Business Development Manager Club West

Job title: Business Development Manager Club West in Sacramento, CA at Del Monte Foods
Company: Del Monte Foods
Job description: Company and Position Information:Del Monte Foods (DMFC) is a multi-national food company headquartered in Walnut Creek, CA, with a powerful portfolio of brands, including iconic Del Monte®, Contadina® and College Inn®. Our premium-quality meal ingredients, snacks and beverages can be found in six out of ten U.S. households.At Del Monte Foods, we believe in supporting one another. In helping our people shape their own careers - in letting them grow outward, upward and across disciplines. We are tending to the greater good, providing accessible, nourishing, great-tasting food for all. We are Del Monte Foods – Growers of Good.The salary range for this role is: $92,345.21 - $157,063.90Responsibilities:The Business Development Manager (BDM) – Club West will be responsible for the successful achievement of the ongoing Merchandising, Assortment, Pricing and Rotation objectives established each fiscal year assigned for the total Costco West Region business. The key competencies associated with this position include (but are not limited to):Collaborating with the Costco Team Lead on strategic vision & perspective for Costco West and broader Club initiatives, effectively managing ambiguity & complexity in the marketplace, developing strategically aligned partnerships with assigned Regions, demonstrating decision making agility, providing thought leadership through creative/ innovative customer approaches, and utilizing business & financial acumen to deliver assigned revenue & profit goals within assigned spend.This is a remote, West Coast based role and can be located in either CA or WA state.Responsibility: Achieve Fiscal Year Financials

• Direct and deliver key financial metrics versus AOP sales with an aligned trade spend plan

Responsibility: In-Market Execution and Customer Development

• Develop customer specific objectives in support of Del Monte’s strategic plan for Costco West (center store, Produce, Beverage, Frozen)
• Achieve new item, assortment, pricing, and merchandising objectives set forth for specific customer objectives
• Communicate and deliver updates/insights to internal cross functional Del Monte business units, providing a customized approach to product development, merchandising, rotation ideas for the Club Channel.

Responsibility: Assist in development of JBP Partnership at appropriate for Costco West

• Merchandising: Achieve annual and key even merchandising objectives
• New Items: Deliver new item objectives and customized rotations
• Pricing: Manage everyday pricing within GTMS
• GDP’s: Grow GDP’s/maintain share of GDP’s
• Drive market share in select categories and sub-categories in line with Corporate objectives
• Shopper Marketing program coordination
• Develop and track annual Fiscal plans with strategies to deliver continued growth with Club Channel over the next 2-3 years
• Effectively engage and leverage cross functional resources (HQ Business Unit, Customer Development, Shopper Marketing, Finance, Supply Chain, Marketing) to exceed/achieve business objectives with assigned customer

Responsibility: Capabilities

• Own development of Costco West business utilizing cross-functional resources such as Category Management & Insights, Shopper Marketing, Customer Finance and Business Intelligence Analytics, to drive volume and share growth
• Manage the business forecasting for Costco West business across all business segments and work with Sales Operations on entry into trade planning system. Ensure spending, deductions and financials are on track to plans.
• Leverage Customer Development to translate, integrate and activate Del Monte Consumer strategies into key customer-level business plans, with particular focus on Shopper and Category initiatives
• Collaborate with Del Monte and Costco supply chain teams to ensure successful execution of new items, rotations, and promotional activity.

Responsibility: Customer Meeting Support

• Coordinate and attend sales/review/innovation presentations at appropriate levels within Costco
• Collaborate with Category Management and Customer Development to deliver best in class presentation materials and insights for business meetings
• Create meeting cadence with Buyers, AGMM, and GM

• Facilitate meetings with customer cross-functional departments as needed to support Del Monte initiatives (supply chain, accounting, finance)

Other duties as assigned.Del Monte Foods Leadership Behaviors:As leaders we:Ground Our TeamsConnect our teams to a clear strategy.Provide the support our teams need for success.Hold ourselves and our teams accountable.Create the ClimateSolve problems together with our teams.Enable smart risk taking.Empower our teams to make decisions and take action.Nurture the GoodAre intentional about building trust.Lead with empathy.Grow and develop our teams.Qualifications:

• Bachelor of Arts or Bachelor of Science degree required
• 5-7 years region or headquarters retail sales experience in consumer packaged goods industry or broker.
• Direct and execute all aspects of the fiscal year sales plan execution:

• Develop and execute a strategic business plan to grow profitable volume year over year
• Establish customer priorities, objectives and strategies based on marketplace conditions
• Manage retail execution to ensure optimal placement
• Review DMFC GTMS with customer for understanding and compliance
• Provide strategic input, reflecting customer requirements/needs into AOP planning process focusing on trade marketing strategy/tactics, delivering a plan that can be executed with customer to achieve company objectives.
• Identify and understand customer’s needs, and successfully interface with Customer Development to customize plans that best meet the customer’s strategic direction while optimizing growth opportunities.
• Manage all aspects of trade spend to ensure DMFC funds are effectively utilized equitably with promotional strategies to achieve merchandising objectives. Manage trade funds to ensure incremental volume and profits result from spend. Monitor post promotional analysis to assess the impact of promotions and adjust, as appropriate, to improve results.
• Analyze and pursue innovative incremental growth opportunities and strategies during the trade plan development phase, present these to Team Lead & CD for alignment, then incorporate into JBP.
• Manage business based on a strategic scorecard aligned with customer, which focuses on mutually beneficial business growth, review quarterly, course correct when required, and proactively manage business.
• Manage internal resources to resolve promotion related deductions and forecast promotional demand.
• Leverage cross functional support groups (Sales Finance, Supply Chain, Category Leadership, Customer Development) to drive growth, provide insights and improve customer services.
• Analyze customer, category and channel data to develop insights, solutions and recommendations to drive profitable growth for the customer and DMFC.
• Proven record of success in retail grocery industry with consumer packaged goods or broker experience. Excellent leadership and interpersonal skills to influence customer contacts. Excellent oral and written communication skills as well as excellent interpersonal skills and analytical and problem solving abilities. Strong computer proficiency in Microsoft Excel, syndicated data and competent in PowerPoint.

WE OFFER:Competitive salary.Comprehensive benefits package including Medical, Dental, Vision, and 401(k).Please be advised that your application is not complete until you fill out, sign, and submit an Application for Employment for a specific position for which Del Monte Foods is actively recruiting. Your application must reflect that you possess the required qualifications for the position.No sponsorship is available for this position.No agencies or 3rd party vendors.
Expected salary: $92345.21 - 157063.9 per year
Location: Sacramento, CA
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