Customer Development Manager

Wholesaler: Southern Glazer’s

Location: Richmond, VA



The Customer Development Manager provides Insights & Analytics support to our retail customers, suppliers and account teams and will assist in identifying opportunities and making recommendations that deliver category and customer growth.
Duties and Responsibilities
  • Work with teams to ensure superior client satisfaction by providing hands-on deep analytics and contribute to team problem solving through findings
  • Stay informed of analytic best practices across the industry and provide effective information for assigned commodities in the pursuit to deliver sales, margin, and market development goals
  • Track category performance, including but not limited to: sales, profits, margins, market share
  • Develop, communicate, execute, and monitor specific performance metrics and goals relevant to each business as part of regular, scheduled business reviews (including the supplier’s role in continuous improvement tied to product portfolio management, cost reductions, supply chain improvements, etc.)
  • Create and deliver effective reports using POS data, Syndicated Data (Nielsen/IRI), and account specific database information to the key managers in presentation ready formats
  • Gather category, consumer, and shopper data to help identify opportunities at the customer level to improve category sales through optimal assortment and shelving
  • Analyze appropriate supply chain to evaluate and make recommendations on supplier performance to enhance the company’s inventory logistics objectives
  • Understand and apply customer, consumer and industry insights using market research data to deliver category growth
  • Create and deliver analytic excellence by providing advanced analytics using a variety of techniques and available data sources and managing data sources to monitor the field execution of vendor programs
  • Operate as the single point of contact for customers, with an understanding of category strategies and overall business objectives, enabling on-going credible customer interaction
  • Perform other job related duties as assigned
Minimum Qualifications
  • Bachelor degree in business administration, marketing, market research, statistics plus 3 years of experience; or an equivalent combination of education and experience
  • Experience with category management principles, syndicated data, shopper/consumer insights and space management principles and software
  • Demonstrated experience with analyzing and reporting data to identify issues, trends, or exceptions to drive improvement of results and find solutions
  • A demonstrated high-level understanding of Customer Development / Category Management processes and practices along with the ability to collaborate with external retail customers, key suppliers and internal teams to deliver insights and recommendations within six key domains: Macro Level, Retailer & Market, Consumer, Shopper, 4 P’s (Product/Assortment, Placement/Merchandising, Promotion, Pricing) and Operational
Preferred Qualifications
  • Certification in Category Management
  • 5 years Category Management experience within CPG sector BevAlc experience
  • Assertive leadership/decisions making skills and high energy level, with an aptitude for understanding changing market dynamics and resolving complex problems
  • Broad and in-depth knowledge of Customer Development / Category Management function
  • Working knowledge of Syndicated Data (Nielsen/IRI), Internal Shipment Data, POS Data, Spectra, HH Panel
  • General knowledge of database management, data reporting and visualization tools (Tableau)
  • General knowledge of Space Management processes and tools (JDA, Apollo, Space Automation)
  • Advanced knowledge of retail mathematics
  • Understanding of chain sales, retail and distributor operations
  • Demonstrate strong foundation of business fundamentals, measurement, and business finance
  • Excellent analytical, problem solving, decision-making and quantitative analysis skills to provide insights into performance and efficiency opportunities
  • Strong planning and organizational skills to work in a fast-paced environment and manage multiple priorities
  • Excellent communication and interpersonal skills to build relationship and collaboration across different departments, sometimes virtually
  • Excellent project management skills to effectively managing multiple projects/process improvement initiatives concurrently and achieving deliverables tied to business strategies
  • Ability to participate in business meetings, company initiatives and events upon request
  • Ability to follow procedural guidelines
  • Ability to identify discrepancies and inconsistencies in available information and explain variances
  • Ability to communicate effectively at all levels in the organization – formally and informally
  • Ability to travel domestically in the US to field locations, as needed
Physical Demands
  • Physical demands with activity or condition for a considerable amount of time include sitting and typing/keyboarding using a computer (e.g., keyboard, mouse, and monitor) or adding machine
  • Physical demands with activity or condition may include occasional to rare amount of time include walking, bending, reaching, standing, and stooping
  • May require occasional lifting/lowering, pushing, carrying, or pulling up to 20lbs
Primary Location:United States-Virginia-Richmond
Other Locations:United States-North Carolina-Raleigh
Shift:Day Shift

Southern Glazer’s Wine and Spirits recruits and hires qualified candidates without regard to race, religion, color, sexual orientation, gender, gender identity, age, national origin, ancestry, citizenship, veteran or disability status or any factor prohibited by law, and as such affirms in policy and practice to support and promote the concept of equal employment opportunity and affirmative action, in accordance with all applicable federal, state and municipal laws. The Company prohibits discrimination on other bases such as ancestry, medical condition, or marital status under applicable laws. We make reasonable accommodations to meet our obligations under the Americans with Disabilities Act (ADA) and state disability laws. Candidates should possess the right to work in the United States, as it is not the general practice of Southern Glazer’s Wine and Spirits to sponsor individuals for work visas.


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