Customer Development Manager

About the Opportunity

The purpose of the Customer Development department is to accelerate growth of berry consumption by influencing Customer and Consumer behavior around the Berry Category with strategies and direction to optimize the value of our offering. A Customer Development Manager will support and contribute to Driscoll’s sales and marketing activities with a specified group of customers and will be responsible for growing berry category sales (unit movement, revenues, and gross profits) through effective analysis, strategic planning, collaboration, and making recommended win-win solutions for both Driscoll’s and our partners.

 Responsibilities

***Target Location is remote - Texas, or Central Time Zone***

• Lead account engagement strategy (diamond relationship) to build and support key retail relations including the corporate office and regional division levels

• Deliver on our Annual Operating Plan by leading the category planning process and defining mutual category goals and plans shared by the Customer and Driscoll’s, facilitate the execution of those goals in partnership with Sales, and provide a positive return on investment for our Growers and Customers

• Partners with Sales and Demand Management to facilitate Customer conversations to manage expectations around supply volume and price from the mid-range to short-range planning process

• Collaborate with Shopper Marketing to build awareness and confidence in our brand and enhance instore execution across retailer’s banner / division and store network

• Analyze Market, Category, Customer and Consumer data to develop a Category Plan designed to grow the Berry Category, increasing Household Penetration and Buy Rate

• Influence and collaborate on Driscoll’s and the Customer’s promotional and merchandising activities with assortment optimization and the selling in of new items. Lead demand planning for assigned customers, as well as activities for specific assigned berry(s) by collaborating with Driscoll’s Go To Market teams and aligning our customer’s 52-week demand

• Be attentive and provide intel into marketplace and customer’s strategies

• Closely monitor the sales data and insights for your key accounts and keep all stake holders informed

• Provide effective cross-functional collaboration with your Market Development team, Sales team, Demand Management team, Channel Marketing team, Product Development Team, Product Leadership team and Customers to execute on the plan

• Provide sales support and strategic project support as needed

• May supervise other Customer Development Managers for the purpose of their own training and team development

• Represents Driscoll’s in an ethical and business-like professional manner in all interactions with growers, co-workers, suppliers, customers and the business community at large

    Candidate Profile

•    BS/BA degree plus 2-4 years general business experience including 1-2 years in the retail grocery/produce area and/or 8+ years in direct field sales preferred
•    CMA certification preferred
•    Strong Microsoft Office Suite Skills (Excel, Word, PowerPoint, etc.) and ability to learn new software applications
•    Requires ability and experience to successfully exchange information, negotiate, persuade, problem solve, analyze data, sell and work effectively to handle multiple projects and meet deadlines
•    Needs to have strong commercial and financial awareness, providing the basis for tracking market trends and competitor information and ultimately identifying business opportunities
•    Ability to influence and make business decisions, work independently in solving issues and taking initiative 
•    Strong interpersonal and presentation skills along with advanced written and verbal communication skills
•    Must be independent and self-motivated with the ability to work effectively in a remote/home office setting
•    Travel up to 40% of the time required via air and ground. Must be able to perform work in a wide variety of client or industry sites including: hotel rooms, airports, warehouses, retail locations, conventions and trade shows, etc.
•    Business hours are determined by meeting the needs of the customer and deadlines.  i.e. adjusting to time zone differences and evening and weekend work 
•    Must possess math skills commensurate with the ability to read and understand statistics, budget documents and interpret market research reports
•    Requires physical ability to sit and/or stand for extended periods, walk, bend, stoop, kneel, occasionally lift and carry up to 50 lbs.
•    Driver’s license and the ability to be covered under company-sponsored vehicle insurance program
•    A valid passport and the ability to travel internationally without restrictions

Compensation & Benefits:

The following information is provided in good faith as a general description of the salary range and benefits for the position posted.  The actual compensation offered to the successful candidate is dependent upon experience, skills, education, work location, internal pay equity, and other objective job-related factors.

Salary Range estimated for the Customer Development Manager: $99,000 - $128,450 USD.

Driscoll’s is committed to a culture of care and offers an attractive benefits package that includes comprehensive medical, dental, and vision coverage, life insurance, and disability coverage for positions working more than 30 hours per week. Other benefits include:  401(k) with employer match, profit-sharing participation, paid sick time, paid vacation, paid personal and family care leave, and a free Employee Assistance Program (EAP).  More detailed information regarding the benefits package, will be shared during the application process.
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