Customer Strategy & Development Manager

Company and Position Information:

Del Monte Foods, Inc. (DMFI) 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:

Responsibilities:

The Manager, Customer Strategy & Development (CS&D) is an essential member of the CS&D team and is responsible for the development and delivery of sales strategies, tactics, and deployment of DMFI's brands and products with retail customers for a portion or segment of a DMFI business unit. This individual is responsible for working with sales leaders to ensure our products can successfully be sold within a variety or retail and non-retail channels, providing products that consumers want and need, and providing our customers products that help grow their categories and businesses. This person is responsible for planning, the creation and execution of go-to-market strategies, financial business management (including trade spending), new item management, creating successful sales strategies and tactics, and partnering with key sales leaders to drive business performance.

This leader is responsible for leading Del Monte's successful commercialization efforts through business acumen, collaboration, and creative business solutions. He/She works with marketing to bring new products to life through

the creation of winning sales strategies, partners with sales to plan and execute the business with our customers, manages price architecture, and creates efficient promotional strategies. Ultimately, the Manager, CS&D leads volume and revenue growth through best-in-class sales strategies, translates and commercialize marketing plans, leads customer planning and trade spend management to achieve business growth that is margin accretive.

The Manager, CS&D brings creative ideas, urgency, process improvements, and a customer lens to cross-functional partners. He/She cultivates a highly collaborative and consultative relationship with our BU partners in the creation of

new products and brands in existing and new categories to fully leverage our corporate vision, heritage, and capabilities. This leader enables innovation launches to get new and existing items on shelf as well as identifies and

drives closure of opportunities, effective volume planning, and trade spend management. This leader collaborates with internal stakeholders such as BU/Marketing, Finance, Demand Planning, and Operations to ensure our plans are executed to meet customer and corporate performance commitments.

This leader influences others and gets things done with urgency. He/She is charged with problem-solving and acts as a change agent. This person thinks creatively, is detail-oriented, and holds others accountable. , driving improvement in processes, business planning, strategies, and efficiencies

• Planning
  • Lead AOP and Quota work for the BU with All Sales Zones
  • Lead customer planning efforts for the BU with all Zones; ensure GTMS strategies are implemented in customer plans
  • Work with CSD Planning Leader to support all planning efforts
  • Partner closely with Revenue Growth Management Team (RGM) to measure and refine trade promotion effectiveness and plans; monitor competitive activity and make necessary adjustments
  • Provide analysis and leadership for incremental spending requests in partnership with Customer Finance
• Go to Market Strategies
  • Develop and socialize DMFI's Go-to-Market Strategies to include:
    • Must Carry Items and Assortment
    • Promotional Pricing & Merchandising
    • Key Event Plans
    • Pricing Architecture
    • Space and Shelving Direction
  • Ensure the development of GTMS for unique channels
  • Socialize GTMS in the Field Playbook
• Financial Management
  • Manage and deliver trade spend targets for the BU
    • Participate in the trade spend target roll up for each Zone
  • Ensure event and spending approvals
  • Manage excess inventory spending approvals, tracking, and communication
  • Partner with Customer Finance/Revenue Growth Management to improve promo strategies, execution, and efficiencies
  • Lead improvement of trade efficiencies
• New Item Management
  • Track and report Innovation Item Performance
  • Develop strategies and plans for continuous improvement of new items performance after launch
  • Communicate and lead all efforts to share new item success stories
  • Monitor and communicate competitive threats for the respective BU
  • Refine GTMS strategies for new items improvement/success
• Sales Strategy & Brand Partnership
  • Translate national, channel and customer insights into sales strategies and tactics
  • Actively Participate in the Gating and Launch Process for innovation items
  • Lead focus areas including FTM, competitive threats, and excess inventory
  • Lead channel-specific growth Strategies for the BU * Participate in the brand planning process
  • Create and drive solutions that enable stronger in-store presence and item performance (i. e. , merch vehicles, special packaging, and promotions, etc. )
• Zone Sales Partnership
  • Lead the tracking, rollup, reporting and communication of Zone performance against all AOP volume and trade spend targets
  • Partner and communicate with assigned Zone on all selling strategies, planning, and upcoming events
  • Act as liaison between Zone and key stakeholders including Supply Chin, Demand Planning, etc.
  • Lead work and communication for key activities including planning, AOP, BDM Reviews, National Commercial Meeting, etc.
  • Oversee quota development and deployment for the assigned Zone across all Bus
• Other duties as assigned.

Del Monte Foods Leadership Behaviors:

As leaders we:

Ground Our Teams

• Connect our teams to a clear strategy.

• Provide the support our teams need for success.

• Hold ourselves and our teams accountable.

Create the Climate

• Solve problems together with our teams.

• Enable smart risk taking.

• Empower our teams to make decisions and take action.

Nurture the Good

• Are intentional about building trust.

• Lead with empathy.

• Grow and develop our teams.

Qualifications:

• Bachelor's degree required
• 4-6 years' sales experience in CPG industry including Field and/or HQ Sales, Marketing, or Insights experience.
• 4-6 Years CPG experience in Field or HQ Sales
• Strong u.