Market Development Lead

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…

The Market Development Lead (MDL) is responsible for the growth and development of the market to deliver the business plan through collaboration and engagement with Independent Distributor Partners (IDPs) and retail outlets. The MDL is responsible for establishing strong and consistent communication and maintaining collaborative relationships with IDPs, select retail store management and key retailer decision makers.  The Market Development Lead must have strong disciplined planning skills to be successful and accomplish a dynamic environment with ever changing technology, consumer behaviors, retail execution and the speed of consumer and shopper behaviors retail, IDP environment in their market.

What you will do…

Independent Distributor Partner (IDP) Engagement

• The key to successful customer relationships, sales growth and increased value to the IDP business model is collaboration and working together to support the local customers, brands and IDP business model
  • Recommend optional resources and technology to help support the IDP’s independent operations.
  • Collaborate with IDPs regarding dispute resolution to minimize conflict with retailers.
  • Act as a key liaison between cross functional partners such as Customer Teams, Warehouse Operations, and IDPs to close gaps and minimize route disruption while supporting and unlocking opportunities to maximize IDP route health and value. 
  • Inspire IDPs through engagement and build strong relationships with IDPs.
  • Conduct periodic and purposeful route consults as IDPs request support in changing retail environments, consumer behaviors or operational changes with retailers.
  • Conduct individual and group IDP meetings to listen, understand and support joint business planning ideas that can benefit the IDP and the total market to drive share and growth of the brands.

Retail Development

• The key to successful retail development is driving priority management and organized principles across executing the portfolio business plan to deliver the sales plan for the week, period and quarter across retailer key events and compression selling.  The primary responsibility is to drive base and incremental growth for the portfolio leading to share growth and IDP value for the business model.
  • Balance and prioritize total market health and development across select retailers, identify incremental sales opportunities, and prioritize retailer concerns.
  • Analyze and share market conditions with IDPs, including identifying opportunities for growth and conducting optional business meetings to support the growth of the respective businesses.
  • Communicate, organize and plan targets for distribution, merchandising, and promotional execution to meet the retailer level business plan by category.
  • Support additional market call coverage and IDP engagement needed to drive executional clarity on retailer specific promotional events on a local basis.  This includes regular call coverage to stores and compression selling to district level retailer decision makers.
  • Communicate key retailer events and associated inventory recommendations or requirements to the IDP and local warehouse logistic teams to ensure seamless service to retailers.
  • Evaluate competitive environment and changing shopper habits to collaborate with IDPs and retail partners on developing sales plans across the local market.  This could include additional fixtures, display locations or service.
  • Collaborate to secure incremental placements, point of sale and displays throughout the store in alignment with the IDP and local key retail account decision maker.
  • Respond to all retailer concerns within 24 hours as part of the follow up process.

Business Fundamentals  

• Synthesize and interpret data to distill retailer specific requirements, base business performance, and incremental opportunities to educate IDPs on the growth potential of income and equity associated with their routes.
• Build rapport and trust with key store management personnel (multiple levels) during visits and through communication.
• Facilitate speed to shelf on new item innovation to meet retailer expectations.
• Respond with urgency to retailer concerns regarding SKU and planogram compliance.
• Required to identify and recruit potential new IDPs for open routes and route splits within the Zone Market.
• Conduct physical inventories periodically as required by contract and A/R requirements.
• Communicate consistently and professionally retail customer standards, sales opportunities and expectations on program execution timing planned by account.
• Visit key accounts and stores to identify strengths and opportunities while building relationships with key local retailer decision makers.
• Follow up with all service-related issues generated by retailers within 24 hours to ensure that the IDP and retailer have committed to a positive resolution.
• Communicate store required resets for the IDP to adjust inventory orders and on time placement for planogram integrity measurements for each store following reset timing.
• Understand, communicate, and apply the variability for each retailer, as well as growth potential in different conditions across multiple classes of trade (Convenience, Mass, Grocery, and Drug, etc.).
• Participate in special projects and training opportunities to develop broader skills and shared experiences.

• Communicate in an effective, professional, and organized manner to a diverse group of internal and external cross functional partners.
• Establish, develop, and maintain professional business relationships with independent third parties, retailers and IDPs as well as internal stakeholders.
• Analyze and synthesize data from multiple complex sources in order to assess and effectively communicate business goals, strategies, and objectives.
• Solve time management and complex problems while prioritizing and maintaining focus on the customer and IDPs to deliver the sales and operational objectives.  Follow up is a critical skill to ensure results are delivered in an organized and priority order.
• Leverage technology to be efficient and effective in making informed business decision and cascading priorities and focus to deliver the business results.
• Leverage information from the Sales Commercialization Center to elevate brand knowledge, consumer and shopper insights as well as core priorities for the company's financial goals.
• Understand the interdependencies across different business functions and build partnerships in order to reach winning solutions and build individual capabilities.
• Requires confidence in presentation skills, with comfort in effective oral and written communication skills.  One on one and group communications required for different circumstances.
• Demonstrate proficiency in key Microsoft platforms (including Excel, Word and PowerPoint) as well as, a general aptitude to use technology (Internal proprietary sales-related software), plus teach and support software roll-outs of new software modulars to IDPs.

Who you will work with…

Partner with Business Development Manager, Zone Sales Manager, retailers, warehouse teams and IDPs to proactively identify business constraints, opportunities, and needs.

What you bring to the table… (Must have)

• 3-5 years of related sales or Consumer Packaged Goods experience
• Strong written and verbal communication
• Ability to influence and persuade
• Strong problem-solving skills
• Strong technical and analytical skills
• Proficiency in Microsoft skills including Excel and PowerPoint
• Demonstrated leadership skills

It would be great if you have… (Nice to have)

• B.A. preferred
• 2 years related sales or Consumer Packaged Good Experience

Working Conditions

• Travel as needed, both local and overnight
• Must be able to relocate as required
• Must be able to work flexible hours given different business conditions and retailer demands.
  • Bakery is an early morning business, resets needing to be attended might start on odd hours
  • Work with your Zone Sales Manager to work through business hours and flexible scheduling to meet the demands of the customer and Independent Distributor Engagement needed to deliver the business results.
  • Weekend work may be required given the pressure of the changing business environment and consumer shopper behaviors.

Travel Required

• Must be able to travel:
  • Within the Zone to support other teammates and business priorities.
  • To Corp Headquarters or regional markets for training and company meetings
  • To support corporate projects potentially in other markets.
  • Potentially other markets given other changes in the business environment.

Physical Demands

While performing the duties of this job, the employee frequently is required to stand, walk, and sit. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must frequently lift and/or move up to 35 pounds and occasionally lift and/or move up to 50 pounds.  The employee is required to drive to stores, warehouses and hubs wtihin the market on a consistent basis.

Compensation and Benefits:

The target base salary range for this full-time, salaried position is between 

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.