Job Description
Job Description
Title: Customer Business Manager – Food Away from Home
Summary:
The Customer Business Manager (CBM), Food Away from Home (FAFH) is accountable for overall customer performance against the plan (AOP delivery), revenue, and margin. This role is also responsible for building positive customer partnerships and delivering customer-supplier scorecard metrics.
Primary Tasks/Responsibilities:
· Relationship Management: Build relationships with relevant decision-makers and influencers within the customer organization to enable effective two-way flow of information and resolution of issues.
· Customer Contact: Serve as the main Golding point of contact with customers and broker partners.
· Customer Relationship: Manage the day-to-day customer relationship and act as the primary contact for the customer category team. Anticipate and meet customer needs, and search for ways to improve customer service.
· Understanding Customer Needs: Probe to understand customer needs and steps in the retailer value chain to develop a comprehensive understanding of distributor/customer execution tactics.
· Effective Presentations: Build effective presentations utilizing multiple data sources and solicit cross-functional input to reinforce and communicate the targeted message.
· Negotiation Strategy: Develop, communicate, and execute a comprehensive negotiation strategy consistent with Golding values and strategies. Ensure alignment with Golding goals and adhere to legal guidelines.
· Value Proposition: Proactively sell the Golding value proposition and utilize the BU/Platform Annual Playbook to drive distribution, innovation, and seasonal plans, aligning with platform goals.
· Networking: Build relationships and cultivate a network of people across various functions and business units. Consistently communicate with key stakeholders.
· Product Portfolio: Proactively sell the product portfolio by identifying assortment voids and white space opportunities where core capabilities and capacity exist.
· Data Analysis: Analyze customer data/Power BI/Circana and identify actions to drive positive business performance for Golding and its customers.
· Complex Issue Resolution: Assess complex issues from multiple angles, analyze the situation, and create recommendations based on expected benefits, costs, and overall value for key stakeholders.
· Technical Guidance: Provide technical guidance on costing, budgeting, and financial tasks.
· Demand Planning: Accountable for accurate demand planning and input to the business team. Influence the customer's annual plan in conjunction with Commercial Finance.
· Commercialization Process: Manage the commercialization process from start to end, including product ideation, product cuttings, obtaining commitment, launching projects, product commercialization, product launch involving supply chain, analyzing sales, maintaining item productivity, and mitigating finished goods and packaging obsolescence during item transitions.
Qualifications:
- Education: Bachelor’s degree in Business, Finance, or other related discipline required
- 5-7 years of business experience in sales or a related field preferably in a similar role in food/beverage, consumer products, or other manufacturing industry.
- Experience with Deacom, Circana, Power BI, SharePoint, MS Office (Word, Excel, PowerPoint).
Other Skills and relevant considerations:
- Excellent effective oral and written communication skills with the ability to build consensus and foster positive relationships.
- A natural capability to build strong relationships and trust with customers and internal stakeholders to achieve desired customer outcomes.
- Excellent business analytical skills – use of data to drive product and pricing strategies, and their impact on production forecasts. Solid financial acumen – understanding of P&L and price implications to optimize customer strategies and management of trade funding.
- Capacity to solve problems through creative, innovative solutions and challenge traditional methods of accomplishing tasks and removing obstacles.
- Ability to transform insights and analytics into customized strategic account plans for delivering growth.
- Demonstrated knowledge of business processes and cycles and the ability to maintain the integrity of confidential business information.
- Effective negotiation skills and ability to develop good working relationships with other team members, customers, and suppliers.
Important Details:
- This position is full-time and hybrid/remote.
- Approximately 20-60% travel to various Golding locations, customer appointments, or other job-related functions.