Senior Customer Manager, Costco

About Tropicana Brands Group   

 
The launch of Tropicana Brands Group represents an exciting fusion of some of the world's most beloved and up-and-coming brands in the juice category, including Tropicana, Naked, KeVita, Izze, Dole, Copella and Punica. Established in 2022 as a joint venture between PAI Partners and PepsiCo, our new company blends the best of two worlds: one steeped in industry-leading expertise and the heritage of prestige juice brands, and another rooted in a true entrepreneurial, agile mindset. 

With a global footprint of more than 2,000 associates that spans North America and Europe, we are proud of our industry-leading capabilities in areas that include innovation, R&D, manufacturing, distribution, sales, marketing and nutrition expertise.  

The company’s focused on the vision to quench the world's thirst for more delight and nourishment, while continuing to build upon the many important diversity, sustainability, local community and philanthropic activities that our people and brands have historically supported.  

Key Responsibilities: 

Tropicana Brands Group is looking for a highly qualified Senior Customer Manager, Costco to support the Commercial team to ensure the company’s goals and initiatives are met.  

This role is responsible for leading and developing the $185MM annual sales plans for the Tropicana Brands Group Juice Plus business at Costco. Seeking an accomplished, results-focused, creative, and energetic manager with sales experience in fast-paced environments with a proven track record of consistent revenue & profit generation in rapidly evolving landscapes. Hands-on collaborator and influencer with excellent communication, analytical, multitasking, decision-making, problem-solving, negotiation, and creative thinking skills.

Additional responsibilities include: 

• Report into the Director of Sales – Costco/ BJs. Wire directly with the category managers over Chilled Beverages, and Shelf Stable Juices across Costco’s nine regions and with Lead buyers for each department that TBG has products in.   
• Develop strong business relationship and winning partnership with Costco’s category buyers to develop and grow Tropicana Brands Group businesses at Costco.
• Provide superior customer service and lead customer negotiations to grow the business and deliver against sales, revenue and profit goals.
• Leverage channel expertise and knowledge on customer strategy and priorities to identify profitable growth opportunities, inform TBG’s growth strategies and tactics (growth opportunities include new distribution, white spaces, innovation, packs, pricing among others).
• Lead all aspects of customers’ joint business plan (JBP) process (including strategic and tactical plans) with category buyers and other Costco stakeholders as well as TBG leadership.
• Collaborate cross-functionally to guide the development and implementation of strategic plans to align with customer goals, sell in innovation and key initiatives to advance our position with the customer. These cross functional stakeholders include category management, commercial strategy, sales planning, marketing, shopper marketing, eComm, sales finance, supply chain and operations.
• Influence the internal stakeholders to support customer annual operating plan, deliver on customer expectations and unlock execution.
• Own the TBG Costco Customer P&L
• Leverage expert understanding of our system economics and value chain to deliver against financial goals.
• Anticipate business issues and proactively plan resolution to address and communicate to key stakeholders, both internally and externally.
• Lead annual sales, revenue, profit, and key performance indicators planning (AOP- Annual Operating Plan).
• Oversee demand planning and supply chain customer service processes to guarantee that demand forecast is accurate and customer orders are filled on time and in full.

Requirements:  

• Bachelor’s Degree required, MBA preferred.
• Minimum 7 years sales experience preferably with a consumer-packaged goods organization.
• A minimum of 5 years of fact-based direct selling experience.
• Willingness to travel up to 40% 
• Must be based in Chicagoland with ability to work onsite as needed. 
• Exceptional customer management, negotiation, and cross-functional leadership skills.
• Strong use of influencing skills to gain alignment, agreement, and commitments with both internal and external key stakeholders.
• Excellent communication with the ability to send and receive information clearly and concisely in an compelling way.
• Storyteller with the passion for developing and presenting compelling selling stories
• Superior presentation skills, ability to present at all levels within customer and internal organization.
• Ability to plan and simultaneously manage major projects involving multiple stakeholders in an organized, focused, and efficient way to meet objectives and deadlines.
• Superior time management skills, ability to set priorities and multitask.
• Demonstrated analytical, critical thinking and thought leadership skills to link customer and TBG strategies and objectives and leverage insights to develop profitable growth plans.
• Self-starter with the ability to work independently without constant direct supervision to solve problems by leading cross-functionally.
• Creativity to build win-win solutions
• Solid understanding of financials including P&L impact of sales decisions. Financial acumen to build sound and compelling profit driving propositions for the TBG and the customer.
• Strong ability to work within and be successful in a fast-paced and matrixed environment.
• Strong PC skillset specially on PowerPoint and Excel.
• This position is limited to persons with indefinite right to work in the United States.

Benefits Overview: 

TBG is pleased to offer you a comprehensive benefits package which includes a 401(k) plan, medical, dental, vision, company provided life, STD and LTD insurance. In addition, you may also elect to participate in voluntary life, accident, hospital, and critical illness coverages.   

The salary range for this position is $109,000-$150,000 annually.

Salary : $109,000 - $150,000