Customer Development Manager – Food Service

Rich’s, also known as Rich Products Corporation, is a family-owned food company dedicated to inspiring possibilities. From cakes and icings to pizza, appetizers and specialty toppings, our products are used in homes, restaurants and bakeries around the world. Beyond great food, our customers also gain insights to help them stay competitive, no matter their size. Our portfolio includes creative solutions geared at helping food industry professionals compete in foodservice, retail, in-store bakery, deli, and prepared foods, among others. Working in 100 locations globally, with annual sales exceeding $4 billion, Rich’s is a global leader with a focus on everything that family makes possible. Rich’s®—Infinite Possibilities. One Family.

PURPOSE STATEMENT

To build long term trusted partnerships across a portfolio of customers, delivering against a set of KPI’s at NSV, GM, Distribution and share. This role is about owning and managing a scope of customers, independently creating a clear business plan in line with the AOP to deliver channel strategy outcomes. This role is about delivering outcomes through a multi-level contact structure at customer through a well-managed and aligned stakeholder group internally and externally.

This role is field based with a requirement to visit Andover site. 

KEY ACCOUNTABILITIES/OUTCOMES

• Develop a clear set of customer strategies in line with the channel / BU strategy. Creating plans that deliver against a set of market and customer growth assumptions, the key to this role is being able to solve the complex problem of customer delivery in challenging, new or established channels.
• To implement customer focused growth solutions to enable attainment of budget and stretch revenue and profit targets.
• Being accountable to the Business Unit Head on your scope of customers and how you build, course correct and deliver to ensure delivery of agreed KPI’s, budgets and outcomes.
• Taking ownership of the contact structure across customers at multi levels to ensure that short- and long-term plans are delivered. Can the customer say in their own words we are the ‘trusted first choice’ in their category.
• Owning the insights and selling stories that deliver the outcomes in year and beyond, owning the category partnership between Rich’s and the customer
• I ‘own it’ is the main accountability of this role, finding alternative solution when in month, quarter and year delivery is challenged. This role is proactive not consequential.
• To communicate effectively and pro-actively with all internal functions; production, supply chain, technical, new product development, finance, marketing, and category management to ensure that we deliver the needs on time for customers in line with Rich internal process.
• Be a proactive team player in the Business Unit, supporting the direction and delivery across all customers and being proactive in the strategic development of the plan
• Be the voice of the customer, being active in store and with the customer, doing what it takes to deliver and being known for doing so. We might not win awards, but customers will talk about our support for them

KNOWLEDGE/SKILLS/EXPERIENCE

Critical

• Excellent interpersonal and relationship management skills
• Ability to operate on own initiative and make well thought through decisions under pressure.
• Can source, interpret and create insight behind customer and market data
• Using insight and market data, has the ability to create and deliver compelling customer presentations to positively influence customer decisions
• Can demonstrate an ability to develop customer relationships and build revenue and profit there from
• Is able to build customer relationships at all levels and call on wider internal teams where needed
• Adaptable and resilient
• Strong negotiation skills gained in an FMCG commercial environment
• Experience of working with R&D and the process of bringing a product to market
• Ability to operate at pace in a fast moving environment

Desirable

• Where appropriate a strong understanding of capital based solution management
• Contacts and network across associated marketplace
• Leading and managing projects to a successful implementation
• Good knowledge of the food industry
• Understands the Joint Business Planning process and how to agree and implement plans with shared objectives

Proven track record in insight-based solution selling

Rich Products Corporation welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.

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