowledge of company and department financial position alongside customer buyers, category managers and other key customers to drive volume and profit growth for K-C categories. Manage relationships and implementation of K-C brand strategies and tactics with customers.
Objectives:
Drive the execution of best in-class DPSM programs
Provide analytics and insights that will push for the development of incremental sales plans
Identify areas where the team can streamline and simplify to focus on the highest value activities
Support Customer sell-in stories with insights in order to successfully execute KCNA’s national plans to deliver brand’s goals to grow share
Track and develop corrective actions to achieve net sales and share goals
On-going engagement with Account Managers to understand business and assist in developing key strategies for secondary placement
Lead the teams to work with the one voice mind set (we win together: Category Management, Account Management, Shopper Marketing, Shopper Insights)
Support efforts to build an Indispensable Partner mind set with Buyers and key customer leaders
Deliver our financial goals (JBP & KC targets)
Engage with full platform teams to provide awareness on how team can improve delivery of business goals and targets (Net Sales, VCM, Share, Trade Spend)
Execute analysis of business performance in order to close gaps to JBP goals
Identify opportunities to deliver on strategic priorities for the future (Line Review, Innovation Summits etc.)
Drive accelerated growth opportunities in order to deliver stretch goals (Big Bets & Outstanding results mind set)
Integrate KC’s Omni-channel initiatives to analysis of business results
Key deliverables of the role:
Develop, execute and track mini-seasonal company space
Support BDMs to develop strategy and execute secondary placement plan, to gain incremental distribution across the store
Co-lead enterprise programing development and execution with Shopper Marketing
Collaborate with Account Manager (BDM), Category Analyst, and entire cross-functional team to ensure business plans are executed. Specifically, responsible for tracking how said business plans exceed or fall short of expectations.
Actively engages in discussion on high priorities with the cross-functional team during weekly Platform Meetings. Expected to identify gaps in resources for critical activities then work to find resolution for team, particularly when related to DPSM.
Strive to analyze business performance at a monthly or quarterly cadence in order to recognize longer term trends and shifts in strategy.
Leads the platform teams to an understanding of how team is performing versus our DPSM targets and lead discussion on how to unlock opportunities in order to reach DPSM milestones
Responsible for keeping team informed on the performance of competitors, marketplace conditions, and opportunity/gap management. Key participant in the development of any recommendations to address such related concerns.
Offer insights when developing the sell-in stories for annual Line Reviews, Innovation Summits, etc.
Partners with Account Manager and Channel Strategy to successfully align brand strategies with Customer needs
Consulted regarding Learning Plan objectives.
Develop Ad Hoc analysis as needed in support of business planning efforts
Responsible/accountable for implementing K-C brand strategies, vision and tactics with customers by reaching out to key stake holders.
Manage customer relationships and K-C categories, along with trade management utilizing cross-functional resources and data sources. Responsible/accountable for large desk value for K-C products.
Develop and conduct strategic business plans jointly with customer's buyers, category managers and other key customers to drive volume and profit growth for K-C categories.
Strategically manage business plan, with knowledge of financial position at all times.
Assemble and analyze business plans and test scenarios prior to submission.
Analyze and interpret customer trends and demographic data. Project short-term forecasts out 2-3 years to ensure K-C’s action plans meet future demands.
Provide leadership to train and develop teams of Talent to meet and exceed departmental and Sales objectives and quotas, along with serving as mentor to encourage sustainable growth and development of team members.
General Qualifications
Strong ability to negotiate with customers and gain better position for K-C.
Ability to precisely and proficiently conduct business and data analyses with data driven recommendations for improvements and advancements.
Ability to concisely communicate orally and in writing precisely to individuals and groups, and influence Neenah, WI Brand groups.
Ability to lift and carry up to (50 pounds).
Ability to adapt and support the organization through times of change.
Ability to understand and react to recent category trends
Ability to precisely communicate, orally and in writing, innovative business solutions to customers and team leaders.
Ability to structure and manage multiple priorities and projects in a timely manner.
Ability to operate and use telephone, computer/laptop and other technological devices/software programs to communicate with other people.
Ability to travel via aircrafts, and operate and drive motor vehicles for business travel, with valid driver license.
DEPARTMENT SPECIFIC/NON-ESSENTIAL FUNCTIONS, INCLUDE BUT NOT LIMITED TO:
Perform duties generally performed by team leader, in leader’s absence.
Promptly reconcile and communicate changes and conduct team adjustment to new changes. Adjusting to meet requirements of changing conditions/situations. Maintain effectiveness of varying environments with different tasks, responsibilities and people.
Render judgments and make timely decisions in alignment with business objectives. Set priorities and proactively identify issues, underlying problems and potential solutions to develop plan of action. Evaluate cause and effect relationships.
Keep team leader informed on status of plans and programs, changing conditions, requirements of marketplace, competitive activity, issues and accomplishments that may affect sales results.
Minimum Requirements
Education required: Minimum of a Bachelor’s degree.
Experience: At least 4 years of progressive experience in exempt/upper level management of customer development, and proficient in customer, category and trade management.
Experience presenting to Executive Level staff.
Preferred Experience/Qualifications:
Knowledge of forecasting, supply and demand experience, and shelf reset experience.
Experience working in Consumer Package Goods (CPG) industry and K-C customer/retailer accounts.
Strong record of exceeding sales objectives.
Track record of developing and executing unique solutions and innovation to customers.
Skills/Competencies: Strong oral, verbal and written communication skills, results and strategy orientation, business intuition, business management and planning, brand management, leadership, building strong relationships, statistics and quantitative business analysis, change management and team management
Other Skills: Mentoring, networking, employee training and development, resource management, prioritization, cross-functional, superior customer service and problem solving
ORGANIZATIONAL RELATIONSHIPS:
Reports to Sr. Team Leader - Customer Development
SCOPE OF POSITION:
Expected to comprehend overall corporate, sales, marketing and general business objectives to ensure contribution, volume and growth profits objectives are met. Works with customers, rather than with Customer Teams.
WORKING CONDITIONS:
Travel up to (25-50%) of the work time. Travel may also include business travels via aircrafts and motor vehicles to various locations. May include prolong periods of sitting, typing, viewing computer/laptop screens, along with occasional bending, reaching, lifting and carrying up to (50 pounds), walking, climbing, twisting, stooping and standing.
