Customer Development Manager

Apply by eMail:15325185.185@jobfrenzy1.com

Description:
Customer Development Manager
Reports to: VP Customer Development and Pricing

Location: Oakland, CA (DGIC HQ)

General Summary:
The Customer Development Manager is the critical link between key HQ functions (primarily Marketing) and the Sales organization. This individual will play a key role in understanding business performance against key sales KPIs and leading the “Change the Score” process for sales to ensure achievement of high performance targets. He/She will also be tasked with the development and leveraging of appropriate strategic frameworks, processes and tools to drive category strategy, enable information transfer, feedback gathering, collaboration, and prompt decision making within a complex and fast-moving environment. He/She will be the “voice of sales” in Business Team meetings and will be the primary point of contact for Sales/Customer input at DGIC HQ.

Major Tasks and Key Accountabilities:
Lead identification, development and prioritization of “Change The Score” revenue initiatives throughout the year in partnership with Sales, Shopper Marketing, Category Development and Marketing to ensure achievement of HPT
Lead key Sales initiative tracking and performance analysis to ensure progress towards HPT
Serve as the Sales voice on the Business Teams and lead special projects as assigned by VP
Own the development of the strategic Category Roadmap and Key Growth Initiatives presentation, which are the single most critical documents that enable effective sell-in of our annual customer plans and further our “indisputable customer leadership”. Also lead all other aspects of the sales material development process that ensures that field sales will have the tools they need when they need them to maximize sell-in. Including, but not limited to, packaging comps and ad images, sales samples, sell sheets, product guides, new item lists, ship dates, reset dates, etc.
Create clear and efficient forums for two way communication and closed feedback loops between HQ and field based teams. Ensure all Marketing and Supply Chain decisions that impact the Sales organization/customer are “Sales and customer informed”
Sales lead for adoption and execution of Integrated Commercial Planning process
Lead strategy, development and execution of National Sales Rally
Coordinate the development of the annual Commercial Action Plan and refresh as necessary
Develop and ensure flawless execution of communications protocols, including Weekly National Sales call and SalesNet site optimization
Develop and execute strategy to cement Dreyer’s/Nestle reputation as industry thought leader, including coordination of Dreyer’s involvement in key industry events (PR, Conferences, Share Groups, etc)
Serve as expert as it relates to competitive intelligence and provide monthly competitive update to Dreyer’s Leadership Team
Develop and lead administration of sales contests in conjunction with Sales SVPs to energize field Sales and drive top line growth
Train, develop and manage the Sales Communications Manager



Minimum Qualifications:
Bachelor’s degree required. MBA strongly preferred
5-10 years experience in progressive Sales and/or Customer Development roles
Understands and can articulate syndicated data sources such as Nielsen and IRI
Excellent analytical skills
Strong critical thinking skills
Excellent written and verbal communication skills
Excellent relationship skills and ability to thrive in a collaborative environment

Imperative Leadership Framework Behaviors:

? Insight – the capacity to identify links between facts, ideas and situations that have no obvious connection with one another and to assemble them in a meaningful way. At a highly developed level, insight manifests itself as the creation of new ideas or the development of a long term vision.
? Service Orientation – the desire to help and serve one’s customers in a way that best meets their actual needs. It is shown in the efforts a person will make to understand the customer’s expectations and needs, to provide them with high quality service for a long-lasting and mutually profitable relationship. “Customer” can be any person or organization for which the service is intended (internal client, colleagues at all levels, distributor, customer, etc.)
? Results Focus – The drive to meet or exceed ambitious performance objectives and quality standards, deliver business results and continually find sustainable improvements to methods and processes.
? Proactive Cooperation – implies working collaboratively with others; demonstrating commitment to achieve group objectives, understanding the needs and goals of others, and adapting own views and behaviors when appropriate. It may involve the sacrifice of individual versus group objectives.
? Impact/Convince Others – Convincing others, either directly or using appropriate third parties in order to get their commitment to ideas, projects or actions that are in the company’s interest.

Additional Considerations:
The ideal candidate is high potential and promotable within the organization
The ideal candidate is open to relocation for future opportunities
DSD knowledge and experience preferred

Dreyer’s/Edy’s Grand Ice Cream is an Equal Opportunity Employer and is looking for diversity in candidates in employment. EOE M/F/D/V.

Requirements:
See above

Education: Not Specified

Experience: Not Specified

Travel: None

Apply by eMail:15325185.185@jobfrenzy1.com

Job Created: Mon Oct 12 2009 04:27:12 AM
Last Modified: Mon Oct 12 2009 04:27:12 AM