What are the responsibilities and job description for the CBM, Waters, AFH Northeast position at Danone?
Short Intro and About the Job
The evian premium waters brand is seeking a high-performing North East Region Sales Manager with ambition and passion to build and expand our iconic brands, evian still and evian Sparkling, within the Away from Home Channel (AFH). This role is responsible for developing the evian business to ensure successful delivery of sales objectives within the On-Premise/Foodservice Channels focusing on Dining, Hotels, Bars/Nightlife, Cafes/QSR, Recreation and other regional non-commercial partners. Previous experience in the beverage category, knowledge of the on-premise/hospitality channel, ability to manage a large customer data-base and experience working with a variety of distribution partners is ideal.
Key Responsibilities:
- Develop and Execute Business Plans: Create and implement annual business plans for the assigned geography that support overall channel and customer strategies, achieving profitable sales objectives.
- Relationship Management: Maintain and develop strong business relationships with all key external stakeholders in the North East AFH Territory to ensure long-term success while identifying and addressing specific needs.
- Distributor Engagement: Set targets and goals, track compliance, execute programs, provide brand education and training to sales teams, and support the proper implementation of brand strategy.
- Account Management: Monitor daily sales, inventory levels, sales trends, KPIs, top customers, and program compliance within the assigned territory.
- Cross-Functional Collaboration: Work with cross-functional teams to advocate for regional business/customer needs, close gaps, and achieve plans.
- Customer Strategy: Understand customer business needs to build short and long-term strategies that support their goals.
- National Account Plans: Execute national account plans and programs in the assigned region.
- Identify Opportunities: Identify new key account opportunities and programming initiatives to grow distribution and depletion activity.
- Territory Forecast and P&L Management: Take full ownership of territory forecasts and manage the territory P&L, including financial budgets, plans, and trade spend.
- Sales Presentations: Deliver fact-based selling presentations to customers.
- Program Execution: Ensure the execution of in-market programs in targeted key accounts.
- Negotiation: Negotiate pricing, terms, and contracts with external stakeholders.
- Compliance Tracking: Track compliance and execution of existing contracts.
- Expand Points of Activation: Expand Points of Activation (POAs) in existing partnerships to drive sales.
- Data Analysis: Compile and analyze sales data reports from various distribution routes to market and reporting tools on a monthly and quarterly basis.
- Trade Spend Management: Collect and manage customer trade spend.
- Event Participation: Travel to events, conferences, and customer meetings, managing the setup of products, tools, and POS as needed.
- Market Knowledge: Maintain strong knowledge of local markets, hospitality industry, and competition landscape.
The base compensation range for this position is $100,000-$140,000 commensurate with experience. Danone North America additionally offers a performance-based bonus and has a strong benefits package including Medical, Dental, Vision, Prescription Drug Coverage, 401k Plan, Wellness Program, Life Insurance, Tuition Reimbursement, Flexible Time Off, and Paid Parental Bonding Leave, among other benefit plan options. To give our employees flexibility, Danone is a hybrid work environment.
About You
- Experience: Minimum of 5 years in sales, account management, or category experience within the CPG industry; beverage experience is a plus. At least 2 years of experience in the on-premise channel (sales, distributor, or operator). People manager experience preferred
- Skills: Strong customer and distributor management experience with a passion for building strong external partner relationships. Excellent time management skills, ability to handle multiple projects, set priorities, and plan effectively.
- Competencies: Strong execution, communication, storytelling, and selling skills. Ability to work effectively within cross-functional teams. Results-oriented with a track record of delivering on KPIs and demonstrated success in previous roles.
- Location: Based in NYC, with the ability to manage a territory with approximately 30% travel.
Why Join Us: As part of the evian Away from Home sales team, this role offers valuable experience and serves as a fundamental component in achieving and supporting the key strategy for the evian brands. This is an exciting opportunity to join a fast-paced, diverse, and ambitious team supporting the #1 iconic premium water brand in the world!
About Us, We offer and What's next
At Danone North America, you’ll work with some of the best-known food and beverage brands in the world like Activia, Silk, Two Good, Oikos, evian, and Happy Family. You’ll be part of one of the largest Certified B Corps™ in the world, working together to make sure our brands create real benefits for people, communities, and the planet. We have 6,000 employees across the U.S. and Canada. Come join our movement for a healthier world: One Planet. One Health BY YOU.
Danone North America is proud to be an Equal Opportunity employer. It is our policy to give equal employment opportunities to all qualified persons without regard to legally protected characteristics, or any other consideration made unlawful by applicable federal, state/provincial and/or local law. For our EEO policy statement and your EEO rights under law click here.
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Salary : $100,000 - $140,000
