The Sr. Director, Customer Development - Drug Channel, Walgreens has direct oversight of the entire team to achieve forecast and OGSM objectives across all line businesses totaling over $800MM in retail sales. The position leads the Team and is responsible for the development and implementation of customer and strategic business plans, based on the integration of the brand, product group, and customer strategies in the US. This role directs a team of multi-functional members to support the execution of the customer-specific/Joint business plans, ensures customer trade funding compliance, and achievement of forecast and strong team member accountability for business results.
Leads an extended multi-functional team's annual operating plan process and identifies internal and external sales reporting needs
accountable for team sales forecasts, communication of sales plans, contract renewals and adjusting according to progress, and communicating progress and opportunities to senior management team
Team development responsibilities including alignment of goals, roles & responsibilities, protocols, rewards and compensation
Negotiates internally and externally to maximize business opportunities, to resolve issues, and to enable achievement of business results
Develops and enhances a seamless process for managing top to top relationships across the various categories and brands
Develops and implements targeted business plans including pricing, promotion, product, and placement at the customer level
Applies selling and negotiating strategies to devise solutions to meet and align company and customer goals
Coordinates company resources and manage trade spend across a broad customer base. Attends conferences and industry forums as warranted, to maintain a company relationship and reputation within the marketplace
Works across a complex, fragmented, matrix environment to gain alignment and resources to support goal achievement and meet unique business needs of the customer group(s). Leads the efforts of team members at multiple levels to maintain focus on company and customer goals and strategies
Negotiates with broker(s) and/or customer(s) to resolve issues and facilitate a productive and profitable business environment
Leads the development and implementation of efficient team business practices that enhance the use of business analytics, brand information and customer knowledge to drive the sales process
Delivers financial goals profitably and achieves share goals across assigned customer(s), accounting for impact on marketplace, competition and J&J's bottom line. Decides on key issues including resource deployment, new products, and asset allocation
Champions change that anticipates and resolves business challenges and opportunities for the company and customer(s)
Develops and implements industry-leading strategies with senior decision-makers at both the customer and the company
Drives alignment of sales priorities to the company's strategic plan while holding team members, cross-functional partners, and customer(s) accountable for execution of the plan.
Leads the talent and performance management of reporting staff
Identifies and develops top potential individuals who can fill the succession planning needs of the company in the future
Aligns goals, roles and responsibilities, and protocols within team and broader department for the career development of team members
Complies with company policy and procedures at all times
Is aware of all the relevant business processes and requirements related to pricing, trade promotions and inventory management
Qualifications
4 year degree required
At least 14 years consumer products environment experience across multiple functional areas - sales, marketing, sales strategy, insights, shopper, etc is required
Minimum of 6 years people management experience required
15% or less travel required
Strong computer skills, including MS Office Suite applications, database information sources and web applications.
Ability to select and enroll team members and delegate responsibilities to develop and execute the retail execution, company and customer business plans.
Comprehensive knowledge of consumer products industry, categories, brand strategies, competitive products, classes of trade and the ability to apply this knowledge to solve complex problems successfully.
Comprehensive knowledge of retail customer store operations, structure, strategy, and retail execution tactics.
Strong communication skills, with the ability to listen, to understand, and to translate the company and retail execution strategy to customers and enroll them in support of strategies. Effectively resolve competing priorities for the team and the customer relating to product group, category or brand.
Open and accessible leadership style, with the ability to consistently achieve positive results. Understands the needs of the customer and the needs of J&J.
Serves as liaison to ensure good strategic alignment of systems and strategies.
Ability to work effectively within a fast-paced, complex matrix, changing environment.
Ability to develop reporting staff to full potentials and to build leaders for the future.
Ability to access information technology applications to improve current business environment.
Strong negotiating skills, with the ability to influence up one or more levels and at top to top levels across J&J and the customer organization.
Ability to create and transfer a selling strategy to address all market customers and channels with a long term horizon of the future state of the business.
Proven ability to provide customized interpretations of industry and competitive data to enhance the ability to win at the shelf and achieve outstanding business results.
Strong influencing skills, with ability to positively influence strategy both at company and customer levels.
Broad experience across sales, operations and category roles; some in leadership positions.
This position will be based out of the Buffalo Grove, IL office
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