USD - Dannon, a subsidiary of Danone, is looking for a Vice President of Sales - Target United States (US) Minneapolis. Danone is a global food company holding top positions in healthy food through its four businesses: Fresh Dairy Products, Early Life Nutrition, Waters, and Medical Nutrition. Its mission, bringing health through food to as many people as possible, embodies commitment to human progress and business success. It gives meaning to the work of our 100,000 Danoners worldwide on an everyday basis. For passionate people looking for autonomy and exciting career opportunities, Danone truly has something special inside!

Vision of the role

Manage and orchestrate sales resources to grow the total DanoneWave business at Target. Build and execute high-quality customer plans that support customer goals and deliver financial targets (gross-to-net, volume, and distribution). Ensure leadership and cross-functional company efforts are involved with developing the customer relationship (e.g., bring in category, shopper marketing, supply chain, etc.). Influence the customer at a senior level.

Key responsibilities

• Own the Target P&L by overseeing the creation and execution of customer plans with high integrity

• Oversee selling process for Target to deliver sales and distribution objectives
• Assist team (customer planning and customer team) in developing the annual sales plan/budget by customer, category, and SKU and be ultimately accountable for the integrity of the plans that are put forward
• Make effective choices for the customer ovide authority and flexibility to change the overall strategy to make plans relevant to customers and meet customer needs (e.g., choices, spending, assortment, etc.)
• Ensure that there are impactful category insights and shopper activities at given customer(s)
• Participate with customer and internal team on joint business planning process to inform customer plan
• Lead team members to execute against annual plans
• Review roll-up of the Target P&L and have very clear sense of the financial performance versus plan ordinate with Customer Planning Manager to adjust plans based on performance
• Participate in demand planning S&OP process to monitor forecast versus plans
• Provide ad-hoc reports and presentations for sales leadership (e.g., visits from corporate Danone, in-market reviews, etc.)
• Deliver in-store execution performance

• Define what success looks like in the store
• Hold team accountable for delivering on those things
• Regularly walk stores to stay as close to the business and flag issues/celebrations with team
• Build deep and strategic relationship with Target

• Cultivate and manage profitable relationships with Target
• Attend top-to-tops and support engagement of CCO and President of Sales when necessary
• Work with sales team to understand customerrganizational/ decision-making structure and plan customer touch-points accordingly
• Deliver customer business reviews and category performance presentations
• Participate in long-term planning and execution with customer leadership
• Manage sales organization strategically to deliver the best results

• Deploy team resources/talent to maximize effective business plan delivery (i.e., how to separate category, customer, regional resources, etc.)
• Actively look for business development opportunities and coordinate approach accordingly (e.g., private label, cross-business/channel) ould have a hunting mindset
• Provide insights from the sales field back to the Centers of Excellence
• Build and maintain strong culture within team to boost morale across organization
• Set and communicate clear objectives for the team and individual team members
• Manage business complexities (e.g., Private Label, fragmented coverage across categories, difference in customer re-set periods, etc.)
• Cascade outcomes and key metrics to org based on overall unit KPIs, metrics (e.g., customer/category specific metrics)
• Manage department budgets for salaries, travel, and entertainment
• Grow your people

• Identify, recruit, and retain a balanced and diverse team based on member/candidate strengths and role fit supported by relevant knowledge, skills, and experience
• Provide the foundation for team effectiveness by creating and maintaining team processes
• Apply training and coaching effectively for individual and team development
• Complete performance evaluations for direct reports

Key performance metrics

• Delivery of the business plans for Target businesses (gross to net management)
• Management capability (organizational health, attrition %) ople development

Scope of managerial and leadership responsibilities

3-5 direct sales reports (Sales Directors, CBMs, or analysts)

Sales-support reports with additional dotted line into Center of Excellence: Category Management Manager, Customer Planning Manager, Shopper Marketing Manager, and Retail Manager

Career planning

• Estimated time spent in role: 5 years
• Potential future roles:

• VP of larger customer
• VP of Sales Strategy, Planning, and Operations
• CCO

Qualifications

Ideal candidate will have:

• 4 year business degree
• 10+ years of progressive experience in sales position within CPG industry
• Prior experience with owning a major customer account and leading a team at that account
• Exposure to other sales sub-functions (category management, shopper marketing, retail, etc.) preferred
• Ability to make strategic choices about how to manage the portfolio and allocate resources
• Demonstrated ability to achieve breakthrough results through the course of work
• Strong team leadership and management skills
• Ability to attract, develop, and maintain high performers
• Ability to comprehend and manage a complex, fragmented business
• Ability to influence customers at a very senior level
• 25-35% travel time
• Open to relocation depending on customer(s) covering pect proximity with customer and team

For more information about Danone, its people and its business, please visit danone.com We have something special inside, do you?

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