Job description
Business Unit Overview:
Responsibilities and Accountabilities
Accountability:
Customer Development & Partnership through Sales Agency:
Strategic Business Planning:
Insights & Analytics:
Customer Negotiation, Selling & Execution:
Talent Development:
Experience
Other Characteristics
Headquartered in Lakeville, Minn., Post Consumer Brands, a business unit of Post Holdings Inc., is focused on providing delicious food choices for every taste and budget. As a company committed to high standards of quality and to our values, we are driven by one idea: To make lives better by making delicious food accessible for all.
Brand:
The company’s portfolio ranges from iconic brands such as Honey Bunches of Oats
®, Grape-Nuts
® and PEBBLES
™ cereals, as well as Peter Pan
® peanut butter to the top-selling Malt-O-Meal
® brand of value ready-to-eat cereals and more. Our business is growing and that’s where you come in. Our company is a hearty mix of ambitious people who want to make great things happen.
Location Description:
As a field sales employee, you will have the opportunity to travel and enjoy the flexibility that comes with remote work. We have retail customers across North America and team members in about every U.S. state. Come make better happen with Post Consumer Brands, whether it is at a retail grocery store, selling the latest cereal innovation, or meeting your teammates at a corporate office.
Responsibilities:
Overview
It’s an exciting time in pet food! Post Holdings, Inc. recently announced an agreement to buy several pet food brands from The J.M. Smucker Co. The transaction is anticipated to close early in the second calendar quarter of 2023. Upon closing of the acquisition, Post expects to create a new pet food platform within Post Consumer Brands. This role is part of the team of 1,000 employees who will soon join the Post family to focus on and grow these iconic pet brands.
Responsibilities and Accountabilities
Accountability:
Owns the executional details of Distribution, Merchandising, Shelving, Pricing and Top and Bottom line results against the SBA business objectives for agency implementation at assigned Customers
- Net Sales, Profit, Share and Perfect Store (DSMP) objectives
- Sales Agency management: Direction setting, evaluation, communication, execution and accountability
- Principles & Policies: Trade Spend, Forecast Accuracy, PPS Strategy, LDI, eMAP, SRP, Customer fees
Customer Development & Partnership through Sales Agency:
Strategic business partner with earned influence and access at the Customer, Sales Agency and within the SBA
- Joint responsibility, with Sales Agency and CCB, for the company annual plan performance metrics: what, how and why to drive long and short-term strategies, goals and objectives to optimal completion for key focus accounts
- Ensures Sales Agency synthesizes & translates customer needs and requirements and provides to PCB in a consistent manner to enable improved collaboration internally and to deliver winnable business solutions
- Build and maintain strong relationships with access and influence to Senior levels of Sales Broker Agency
- Maintain Key customer relationships to include, and not limited to, Sales, Marketing, Logistics, Customer Service, Trade Marketing, Category Mgmt & Leadership at the top priority customers within region
Strategic Business Planning:
Innovative, pro-active customer & SBA leader with long term business focus
- Aligns internally with CCB and sets strategic planning direction for the Sales Agency at assigned customers
- Ensures Sales Agency Customer Plans leverage the Company’s Category & Brand Strategies and Customer Strategies and yield mutual business success for key focus customers
- Proactive: Sets expectations across agency to Anticipate & identify opportunities & competitive threats, then works collaboratively to solve
- Creative: Partners with Agency to Develops & advances creative solutions to break down barriers/address opportunities and delivers profitable category growth
Insights & Analytics:
Leverages insights and analytics to develop customer selling propositions and initiative plans
- Consistent user of and partnering with Agency to identify data trends to diagnose and solve business opportunities and collaborates with Sales Analysts and Category Leadership to build insights led action plans.
- Requires Sales Agency to continually synthesize and apply data to generate category growth solutions which impact key KPIs: Net Sales, Profit, Share (Key Company and Key Retailer KPIs)
- Sets expectations with Sales Agency to consistently deliver accurate input within systems/applications. Internal: CAS, Forecasting, budget accuracy and JBP scorecard
Customer Negotiation, Selling & Execution:
Sound negotiation that delivers customer & Post Consumer Brands value
- Leverage: negotiation skills, business acumen and financial rigor with Sales Agency to deliver on Company and retailer expectations within retailer JBP planning and/or annual score-carding process
- Manages, Understands and demonstrates business acumen to deliver KPIs; is focused on planning and execution to navigate competitive landscape and deliver results which outpace competition
- Is timely, accurate, fact-based, and delivers high quality written and verbal communication and reports to Sales Agency and COMPANY teams throughout all business selling phases and generates expected execution & optimal results
Talent Development:
Relentless, continuous skill and capability learning focus
- Demonstrates a continual learning mindset to improve skills, capabilities, regional team collaboration and overall performance which supports all corporate strategies
- Demonstrates broad CPG industry knowledge: current and future trends
- Embraces feedback and leverages it within an overall performance mindset to grow, expand and develop
Education
Bachelor’s Degree Required
Experience
- Minimum 5 years of proven account management, broker management, trade marketing and/or category management experience
Other Characteristics
- Ability to work effectively with different levels and functions within the company in driving national account strategies and objectives
- Strong analytical, written and interpersonal skills
- Strong industry and customer knowledge
- Agility in working with ambiguity
- Proven negotiation skills agility and an ability to influence cross-functional peers, teams, and customers to drive win/win solutions
- Experience developing and executing short and long-term plans & initiatives to deliver sustained business results
- Proven key account and broker penetration & and agility to influence account decisions
- Ability to execute processes and procedures to improve personal and cross functional team’s effectiveness
- Ability to fine tune processes: build on what’s working and address what’s not to maximize business results
- Creative, positive, self-led, energetic and with a strong sense of urgency and desire to work in a sustainable winning culture
- Proficiency with use and application of retailer relevant data requirements: Nielsen, IRI, Shopper data portals
- Proficient in understanding and application of brick and mortar as well as eComm merchandising requirements
- Ability to gather, analyze and present financial information in a logical manner to varied levels of leadership
- Demonstrated success in working in cross functional matrix organizations to include success with brand, sales strategy, supply, shopper marketing, sales finance, category management and Omni marketing
- Solutions oriented focus and demonstrated success with both strategic planning and tactical execution
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