Sr. Customer Business Partner - Baby Care - Ahold, Giant, Stop & Shop
Job Description
* Must be located in the following areas: Boston, MA, New York, NY, Philadelphia, PA, Washington DC area (Remote opportunity)*
Summary of position:The Sr. Customer Business Partner (Sr. CBP) is accountable for all aspects of building, selling, and executing joint business plans that deliver the objectives of the assigned customer team and Kimberly-Clark Business Unit(s). The Sr. CBP will conduct Joint Business Planning alongside key customer contacts to gain alignment on goals and plans then collaborate to execute the plan and check/adjust as necessary to achieve agreed upon goals. Internal to K-C, the Sr. CBP is responsible for leading key planning processes and engagements for assigned customer/BU(s) including Annual Operating Plan and Business Planning Processes, ongoing communications, and others as needed to ensure alignment with BU Strategies and adherence KC planning policies and processes. The Sr. CBP will collaborate with cross function customer team members as needed to better analyze, build and execute the business plan. Key Business Objectives:
Deliver Net Sales, Contribution, Category Share, and DPSM Objectives for assigned customer team and BU(s)
Adhere to Trade Promotion and dead net pricing guidelines
Achieve JBP goals that are mutually agreed upon with assigned customer
Essential Functions:
Plan: Collaboratively Build the Customer Business Plan
Translate BU/Category priorities into actionable strategies specific to the customer
Utilize Shopper, Category, Financial, Supply Chain, Digital Commerce, and Marketing tools & resources to identify opportunities to improve plans.
Develop efficient digital commerce and brick and mortar tactics that drive omni-channel experience consistent across on-line and in-store.
Use Trade Promotion Planning and Optimization systems to create, analyze and gain alignment on annual plan that maximizes ROI and delivers business objectives.
Lead the annual operating plan process for assigned customer team to ensure timelines and deliverables are met
Sell and Negotiate: Engage Customer in Joint Business Planning to gain alignment to plans
Lead the development of customer presentations to sell-in business plans working as needed with internal stakeholders.
Collaborate with the customer to understand their goals and asks. Negotiate to help them achieve their goals while leveraging their asks to negotiate K-C needs and strategies.
Align and agree on key JBP agreements by category with the customer
Develop omni-channel retail activation plan to ensure seamless experience across digital and in-store environments.
Execute: Implement the Customer Business Plan
Submit customer contracts and other account specific documentation on a timely basis
Manage communication with key customer, agency, supply chain, and K-C contacts to address service issues and opportunities
Work with key customer contacts, shopper marketing and agencies where appropriate to ensure performance marketing and omni-channel plans are executed flawlessly creating a consistent experience throughout the customer journey.
Maintain accurate and timely updates to Trade Promotion Management and customer planning systems to ensure volume is forecasted and pricing and trade are planned and executed properly.
Collaborate with K-C Retail Execution Team, digital commerce team, and Customer as necessary to ensure flawless execution of plans.
Define and communicate daily/weekly/monthly execution priorities for in-store and digital execution.
Manage Delivery of Plan and Business Objectives (Check and Adjust):
Own the development and execution of gap closure plans if/when plans are not delivering business objectives
Lead the Business Plan Review (BPR) process for assigned customer team and business unit(s) to provide updates and gain alignment/visibility to action plans
Engage in regular business reviews with customer, sell in, negotiate and gain alignment on adjustments to plan
Manage trade fund spending within K-C guidelines; ensure no overspends
Evaluate post event and digital commerce analytics data to determine profitability and ROI of trade spend; determine areas for improvement
General
Maintain trusted and respected relationships with assigned Customer to ensure K-C is positioned as a trusted partner that they lean on to achieve their business objectives
Demonstrate ability to negotiate with customers and gain better position for K-C
Demonstrate ownership and accountability for delivering results by first looking to solve gaps with existing resources/trade dollars and then engage with BU Sales as needed if gaps cannot be solved without help
Effectively communicate (orally and written) to individuals and groups when necessary to gain alignment and resources needed to achieve results
Conduct business and data analyses to build data inspired recommendations for improvements and advancements
Show flexibility to adapt and support the organization through times of change
Show ability to anticipate, understand, and/or react to category and competitive trends
Manage multiple priorities and projects in a timely manner
Ability to travel via aircraft, 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
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
Solid record of exceeding sales objectives
Track record of developing and executing unique solutions and innovation to customers
Digital commerce experience preferred
Skills/Competencies: Excellent oral, verbal and written communication skills, results and strategy orientation, business intuition, business management and planning, brand management, leadership, building solid relationships, statistics and quantitative business analysis, change management and team management
Other Skills: Mentoring, networking, employee training and development, resource management, prioritization, cross-functional, exceptional customer service and problem solving
Organizational relationships:
Reports to Director of Sales
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.
Kimberly-Clark makes the essentials for a better life with well-known brands that matter every day – at home, school, work and on the go. Throughout our 148 years, we have challenged conventional wisdom to innovate products that better meet the needs of consumers. We have created new categories with top brands like Kleenex®, and redefined categories with Huggies® and U by Kotex®. While growing our $18+ billion global business, we help build careers through collaborative teams that push boundaries and endless opportunities to work with some of the world’s most recognized brands. Our 43,000 employees are changing the world for the better, too, generously giving back to communities and causes around the globe.
For Kimberly-Clark to grow and prosper, we must be an inclusive organization that applies the diverse experiences and passions of its team members to brands that make life better for people all around the world. We actively seek to build a workforce that reflects the experiences of our consumers. When you bring your original thinking to Kimberly-Clark, you fuel the continued success of our enterprise. We are a committed equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity, age, pregnancy, genetic information, citizenship status, or any other characteristic protected by law.
With an inclusive culture, our employees – and the original thinking they bring to Kimberly-Clark – make us stronger. EOE disability/vet.
K-C requires that an employee have authorization to work in the country in which the role is based. In the event an applicant does not have current work authorization, K-C will determine, in its sole discretion, whether to sponsor an individual for work authorization. However, based on immigration requirements, not all roles are suitable for sponsorship.
Global VISA and Relocation Specifications:
K-C will support in-country relocation for the chosen candidate for the role, including assistance to obtain proper work authorization. The benefits provided will be per the terms of K-C’s applicable mobility policies. The benefits/policy provided will decided in K-C’s sole discretion.
