General information

All posting locations: Remote, Pennsylvania, United States of America

Job Function: 01 - Sales

Date Published: 07-Feb-2024

Ref #: R-79198

Base Salary Range: $99,100.00 - $123,900.00

Target Total Cash Range: $123,875.00 - $154,875.00

Target Total Cash: Target total cash represents this role's annualized cash earning potential at target (base salary + target bonus). Target total cash is contingent on targeted company performance achievement and individual attainment of performance goals. Therefore, target total cash is not guaranteed earnings.

Compensation Disclaimer: The compensation offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills, and experience among other factors.

Description & Requirements

Here at Kraft Heinz, our US Sales team aspires to be an Indispensable Partner with a Growth and Winning Mindset, acutely focused on Superior Execution every day. This is our guiding compass to grow something great and make life delicious!                                                                                                                                    

The Customer Sales Manager (CSM) owns the selling efforts with their customer as a member of a Customer Business Team (CBT). The position represents & serves as the face of Kraft Heinz to the Customer’s Operations Team and Brokers Operational Team and Distributor Team. The CSM leads all categories effectively, responsible for all the selling activities across the portfolio their customer to deliver revenue and share objectives and Perfect Store Initiatives. The CSM pursues business strategies to grow the company franchises using customer-specific programs, provides category management expertise, and ensuring that coordinated cross-functional sales value is delivered through implementation of the sales plan and shelving objectives.   

                                                                                                                                          

Essential Functions & Responsibilities

  • Build Kraft Heinz business with a Growth Mindset measured by profitability achievement, share gains, revenue targets, special programs, new and core item introductions/distribution through implementing prices strategies for all assigned categories
  • Effectively penetrate the customer to establish rapport at all levels and to fully understand the customer, their business, and the marketplace
  • Partner with the CSL/Sr. CSM to drive efficient and effective trade programs to deliver the best value and administers volume and trade promotion spending levels within budget while handling trade dollars as percent of revenue for maximum results
  • Leads regular category & business reviews with the Broker & key account management personnel to affect positive business growth through seamless communication.
  • Leads and/or assists with major business reviews and customer visits, including annual reviews and “top‐to‐top” meetings
  • Leverages available resources to elevate executional excellence across cross functional business planning in category mgmt., supply chain efficiency, technology, local marketing to facilitate growth
  • Applies insight information, both internal and external, to build total customer profits and plans
  • Achieve CBT New Item Authorization and Distribution goals, promotional revenue objectives by tactic, price point, Drive Period & Selling Event for their assigned categories and customer.
  • Define retail execution priorities through collaboration with Customer Business Team (CBT) and in alignment with Perfect Store 
  • Evaluate Store performance to develop routing recommendations and optimization. 
  • Drive transparency of retail execution impact to the CBT through communication of monthly scorecard results, pre/present/post event performance, and critical store level insights 
  • Collaborate and align with CBT and/or broader Retail Execution team on action plans to course correct as needed. 
  • Train internal or 3rd party Supervisors on Kraft Heinz and CBT knowledge: product knowledge, playbook utilization, competitive set, seasonality, etc. 
  • Establish relationships with key collaborators within CBT or 3rd party. 
  • Use data and benchmarking to see opportunities and implement action plans that impact results including frequency, coverage, response rates, training or product knowledge 
  • Communicate competitive information to CBT and Retail Execution leadership. 
  • Drive consistent approach and continuous improvement to simplify workstreams, identify and share standard methodologies, and deliver efficiencies 
  • Accountable for staying within planned cost structure (i.e. coverage model hours) 

Expected Experience & Required Skills

  • Proven experience in annual cycles leading customer management, account management, and/or retail sales management for a complex Sales role in a CPG company
  • Tested experience in building effective customer relationships to drive customer loyalty/engagement while selling to achieve objectives.
  • Clear examples of exhibiting superlative interpersonal skills (written, verbal, and presentation) with potential to negotiate and influence effectively
  • Exhibits strong financial acumen-understanding of profit, revenue drivers and return on investment analysis, with proficiency in deploying and managing trade in previous roles
  • Tested examples exhibiting critical thinking & decision-making skills through utilizing data to story-tell and drive business results across multiple stakeholders
  • Willing to travel 10-20% out of the area as needed

Work Environment & Schedule

This position is considered a remote-based role and requires occasional travel to customer locations, stores, manufacturing facilities, etc. Additionally, this role requires ability to work a salaried, exempt schedule to best execute against customer and internal expectations.

Physical Requirements 

Physical demands include but not limited to

  • Willingness to drive and/or travel as needed
  • Operate a computer and view screens for ~100% of work schedule

This job description is not designed to cover or contain all duties or responsibilities that are required of the role. Duties or responsibilities may change or be added with or without notice.

About Us

Kraft Heinz is a global food company with a delicious heritage. With iconic and emerging food and beverage brands around the world, we deliver the best taste, fun and quality to every meal table we touch. We’re on a mission to disrupt not only our own business, but the global food industry. A consumer obsession and unexpected partnerships fuel our progress as we drive innovation across every part of our company.

Around the world, our people are connected by a culture of ownership, agility and endless curiosity. We also believe in being good humans, who are working to improve our company, communities, and planet. We’re proud of where we’ve been – and even more thrilled about where we’re headed – as we nourish the world and lead the future of food.

Why Us

We grow our people to grow our business. We champion great people who bring ambition, curiosity, and high performance to the table as the guardians of our beloved and nostalgic brands. Good isn't good enough. We choose greatness every day by challenging the ordinary and making bold decisions. All while celebrating our wins - and our failures – as we work together to lead the future of food.

Challenging the status quo takes talent. We invest in your purpose and potential by developing skills and nurturing strengths that leave a legacy on our business and a lasting impact on your career. Because great people make great companies, and we’re growing something great here at Kraft Heinz.

Office Collaboration & Hybrid Work Environment

We believe our office environment fuels our collaboration, connection & community as an organization and allows our employees to grow toward greatness. We also believe providing a more flexible and agile model is essential in today’s workplace. A majority of our office-based employees will be able to work remotely for up to two days each week. Additionally, employees who are subject to this hybrid model will be eligible to work from anywhere for up to six weeks in a rolling 12-month period (in maximum two-week increments and according to benefits and tax guidelines). Some jobs may be required to be performed fully in office depending on the role’s responsibilities and requirements.

Kraft Heinz is an Equal Opportunity Employer that prohibits discrimination or harassment of any type. All qualified applicants are considered for employment without regard to race, color, national origin, age, sex, sexual orientation, gender, gender identity or expression, disability status, protected veteran status, or any other characteristic protected by law. Applicants who require an accommodation to participate in the job application or hiring process should contact NATAI@kraftheinz.com.