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Director of Sales, Customer Planning & Revenue Mgmt (20121888)

Company: Del Monte Fresh Produce Inc
Location: Gonzales
Posted on: May 3, 2021

Job Description:

Purpose of Position:

This is a multifaceted position responsible for managing the Commodity Sales and Customer Service Team while leading Customer Sales Planning and Revenue Management for Mann's. The Customer Sales Planning and Revenue Management role is a critical partner with the Field Sales Team in developing the strategies and plans necessary to meet the organization's revenue and profit growth deliverables. This role requires exceptional analytical skills and strong collaboration with the Sales, Operations, Marketing and Finance Teams.


  • Lead, manage and develop the Customer Service and Commodity Selling Team in a collaborative culture focused on achieving Mann's Annual Plan Deliverables.
  • Customer Service:
  • Customer and Order to Cash process expert who can make it quick and easy for customers to order and pay.
  • Skilled in order processing, cash management and all necessary systems, forms, applications necessary to expedite orders efficiently and accurately for prompt delivery and payment.
  • Ownership of communicating with customers across all channels and responding promptly to customer inquiries/complaints and when necessary escalating issues for resolution.

  • Commodity Sales:
  • Develop and execute annual plans for Commodity product portfolio including targeted case volume, revenue, discounts, and departmental expenses.
  • Oversight of Commodity product Managers daily pricing strategies relative to market dynamics and ongoing forecasting of upcoming supply and demand.
  • Manage Commodity Sales team to ensure profitable sales of available crops based on demand and supply status and financial analytics.
  • Review and approve Commodity contract opportunities with manager before presentation to customers.
  • Collaborate with Operations and All Sales Teams that there is sufficient product offering for customer retention and market demand.
  • Collaborate with Operations and All Sales Team in developing and implementing product allocation lists during periods of short supply.
  • Collaborate with operations, sourcing, and shipping to ensure profitability of commodity sales.
  • Manage optimal assortment in Mix to maximize sales velocities and profitability.

  • Customer Planning:
  • Partner with the Sales Team to develop the annual customer plans necessary to meet the organization's Annual Operating Plan.
  • Apply exceptional analytical skills (category/customer/consumer/financial insights), strong collaboration and communication skills with Sales, Operations, Marketing and Finance to build both short/long term strategic plans aligned to the organization's long range plans.
  • Lead, Develop and Manage Promotional Funds:
  • Evaluate Trade Funds to improve ROI efficiencies in Volume, Net Revenue and Profit (CM/OI) in partnership with Sales, Operations, Marketing and Finance.

  • Lead for New Product Development (Innovation/Renovation) Initiatives:
  • Gate keeper for all new product information from the Marketing team to be disseminated to the sales team with regular updates.
  • Work in partnership with Sales, Marketing, Operations and Finance in developing and implementing:
  • Customer critical path to innovation/renovation product launches aligned to key customer execution dates for planograms/modulars.
  • Customer critical timelines for product launches and product exit strategies to ensure new packaging availability and minimize old packaging write-offs/dumps.

  • Revenue Management:
  • Led Pricing Architecture and Channel Strategy in partnership with Sales, Operations, Marketing and Finance.
  • Led Pricing analysis and list price increases and pricing slops between like pack sizes
  • Evaluate margin growth based on volume and price product mix and maximize operating Income

Minimal Requirements:

  • University/College Bachelor's degree (degrees in finance/logistics preferred but not necessary)
  • 7-10 years of combined experiences in the Produce/CPG industry at senior/mid management levels:
  • Customer Service and Commodity produce sales in a fast-paced and highly competitive environment.
  • Customer Sales Planning produce experience preferred or comparable CPG experience leading, managing, and developing annual sales plans in partnership with Sales, Marketing, Finance and Operation.
  • Sales/Demand Planning Forecasting produce experience preferred or comparable CPG experience.

  • Previous leadership experience in a consumer package goods
  • Prior fresh experience in produce or deli
  • Experience in strategic planning and execution
  • Knowledge of contracting, negotiating, and change management.
  • Work requires professional written and verbal communication and interpersonal skills.
  • Must have prior P&L experience
  • Ability to think strategically, creatively, and analytically to solve problems and overcome challenges.
  • Excellent negotiation, presentation, and relationship management skills
  • Excellent communication skills for both internal and external audiences
  • Must be customer-oriented and have a passion for serving others, comfortable working in a group setting.
  • Less than 10% required travel.
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Keywords: Del Monte Fresh Produce Inc, Salinas , Director of Sales, Customer Planning & Revenue Mgmt (20121888), Other , Gonzales, California

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