Category and Customer Development Lead (Snr) at Danone

Objectives of the Role

Category Strategy + Channel Execution:

• Accountable for owning and developing the total Category Value Drive Strategy/landscape across all categories with a focus on increasing category sales by 10% within the next fiscal year.
• Deliver strong value drive platforms for the local business working with the regional and global team to understand macroeconomic, and category specific trends that span across the shopper, category, and retailer.
• Ensure that these value driver platforms are integrated into the in-year and long-term planning of the categories and that they form the base of the marketing and commercial strategy across the Annual Business Plan (ST & LT) as well as the sales/channel plans (customers to retailer)
• Own the strategic execution of the value drivers into the retail landscape by working with the Sales Team so that they form the bases of any JBP work developed and is landed with retailers (4P focus, innovation, Category Growth opportunities, PRGM outputs)
• Ensure that the Category Value Drivers are seamlessly integrated into our PRGM strategy and long-term innovation planning to drive a 15% increase in price turnover for total SA and the retailer JBP’s. Own the strategic pricing strategy development and work with the PRGM & NRR lead to ensure the right level of execution at a national and channel/retailer level - this must then be tracked and monitored monthly with check and adjusts recommended in each monthly cycle to impact future pricing and promotional plans.
• Ensure that the price indexing is supported by a high level of analytics across historical trends and future insights supported by PRGM analytics.
• Ensure that the PPA workstreams are underpinned with strong analytics, hypothesis testing and accurate business cash ups (partnering with commercial finance and PRGM) to direct the marketing and PRGM teams on what future innovation and action is required in this space
• Aid the PRGM team to understand what category trends can be utilised to unlock stronger Mix initiatives across categories and channels.
• Owner of the SA DPSS/4P strategy (Distribution, Price, Share of Shelf, and Share of Feature) strategy and targets as well as tracking and actions logs
• Ensure the right enablement of the total commercial WRT DPSS/4Ps WoW and monthly discipline Drive the Exco requirements across processes, key forums and tools WRT all related category insights and requirements (Company KPI tracking inputs) ST & LT forecasting (S&OP, Annual Business Planning, Longer term Business Planning)
• Owner of the executive insight into the Quarterly Forecasting Process – 12 – 18-month category volume outlook – influencing the expected category volume trends that provide insights to the sales team to build stronger monthly forecasts (e.g., seasonality, uplift dynamics etc.).
• Inform the in-year growth trajectory of the categories with the right monthly tracking and cadence of insights and market understanding -developing the expected category volume trends that provide insights to the sales team to build stronger monthly forecasts (e.g., seasonality, uplift dynamics etc.).
• Ensure the continuous linking and grounding of the business cash up and ambition based on market realism and trends affecting it. Co-ordinate:
• Annual planning process (primary, category plans, supporting brand plans, channel/customer plans, plans)

Target Profile

• Relevant Business Degree, with a Sales, Marketing or Business management specialization
• Minimum of 5-8 years of hands-on experience in leading Category Management initiatives within the FMCG industry.
• Minimum of 5-8 years of experience in Insights generation (diagnostic analytics) of sales & consumer data.
• Experience in data management with vendor experience of Nielsen, IRI/Circana and/or DataOrbis.
• Proficient in MS Office: Excel, Word, Outlook, PowerPoint.
• Demonstrated track record of achieving a 20% increase in sales revenue within a commercial-focused environment.
• Proven ability to develop strong working relationships.
• Advanced communication skills (written, oral and listening).
• Internal and external stakeholder management.
• Customer, Category and Channel Knowledge.
• Proven ability to filter and cascade top-down feedback.
• Excellent interpersonal skills.
• Role needs strong acumen to develop strategy and make decisions across a variety of commercial functions.
• A comprehensive skill set is required across data understanding & diagnostic analytics/insights, category management, key accounts, brand and perfect store.

About you

Qualification: Relevant Business Degree, with a Sales, Marketing or Business management specialization

Experience:

• Minimum of 5-8 years of experience in Category Management.
• Minimum of 5-8 years of experience in Insights generation (diagnostic analytics) of sales & consumer data.
• Experience in data management with vendor experience of Nielsen, IRI/Circana and/or DataOrbis.
• Proficient in MS Office: Excel, Word, Outlook, PowerPoint.
• Proven success in commercial-focused environment.
• Proven ability to develop strong working relationships.
• Advanced communication skills (written, oral and listening).
• Internal and external stakeholder management.
• Customer, Category and Channel Knowledge.
• Proven ability to filter and cascade top-down feedback.
• Excellent interpersonal skills