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Sr. Customer Business Manager - West Region

Date: Jul 30, 2019

Location: Los Angeles, CA, US, 90066

Company: Glanbia

Company Summary:

Glanbia is a global nutrition company, grounded in science and nature and dedicated to providing better nutrition for every step of life’s journey. The company takes pure and clean ingredients including milk, whey and grains and using expert knowledge and capabilities produces high quality nutritional ingredients and branded consumer products for customers and consumers worldwide.

 

Glanbia Performance Nutrition is a wholly owned subsidiary of Glanbia headquartered in Downers Grove, Illinois. GPN’s brand portfolio consists of – Optimum Nutrition, BSN, Isopure, thinkThin, Nutramino ABB, Body & Fit, Amazing Grass and SlimFast, each with its own brand essence. GPN manufactures and markets the full range of performance nutrition products including protein, pre-workout, muscle gainers and general health. Products are sold through a variety of channels including specialty retail, the internet and gyms in a variety of formats including powders, bars and Ready-to-Drink beverages. GPN has a global and expanding footprint with a current in-market presence in 24 countries.

 

Glanbia Performance Nutrition has enjoyed consistent double-digit growth for the past seven years and has grown approximately 400% over the past six years. This growth has been achieved both organically and through acquisition. Today, GPN has approximately $1.2B in revenue and 2,300 employees worldwide. With state-of-the-art production facilities occupying over 500,000 square feet of operating space, GPN is the only sports nutrition company to manufacture and market items in every product category. Whether it's nutritional bars, protein powders, ready-to-drink sports beverages, or vitamins, essential minerals, and herbs, GPN is able to control the integrity of all products through in-house manufacturing.

 

As the parent of Glanbia Performance Nutrition, Glanbia Plc is a global performance nutrition and ingredients group with leading market positions in cheese, whey proteins, sports nutrition and micronutrient premixes headquartered in Kilkenny, Ireland. Glanbia Plc has over 6,900 employees in 34 countries worldwide. Its products are sold or distributed in over 130 countries. The company is organized into a number of divisions; Glanbia Performance Nutrition (GPN), Glanbia Nutritionals, Glanbia Ireland and also a number of joint ventures. Revenues for Glanbia plc are approximately $4.1B. For more information visit the company website at: www.glanbia.com.

 

Job Summary:

The Sr. Customer Business Manager – West Region position is designed to build the think! business with existing customers and develop new customers in the Supermarket & Natural channels in addition to related wholesalers and distributors.  Additionally, this position will manage a broker network to assist in the development of the customer base.   The successful candidate for this position must possess a unique and broad skill set in consumer products food sales with the ability to develop mutually beneficial relationships with key decision makers at customers and to operate at both the strategic and tactical levels consistent with the needs of a small, nimble organization. Candidate must be capable of creating, executing, and delivering customer business plans consistent with company strategies and objectives. Must have experience with conventional supermarket and natural channel customers with demonstrated success growing businesses. 

 

Essential Functions:

  • Build and execute plan to develop and grow think! business in the assigned customers/channels ultimately improving think! position in the marketplace

  • Lead all interaction with assigned customers to present and sell in think! products, programs and initiatives

  • Where applicable, manage broker relationships to secure necessary support (i.e. analytics, administrative, meetings, etc.) to expand capacity and effectiveness; set challenging objectives for brokers and regularly interact to develop, set & measure KPIs, assess performance and direct broker organization in support of think! business objectives

  • Implement and execute JBP’s with key customers on think! products with regular check ins and progress updates

  • Manage the business by using internal systems, including but not limited to TPM system, BDT (Business Decision Tracker), SPINS reporting and Concur expense management system

  • Work with FP&A to develop comprehensive Volume, Trade Spending & Shopper Marketing plans consistent with company strategies and within established parameters

  • Be proficient in using all available data to customize selling stories for assigned customers.  These data sources include IRI, SPINS, Household Panel and Customer provided data where applicable

  • Regularly analyze customer’s businesses to make fact based recommendations to improve think!’s market position in a sound financial way

  • Position is responsible for ~$15-20 million in think! revenue and a trade budget of ~$3-5 million

  • Make regular decisions on customer investments (i.e. promotions, slotting, customer marketing programs, etc.); up to $10k without approval

  • Must be able to work with Marketing to build strong programs against new item innovation

  • BDT planning for any incremental opportunities is essential to maintain trade alignment

  • Must be able to create annual and monthly forecasts based on clear assumptions and building blocks 

  • Create monthly sales reports to track sales vs. assigned company and individual objectives

  • Utilize trade spend management system (TradePro) to plan and track trade spend

  • Analyze category and account specific syndicated data

 

Ideal Attributes:

  • Customers Champion: Effectively meeting customer needs; building productive customer relationships; taking responsibility for customer satisfaction and loyalty
  • Find a Better way: Seek better and innovative solutions in the role and for the customers served
  • Winning Together: Passionate about developing self to full potential. Collaborative with team and enjoy working with and winning with others across the business
  • Showing Respect: Role model for honesty, integrity and respect for others. Demonstrating the desire to do what is ethical and appropriate for the company and customers
  • Initiating Action: Taking prompt action to accomplish objectives; taking action to achieve goals beyond what is required; being proactive
  • Passion for our Brands: Proud of our brands and work continuously to increase their relevance with our customers and consumers. You are an advocate for our brands, consumers and customers

 

Minimum Requirements:

  • Bachelor’s Degree in business, sales, or marketing preferred
  • 10 or more years of progressive responsibility with large account management in the CPG space
  • Ideal candidate will have both large company CPG experience as well as experience working in a smaller more entrepreneurial organization, preferably in the natural / organic space
  • Must have experience successfully calling on and delivering significant growth at Albertson’s/Safeway and their divisions; additional experience with other West region supermarket/natural customers such as Winco, Stater Bros, SaveMart, Natural Grocers and others preferred
  • Strong analytical skills required including the ability to analyze syndicated data, customer POS data, trade spending reports and other similar information to deliver fact based, sound solutions to deliver sales & profit growth
  • Must be able to operate in a fast paced environment, handle many tasks simultaneously and be a versatile team player that can operate with minimal direction
  • Be able to handle pressure skillfully
  • Ability to multi-task, prioritize, and work efficiently
  • Ability to demonstrate good common sense and sound judgment
  • Flexibility to adapt to all situations and work varied hours; including work weekends or evenings on occasion for relevant customer or trade events
  • Ability to anticipate work needs and follow through with minimum direction
  • Be flexible and embrace change with a growing and evolving company
  • Must have superior negotiating and influencing skills
  • Possess excellent verbal communication skills with a keen ability to listen, communicate (written and verbal), excellent grammar, and ability to follow-up effectively with all staffing levels and customers
  • Must possess computer skills with a keen understanding of business software such as, MS Excel, PowerPoint, and Word documents and Outlook Email and Calendar
  • Have the ability to respond to customers, vendors, and co-workers in a diplomatic and positive manner
  • Possess excellent organizational skills
  • Must be able to safely lift, carry, move at least 50 lbs
  • Must have a current valid driver’s license with reliable transportation with current auto insurance documentation
  • Travel extensively as necessary (up to 70%) to attend sales calls & necessary trade shows in person with key customers to develop strategic relationships, support team members and sell in key company initiatives

      

Equal Opportunity Employer: Disability/Veteran. We are an equal opportunity and affirmative action employer that does not discriminate and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status. 


Nearest Major Market: Los Angeles