Business Development Senior Manager Military

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:
$117,880. 47 - $212,096. 80

Responsibilities:

The Business Development Senior Manager for the Military Channel will be responsible for the successful achievement of the ongoing Merchandising, Assortment, Pricing and Shelving objectives established each fiscal year assigned across all Military accounts. This role drives all aspects of the efficient customer business cycle (ECBC) for the Military accounts, including pre-planning, efficient planning, order processing, customer settlements, plan management and continuous improvement.

The key competencies associated with this position include (but are not limited to): establishing a strategic vision & perspective for assigned customers, effectively managing ambiguity and complexity in the marketplace, developing strategically aligned partnerships with assigned customers, demonstrating decision making agility, providing thought leadership through creative and innovative customer approaches, and utilizing business and financial acumen to deliver assigned revenue & profit goals within assigned spend.

This position will focus on further developing Del Monte's base business and play a role in developing growth initiatives, strategies, and tactics for emerging categories. This position involves broker management for many aspects of the business.

This is a remote role working out of a home office in the Virginia market.

Achieve Fiscal Year Financials

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

• Develop customer specific objectives in support of Del Monte's strategic plan.
• Achieve new item, assortment, pricing, and merchandising objectives set forth for specific customer objectives.
• Establish customer priorities, objectives and strategies based on marketplace conditions.
• Manage retail execution to ensure optimal shelf presence and retail conditions.
• 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.
• 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 customer, category, and channel data to develop insights, solutions, and recommendations to drive profitable growth for the customer and DMFC.

• Merchandising: Achieve annual and key event merchandising objectives.
• New Items: Deliver new item objectives.
• Pricing: Manage everyday pricing within GTMS.
• GDP's: Grow GDP's/maintain share of GDP's => than SOM (key segments). • Execute assortment and shelving initiatives/customer category reviews to improve DLM shelf presence.
• Drive market share in select categories and sub-categories in line with corporate objectives.
• Shopper Marketing program coordination where applicable.
• Effectively engage and leverage cross functional resources (HQ Business Unit, Customer Strategy & Development (CS&D), Shopper Marketing, Finance, Supply Chain) to exceed/achieve business objectives with assigned customers

• Own development of business utilizing cross-functional resources such as Category Management & Insights, Shopper Marketing, Customer Finance and Business Intelligence Analytics, to drive volume and share growth.
• Leverage CS&D to translate, integrate and activate Del Monte Consumer strategies into key customer-level business plans.
• Review DMFI GTMS with customers for understanding and compliance.
• Analyze and pursue innovative incremental growth opportunities and strategies during the trade plan development phase, present these to Team Lead and CS&D 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, CS&D) to drive growth, provide insights and improve customer service.

• Coordinate and attend sales/review/innovation presentations at Customers.
• Collaborate with Category Management and CS&D to deliver best-in-class presentation materials and insights for business meetings.
• Create meeting cadence with Category Managers, Coordinators, Directors and other key cross-functional partners.

• Connect our teams to a clear strategy.
• Provide the support our teams need for success.
• Hold ourselves and our teams accountable.

• Solve problems together with our teams.
• Enable smart risk taking.
• Empower our teams to make decisions and take action.

• Are intentional about building trust.
• Lead with empathy.
• Grow and develop our teams.

• Bachelor of Arts or Bachelor of Science degree required.
• 5-10 years Military sales experience in consumer-packaged goods industry or broker
• 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, Circana or other syndicated data and competent in PowerPoint.

• Competitive salary.
• Comprehensive benefits package including Medical, Dental, Vision, and 401(k).