Strategic Customer Growth Lead, Natural Channel

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

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,