Customer Sales Lead - HEB
The Campbell's Company
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Benefits offered by this job
Job summary
The Campbell's Company is seeking a Customer Sales Lead to partner with HEB, driving volume, profit, and share growth for Campbell’s Snacks across Brick & Mortar and Ecommerce. You will own the customer strategy and planning, manage budgets, forecast performance, and lead cross-functional teams to execute high-impact initiatives.
Travel to HEB HQ (TX) and other markets is required; candidates regional to Texas are preferred.
Qualifications
- Bachelor’s degree required.
- Experience managing customer business plans, forecasting, trade investment, and sales performance.
- Ability to pull and analyze Circana/Nielsen reports.
- Strong customer-facing experience with a track record of building strategic customer relationships.
- Strong financial and business acumen, including forecasting and P&L management principles.
- Strong written and verbal communication skills.
- Demonstrated ability to lead cross-functional initiatives and influence stakeholders without direct authority.
- Experience utilizing data, shopper insights, and category management principles to drive business decisions.
- Strong understanding of trade promotion management and business performance optimization.
- DSD or comparable customer experience preferred.
Responsibilities
- Lead the joint business planning process and annual strategic plan with HEB, ensuring alignment to customer priorities and Campbell’s Snacks volume, profit, and share objectives.
- Own and proactively manage the overall HEB business plan, including sales performance, trade spending, volume, forecast accuracy, and risk management.
- Lead cross-portfolio initiatives and customer priorities to drive sustainable volume, profit, share growth, and portfolio expansion.
- Utilize Campbell’s Sales Planning and Customer Investment systems to create optimized customer plans across Brick & Mortar and Ecommerce channels.
- Develop and execute trade promotion strategies and tactical plans that deliver strong ROI and support profitable growth.
- Build and maintain strong relationships with HEB buyers, category managers, merchandising leaders, and other key stakeholders.
- Apply shopper insights, syndicated data, loyalty data, and category management expertise to identify business opportunities and drive customer growth.
- Partner with Shopper Insights, Category Management, Customer Marketing, Sales Finance, Supply Chain, and DSD Field Sales teams to develop and execute customer-specific plans.
- Provide guidance to Retail and DSD partners to ensure effective execution of customer-specific strategies at the store level.
- Conduct category business reviews to analyze performance, identify opportunities, assess risks, and recommend action plans.
- Perform post-event analysis to evaluate promotional effectiveness, profitability, and investment performance while incorporating key learnings into future plans.
- Develop accurate monthly forecasts by monitoring shipments, consumption trends, inventory levels, and customer dynamics.
- Proactively identify and address risks impacting forecasts, spending, distribution, and overall business performance.
- Drive new item sell-in initiatives and partner with customer personnel to achieve optimal distribution and execution.
- Manage deduction balances, conduct post audits, and ensure compliance with company trade funding policies.
- Identify and execute profitable opportunities to grow incremental volume and improve customer, category, and portfolio performance.
- Analyze customer strategies, competitive dynamics, and market conditions to align customer plans with Campbell’s business objectives.
- Influence cross-functional stakeholders and align teams around customer-specific priorities, execution plans, and business opportunities.
Skills
Education
Job description
Since 1869, we've connected people through food they love. We’re proud to be stewards of amazing brands that people trust. Our portfolio includes the iconic Campbell’s brand, as well as Cape Cod, Chunky, Goldfish, Kettle Brand, Lance, Late July, Pacific Foods, Pepperidge Farm, Prego, Pace, Rao’s Homemade, Snack Factory, Snyder’s of Hanover. Swanson, and V8.
Here, you will make a difference every day. You will be supported to build a rewarding career with opportunities to grow, innovate and inspire. Make history with us.
- Benefits begin on day one and include medical, dental, short and long-term disability, AD&D, and life insurance (for individual, families, and domestic partners).
- Employees are eligible for our matching 401(k) plan and can enroll on the first day of employment with immediate vesting.
- Campbell’s offers unlimited sick time along with paid time off and holiday pay.
- If in WHQ – free access to the fitness center. Access to on-site day care (operated by Bright Horizons) and company store.
- Giving back to the communities where our employees work and live is very important to Campbell’s. Our “Campbell’s Cares” program matches employee donations and/or volunteer activity up to $1,500 annually.
- Campbell’s has a variety of Employee Resource Groups (ERGs) to support employees.
The Customer Sales Lead is responsible for developing and executing joint business plans with HEB to drive volume, profit, and share growth across the Campbell’s Snacks portfolio, with a primary focus on Cookies and Crackers. This role owns the overall customer strategy, business planning process, and performance management for assigned categories and customer priorities, with accountability for delivering sales objectives across both Brick & Mortar and Ecommerce channels.
Success in this role requires proactively managing customer business plans, trade investment, spending, volume, and forecast performance to achieve annual objectives. The Customer Sales Lead will partner closely with key HEB stakeholders and leverage shopper insights, category management principles, and customer initiatives to deliver distribution, shelving, merchandising, and pricing objectives.
This position requires senior-level ownership of customer priorities, strong cross-functional leadership, strategic thinking, financial acumen, customer-facing expertise, and the ability to translate data, market dynamics, and business trends into actionable recommendations that drive profitable growth.
Must be willing to travel to HEB HQ (TX), Camden, NJ World Headquarters, and market locations. Candidates located regionally to Texas required.
- Lead the joint business planning process and annual strategic plan with HEB, ensuring alignment to customer priorities and Campbell’s Snacks volume, profit, and share objectives.
- Own and proactively manage the overall HEB business plan, including sales performance, trade spending, volume, forecast accuracy, and risk management.
- Lead cross-portfolio initiatives and customer priorities to drive sustainable volume, profit, share growth, and portfolio expansion.
- Utilize Campbell’s Sales Planning and Customer Investment systems to create optimized customer plans across Brick & Mortar and Ecommerce channels.
- Develop and execute trade promotion strategies and tactical plans that deliver strong ROI and support profitable growth.
- Build and maintain strong relationships with HEB buyers, category managers, merchandising leaders, and other key stakeholders.
- Apply shopper insights, syndicated data, loyalty data, and category management expertise to identify business opportunities and drive customer growth.
- Partner with Shopper Insights, Category Management, Customer Marketing, Sales Finance, Supply Chain, and DSD Field Sales teams to develop and execute customer-specific plans.
- Provide guidance to Retail and DSD partners to ensure effective execution of customer-specific strategies at the store level.
- Conduct category business reviews to analyze performance, identify opportunities, assess risks, and recommend action plans.
- Perform post-event analysis to evaluate promotional effectiveness, profitability, and investment performance while incorporating key learnings into future plans.
- Develop accurate monthly forecasts by monitoring shipments, consumption trends, inventory levels, and customer dynamics.
- Proactively identify and address risks impacting forecasts, spending, distribution, and overall business performance.
- Drive new item sell-in initiatives and partner with customer personnel to achieve optimal distribution and execution.
- Manage deduction balances, conduct post audits, and ensure compliance with company trade funding policies.
- Identify and execute profitable opportunities to grow incremental volume and improve customer, category, and portfolio performance.
- Analyze customer strategies, competitive dynamics, and market conditions to align customer plans with Campbell’s business objectives.
- Influence cross-functional stakeholders and align teams around customer-specific priorities, execution plans, and business opportunities.
You will collaborate closely with key members of the Snacks organization and work cross-functionally with teams including:
- Category Management
- Shopper Insights
- Customer Marketing
- Sales Finance
- Supply Chain
- Sales Strategy
- Integrated Marketing
- Brand Management
- Customer Development
- DSD Field Sales
- Retail Execution Partners
You will also develop and maintain strong relationships with key decision-makers and stakeholders within HEB, including buyers, category managers, merchandising leaders, and other customer contacts.
- Bachelor’s degree required.
- 8+ years of Consumer Packaged Goods (CPG) Sales and/or Category Management experience.
- Experience managing customer business plans, forecasting, trade investment, and sales performance.
- Ability to pull and analyze Circana/Nielsen reports
- Strong customer-facing experience with a track record of building strategic customer relationships.
- Strong financial and business acumen, including forecasting and P&L management principles.
- Strong written and verbal communication skills.
- Demonstrated ability to lead cross-functional initiatives and influence stakeholders without direct authority.
- Experience utilizing data, shopper insights, and category management principles to drive business decisions.
- Strong understanding of trade promotion management and business performance optimization.
- Ability to thrive in complex, fast-paced environments with competing priorities and ambiguity.
- DSD or comparable customer experience preferred.
- Exceptional problem-solving and critical thinking capabilities.
- Advanced analytical skills with the ability to interpret and apply syndicated and shopper data.
- Strong negotiation and influencing skills.
- Ability to effectively engage and present to senior-level customer stakeholders.
- Experience leading joint business planning processes and executing customer growth strategies.
- Deep category and brand management knowledge.
- Knowledge of Supply Chain operations.
- P&L management experience.
- Experience with trade management and customer investment systems.
- Proven ability to lead cross-functional teams and manage complex customer priorities.
- Strong interpersonal skills with the ability to build partnerships across internal and external stakeholders.
The target base salary range for this full-time, salaried position is between $117,600-$161,700.
Individual base pay depends on work location and additional factors such as experience, job-related skills, and relevant education or training. Total pay may include other forms of compensation. In addition, we offer competitive health, dental, 401k and wellness benefits beginning on the first day of employment. Please ask your Talent Acquisition Partner for more information about our total rewards package.
The Company is committed to providing equal opportunity for employees and qualified applicants in all aspects of the employment relationship, including consideration for employment, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, protected veteran status, disability, age, religion, or any other classification protected by law.
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