Customer Sales Lead - UNFI & Whole Foods Market

Campbell's; Indianapolis (IN); On-site; USD 118,000 - 162,000; Full time

Benefits offered by this job

Medical & dental coverage

401(k) with immediate vesting

Unlimited sick time

On-site fitness center

On-site child care

ERGs

Job summary

Campbell's is seeking a seasoned UNFI & Whole Foods Market Customer Sales Lead to drive profitable growth across the Campbell's Snacks portfolio in the Natural Channel. You will lead integrated customer growth strategies, expand market share, and strengthen partnerships with UNFI and Whole Foods Market, leveraging category management and shopper insights.

You will develop forecasts, promotional plans, and joint business plans, collaborating across cross-functional teams to deliver volume,

Qualifications

• Bachelor's degree is required.
• 8+ years of experience in the Consumer Packaged Goods (CPG) industry.
• Prior Customer Sales Lead (CSL) experience.
• Experience developing and executing customer growth strategies and annual business plans.
• Strong financial acumen with experience managing P&Ls, trade investments, and customer profitability.
• Experience developing forecasts, promotional plans, and customer business reviews.
• Experience leveraging syndicated data sources such as IRI, Circana (IRI), or Nielsen.
• Excellent written, verbal, presentation, and negotiation skills.

Responsibilities

• Lead the integrated growth planning process and annual strategic business plans with UNFI and Whole Foods Market.
• Develop and execute customer strategies that deliver net sales, profitability, and market share growth across the Campbell's Snacks portfolio.
• Manage the UNFI distributor relationship to ensure successful distribution and execution throughout the Natural Channel.
• Create customer business plans, forecasts, and promotional strategies using sales planning and customer investment tools.
• Analyze promotional performance, consumption trends, profitability, and spending effectiveness to optimize future investments.
• Conduct joint business planning (JBP) processes, including volume forecasts and promotional commitments.
• Identify and execute profitable growth opportunities, including new item launches and expanded distribution.
• Lead category business reviews using syndicated, loyalty, and shopper data to uncover insights and drive strategic recommendations.
• Partner with customers’ buyers, category managers, and merchandising leaders to implement Campbell's brand strategies and initiatives.
• Leverage category management principles and consumer insights to influence customer decision-making and assortment strategies.
• Develop accurate monthly forecasts and proactively identify risks related to shipments, inventory, and demand performance.
• Monitor deductions, post-audits, trade spending, and customer investments to ensure compliance with company standards.
• Collaborate with Customer Marketing to develop and execute customer-specific marketing programs aligned with brand objectives.
• Assess customer performance, competitive activity, and market dynamics to inform growth strategies and investment decisions.

Skills

Analytical skills

Negotiation skills

Problem-solving

Communication

Cross-functional collaboration

Education

Bachelor's degree

Tools

IRI/Circana/Nielsen

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.

Why Campbell's...

• 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.

HOW YOU WILL MAKE HISTORY HERE...

As the UNFI & Whole Foods Market Customer Sales Lead, you will drive profitable growth across the Campbell's Snacks portfolio within the Natural Channel. You will lead the development and execution of integrated customer growth strategies, expand market share, and strengthen strategic partnerships with UNFI and Whole Foods Market. By leveraging category management, consumer insights, and collaborative business planning, you will help deliver volume, profit, and share objectives while ensuring Campbell's brands win in a dynamic and highly competitive marketplace.

WHAT YOU WILL DO...

• Lead the integrated growth planning process and annual strategic business plans with UNFI and Whole Foods Market.
• Develop and execute customer strategies that deliver net sales, profitability, and market share growth across the Campbell's Snacks portfolio.
• Manage the UNFI distributor relationship to ensure successful distribution and execution throughout the Natural Channel.
• Create customer business plans, forecasts, and promotional strategies using sales planning and customer investment tools.
• Analyze promotional performance, consumption trends, profitability, and spending effectiveness to optimize future investments.
• Conduct joint business planning (JBP) processes, including volume forecasts and promotional commitments.
• Identify and execute profitable growth opportunities, including new item launches and expanded distribution.
• Lead category business reviews using syndicated, loyalty, and shopper data to uncover insights and drive strategic recommendations.
• Partner with customers’ buyers, category managers, and merchandising leaders to implement Campbell's brand strategies and initiatives.
• Leverage category management principles and consumer insights to influence customer decision-making and assortment strategies.
• Develop accurate monthly forecasts and proactively identify risks related to shipments, inventory, and demand performance.
• Monitor deductions, post-audits, trade spending, and customer investments to ensure compliance with company standards.
• Collaborate with Customer Marketing to develop and execute customer-specific marketing programs aligned with brand objectives.
• Assess customer performance, competitive activity, and market dynamics to inform growth strategies and investment decisions.

WHO YOU WILL WORK WITH...

• UNFI and Whole Foods Market leadership teams, including buyers, category managers, and merchandising decision-makers.
• Customer Development and Customer Business Management teams.
• Category Management and Shopper Insights teams.
• Customer Marketing and Integrated Marketing teams.
• Brand Management and Commercial Leadership.
• Finance and Revenue Growth Management partners.
• Supply Chain and Demand Planning teams.
• Third-party distributor partners and supplier organizations.
• Cross-functional stakeholders across Campbell's Snacks and corporate headquarters.

WHAT YOU WILL BRING TO THE TABLE... (MUST HAVE)

• Bachelor's degree required.
• 8+ years of experience within the Consumer Packaged Goods (CPG) industry.
• Prior Customer Sales Lead (CSL) experience.
• Proven experience developing and executing customer growth strategies and annual business plans.
• Strong financial acumen with experience managing P&Ls, trade investments, and customer profitability.
• Experience developing forecasts, promotional plans, and customer business reviews.
• Strong analytical skills with the ability to translate data into actionable recommendations.
• Experience leveraging syndicated data sources such as IRI, Circana (IRI), or Nielsen.
• Excellent written, verbal, presentation, and negotiation skills.
• Strong problem-solving and critical-thinking abilities.
• Demonstrated ability to influence and build relationships with key customer stakeholders.
• Ability to effectively partner across multiple cross-functional teams.
• Experience managing complex customer relationships and distributor partnerships.

IT WOULD BE GREAT IF YOU HAVE... (NICE TO HAVE)

• Category Management expertise and strong category storytelling capabilities.
• Deep knowledge of snack categories and consumer-packaged goods retail environments.
• Experience working with Natural Channel customers, including UNFI and/or Whole Foods Market.
• Knowledge of supply chain and demand planning operations.
• Experience managing direct and distributor sales models.
• Advanced understanding of loyalty data and shopper insights.
• Ability to conduct executive-level customer meetings and presentations.
• Experience leading large-scale customer initiatives involving multiple internal stakeholders.
• Relocation flexibility.
• Ability to travel up to 20%.

Work Environment: Travel approximately 20% as business needs require. Relocation may be required.

Physical Requirements: Ability to occasionally lift or move up to 10 pounds, sit for extended periods, and perform standard office-based activities including computer work, communication, and collaboration.

Compensation and Benefits:

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.