Associate Manager, Sales Strategy

Job Title: Associate Manager, Sales Strategy

Job Location: Mississauga, Ontario

Summary:

This role is key in translating Corporate Plan and Strategies from a PPG level into Customer or Channel activation strategies, in addition to ensuring the right tools and communication vehicles are available so we can sell our products in market.  The Associate Manager, Sales Strategy will support in identifying Customer opportunities that we can action as an organization, and develop risk mitigation plans alongside Customer teams.  They will be a main contributor in developing Channel strategies & support plans, customer 2x2’s, plan tracking and key business contact for Sales.  This role will be support contact for Innovation, Shopper Marketing and Merchandising. 

In partnership with the Manager, Sales Strategy, this role is responsible for the following primary areas:

Business Development – Plays a vital role in business assessment from Sales, leveraging relationships and knowledge of the Sales organization, this role will work directly with the Manager Sales Strategy to drive a holistic approach to the business, assessing opportunities and risk mitigation, trade-off analysis, overall channel management to minimize market disruption and maximize sales.  Role will play a key part in assessing innovation and new opportunities in partnership with Brand Marketing, Shopper Marketing and various other cross-functional teams (Finance & Insights).

Strategic Sales Development – works directly with Manager, Sales Strategy to execute Channel and Customer growth models required to drive the business forward in partnership with Sales leads while integrating knowledge of changing business.

Major Duties/Responsibilities:

Business Development

Ongoing business assessment of risk and opportunities

Working in partnership with Marketing, Shopper Marketing & OMNI on new item integration, volume validation and sales execution launches inclusive of post launch analysis through to annual sku discontinuation process management

Manages Commercial and Customer Calendar execution and collaborates with cross-functional partners on resources required for business opportunities and cross-channel development

Manages allocation process from Sales, owns conversation on customer cut scenarios – impact to P&L and recommendation on approach to minimize risk profile

Owns Sales number holistically and can identify areas to optimize

Ad hoc project management

Strategic Sales Development

In partnership with overall Sales Strategy team, drives holistic Sales strategy; identifying priority accounts/channels and cross-functional resources to service, ensuring sales executions are being driven by channel strategy and customer 2x2 matrix.

Responsible for development of annual Customer Profiles including key drivers of business with planogram updates and listing fee guidelines.

Sales lead in presenting to retail Field team ensuring strong connections to execution of innovation launches and go to market activities including merchandising and POS.

Leadership/Managerial Skills

Key leadership behaviors requirement

Collaborative and empathetic

High Influence, negotiation and listening skills

Proactive and accountable

Sets priorities and makes decisions

Strong demonstrated business leadership and track record of delivering results

Ability to work in ambiguous situations & be a sensemaker

Demonstrates knowledge and skill in Sales, Marketing Distribution/logistics and Finance

P&L understanding

Analytical capability

Creative, thinks outside the box

Minimum Education and Experience Requirements:

Education:

Bachelor’s degree and/or MBA not required but preferred

Experience:

Minimum 5 years progressive responsibility within FMCG, including strong experiences in commercial areas of business (Sales, Marketing, etc) and proven track record of progressive responsibility

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