Customer Sales Lead

 
The Customer Sales Lead (CSL) role is critical to the overall success of the UNFI Team as the customer-facing leader responsible for the selling and execution of the annual National Strategic Business plan along with the results tied to field execution. The position is responsible for the management, development and direct leadership of a team of five (5) Customer Sales Managers.  

The CSL owns the relationship between Kraft Heinz and our UNFI Category Director partners, leading all merch, distribution and selling activities, driving efforts to improve sales, gross margin & market share. This role is responsible for the entire Kraft Heinz Portfolio for the UNFI Customer and serves as an internal leader on cross functional initiatives.   

Primary Responsibilities/Accountabilities: 

• Executes efficient and effective base and merchandising programs to deliver the most optimal return on investment for Kraft Heinz and the customer and within budget 

• Communicates and influences implementation of business plans to enable superior execution across the team and with customer 

• Partners with the customer, building relationships at all levels, to fully understand the business, the marketplace and customer strategy to effectively impact business growth  

• Executes programs consistent with customer strategies to achieve outstanding results while aligning to Business Unit priorities and objectives 

• Builds and maintains Kraft Heinz business through proven results measured by profitability achievement, share gains, revenue targets, trade forecasting, new and core item introductions/distribution 

• Provides on-going updates to management on business trends, competitive activity, customer specific strategy changes, key marketplace updates and other business related activities 

• Understands and uses data & insights to positively impact business results and to address areas of opportunity 

• Leverages available resources and scale to elevate executional excellence across cross‐functional business planning in Category Leadership, Supply Chain, Finance and Shopper Marketing 

• Leads cross-functionally with our internal teams to collaborate, build plans and execute with our UNFI Partners and our Retailer Partners across category objectives  

• Significant contributor for business reviews and customer meetings, including annual category reviews 

• Partner with our National Planning team to effectively manage volume forecasting and trade forecasting 

• Partner cross-functionally to develop, champion and stand up new Ways of Working and process improvements across total UNFI Team 

• Own business process and lead a team responsible for $500MM desk 

• Manages and Develops direct team of (5) Customer Sales Managers 

• Serves as leader to broader UNFI Team – Mentoring & coaching others, sharing standard methodologies and collaborating on business growth opportunities to deliver against targets 

• Harnesses the power of diversity – thinking, background, experience 

Qualifications: 

• Proven & tested experience in customer/account management for a CPG company, embodying a customer-first mentality  

• Understanding of the sales landscape ideally with experience in building customer relationships 

• Effective communication, leadership, and critical thinking skills 

• Strong financial competence – understanding of profit and revenue drivers and analysis with a proficiency in deploying trade 

• Drive for results and winning as a team 

• Exhibits polished interpersonal skills (written, verbal, and presentation) with potential to negotiate and influence effectively  

• Tested proficiency in Microsoft Office programs and proprietary Sales systems such as Nielsen, IRI, Spark, Tableau 

Work Environment & Schedule 

This position is considered Remote with limited travel or visits to external locations. Additionally, this role requires ability to work a salaried, exempt schedule to best execute against customer and internal expectations. 

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