Business Development Manager - Publix

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:

Responsibilities:

The Business Development Manager Publix will be responsible for the successful achievement of the ongoing Merchandising, Assortment, Pricing and Rotation objectives established each fiscal year assigned for the

specific Category responsibility.

The key competencies associated with this position include (but are not limited to): Collaborating with Publix Director on strategic vision & perspective for Publix and 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.

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 Publix assigned categories.
• 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, promotional ideas specific to Publix.

Responsibility: Assist in the development of JBP materials and insights as appropriate for Publix

• Merchandising: Achieve annual and key even merchandising objectives
• New Items: Deliver new item objectives
• 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 with Publix (internal and external)
• Develop and track annual Fiscal plans with strategies to deliver continued growth with the Publix business over the next 2-3 years
• Evaluate successes, risks, strengths, and opportunities-formulate plans to improve key indicators
• Effectively engage and leverage cross functional resources (HQ Business Unit, Customer Strategy & Development (CS&D), Shopper Marketing, Finance, Supply Chain, Marketing) to exceed/achieve business objectives with assigned customer.

Responsibility: Capabilities

• Own development of specific categories on the Publix business utilizing cross-functional resources such as Category Insights, Shopper Marketing, Customer Finance and Business Intelligence Analytics, to drive volume and share growth
• Manage the business forecasting for the assigned categories at Publix and entry into trade planning system. Ensure spending, deductions and financials are on track to plans.
• Leverage CS&D 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 Publix supply chain teams to ensure successful execution of new items, promotional activity, and scorecard opportunities.

Responsibility: Customer Meeting Support

• Coordinate and attend sales/review/innovation presentations at appropriate levels within Publix on the specified categories.
• Collaborate with Category Insights and CS&D to deliver best in class presentation materials and insights for business meetings-3 Step Call Process
• Create meeting cadence with Buyers and Category Managers
• 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 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 of Arts or Bachelor of Science degree required
• 5-7 years region or headquarters retail sales experience in consumer-packaged goods industry calling on Publix.
• 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 Del Monte 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 needs and successfully interface with CS&D to customize plans that best meet the customer's strategic direction while optimizing growth opportunities.
• Manage all aspects of trade spend to ensure Del Monte 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. Manage LUA funds for specified categories.
• Analyze and pursue innovative incremental growth opportunities and strategies during the trade plan development phase, present these to Team Lead & 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 (Customer Finance, Supply Chain, Category Insights, CS&D) to drive growth, provide insights and improve customer service.
• Analyze customer, category and channel data to develop insights, solutions and recommendations to drive profitable growth for the customer and Del Monte.
• Maintain and develop relationships at Publix and with produce distributor to facilitate proper execution of the sales plans.
• Be proactive, organized, and take initiative through changing times and uncertain environments
• Proven record of success in retail grocery industry calling on Publix with consumer-packaged goods or distributor management 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.