Customer Development Manager - Canada - 14 month contract

Job No: NP184
Location: Richmond, BC

  • Be a part of a values-based organization with a mission to leave the earth better than we found it.
  • Fantastic work atmosphere and supportive team members.

About Nature's Path

Nature’s Path is a sustainably-driven, deliciously-healthy organic food company that believes in "leaving the earth better than we found it". At Nature’s Path, we believe in the idea that you can come to work, and help make the world a better place in the same day. Nature’s Path has received numerous awards such as the Financial Post's Ten Best Companies to work for in Canada, the Greenest Employers award, BC’s Top Employers award, and Canada's Top Small and Medium Employers award.

As a family-run, privately-owned company with locations in Canada and the U.S., our company was founded with strong entrepreneurial spirit and mission to leave the Earth better than we found it, which has become part of everything we do. Since our establishment in 1985, we have expanded to employ a team of over 600 employees in U.S. and Canada! Our company’s innovative brands include Nature’s Path, Love Crunch, Envirokidz and Que Pasa.

Our goal is to be a trusted name for quality organic foods in every home– socially responsible, environmentally sustainable and financially viable. We believe that everyone should have access to delicious food that is both good for people and the planet. If you share our vision, please explore our opportunities and take the path to a new and exciting career! Visit Nature’s Path online at www.naturespath.com, join us on Facebook and follow us on Twitter.

 

About the opportunity

A critical member of the Customer and Category Development team, the Customer Development Manager is responsible for defining sales strategies and commercializing trade - sales and marketing - programs within their respective channel. This position works to develop strategic channel and customer programs that will ultimately deliver the net revenue and profit results for NP. Focusing on business drivers revolving around the 4P’s – Product, Price, Promotion & Placement. The goal is to bring flawless execution towards the go-to-market strategies and activation/launch plots in a sustainable and profitable manner.

 

Please note:  This is a contract role to start in September 2017 and end in November 2018.

 

Critical outcomes of the role:

Trade Strategy & Planning

  • Conjointly develops a channel strategy, with their direct line manager, for their respective remit to manage or expand business opportunities to maintain a healthy balance between NP’s base business and new product launches. Will work on optimal pricing and promotional mix satisfying consumer needs and eliminating stock-outs in accordance with category success models.
  • Responsible for creating go-to-market trade activation plans – including but not limited to -efficient and effective pricing and promotion strategies in accordance with category success models for the assigned channel and accounts within their remit; in line with strategic brand priorities and channel strategies - driving excellence in execution.
  • Champion new product market entry and execution. Includes development of national sales presentation/materials and tracking/analyzing 4Ps in-market implementation.
  • Lead annual category 4Ps planning and review process by understanding business objectives and translating them into a 4Ps roadmap for Sales execution for NP’s base business and new product launches, working closely with the marketing, sales and category management teams.
  • Participate and leads in the development (w/in their respective channel remit) of NP’s annual commercial planning cycle, working with key cross-functional business partners – Marketing, Sales, Finance and Supply/Ops.

Trade Investment/Funds Management/Budgeting

  • Work directly with the channel sales team to support them in key areas such as: Trade Spend Management and Compliance, Gold Standard reporting and execution
  • Contribute to the allocation of trade funds to appropriately support brand, market and key account priorities in a way that optimizes ROI.
  • Understand and influence drivers of all P&L levers in support of channel objectives, challenge assumptions and drive adjustments as needed.
  • Responsible for in-depth analysis and reporting on promotional activities performed / level of spending, evaluating key programs results against established KPIs, leveraging Commercial Finance as needed for ROI details.

Sales Performance Monitoring & Business Insights

  • Analyze and manage market, category, NP share trends and data by channel/customers (such as, but not limited to Spins, IRI, Nielsen, 84.51 etc) to support confident decision-making in determining strategy in areas such as market opportunity, market penetration strategy, and market development.
  • Collaborates with Sales, Finance, and Supply/Ops to identify and communicate gaps to targets/budgets (within channel remit) via monthly S&OP meetings and works with the respective teams to execute gap fillers, whilst keeping financial metrics and supply constraints in the forefront
  • Track channel/customer performance in all sales fundamentals against the category, competition and growth targets/KPI’s
  • Perform customer event analysis using POS and shipment data to provide pre and post activity review and recommended action to improve ROI

Sales Operations:

  • Develop and presents national sales selling stories, developed together with Marketing, Category Management and R&D to explain better NP products, promo activities, targets and benefits coming from selling our products- new and existing.
  • Supports Channel Sales VP/ Regional Managers (or National Accounts managers) during their negotiations with Distributors (National Accounts), defining annual building blocks, commercial corporate initiatives and KPI’s for customer JBP’s.
  • Ownership of the Sales Forecast, Accuracy & Process Improvements from Field Sales Organization into a Shipment Forecast. Creation of a Demand Planning model that links Consumption Forecasts into Shipment Forecasts.
  • Partner with S&OP team to improve forecast accuracy and be the representative/owner on behalf of the Sales Organization for Sales Forecasting.
  • Support the Customer Service team to become more efficient and decrease fines and penalties. Continue to help facilitate movement of product to customers
  • Advise and recommend on customer service/short supply customer prioritization and product allocation issues with operations and sales for the respective channel.

 

Success in this role will require:

  • 4 year degree, Business degree is preferred an MBA is an asset
  • 5+ years related sales and/or trade marketing experience
  • For US Grocery, we are looking for experience working with major US grocery accounts such as Kroeger, Walmart, Target, HEB etc
  • For US Natural, we looking for experience working with major US natural accounts such as Whole Foods and Sprouts.
  • For the Canadian Chanel, we are looking for experience working with major Canadian grocery chains such as Loblaw’s, Sobeys, Overwaite, Shoppers Drug Mart, SaveOn etc.
  • Strong knowledge of the consumer packaged goods industry
  • Strong financial background and strategic business acumen
  • Experience leading customer sales analytics (customer, channel)
  • Strong interpersonal, communication (oral and written), and cross functional team-based skills
  • Proficient in Microsoft Office, Nielsen, IRI/Spins and Trade spend systems.
  • "Can Do" attitude
  • Ability to react quickly and effectively to change
  • Strong project management skills
  • Independently and proactively problem solve.
  • Detail oriented, organized, and strong knowledge of financial fundamentals.
  • Good interpersonal and time management skills.
  • Demonstrate strong ability to review data and draw conclusions.
  • Ability to travel across US/Canada

 

 

Nature’s Path “Must-have’s”

  • You have an unrelenting desire to be successful and chase down growth
  • You have a sense of humour and passion for health and wellness
  • You love to have fun, but take your responsibilities seriously
  • You have a high sense of urgency and act with speed and agility

 

 

Upon joining Nature's Path, you will become part of a vibrant team that contributes to bringing healthy, organic food to the world in a sustainable way. At Nature’s Path, we follow 5 core competencies and, as a result, strive to build a culture that is: performance driven, always improving, team focused, honourable and respectful, and sustainably and socially conscious.

We thank all applicants for their interest in Nature’s Path Foods. Candidates selected for an interview will be contacted by Nature’s Path.  

No agencies please.

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