National Business Manager for Consumer Business Group

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Job Description

The position for Consumer Business Group in Australia collaborates with the Woolworths Group (Woolworths Supermarkets, Big W) in the grocery channel to offer market-leading 3M consumer goods brands such as Command, Scotch, Post-it, Scotch-Brite, and Scotch Guard.

• Deliver on Channel/Customer financial commitments including sales, margin and price. Ensure sales forecast accuracy (QOR//MRE) and achievement of financial commitments; Operating Plan, Nett Sales, Gross Profit.
• Formulate and implement Customer Strategy and Plans; Annual and Quarterly for Key Account(s) within channel.
• Lead annual Customer Plans and Joint Business Plan (JBP) with top customers aligning on targets and key initiatives.
• Drives execution of Channel and Distribution initiatives to deliver OP including ranging and distribution/market coverage, range reviews/POG, seasonal and promotional plan, field initiatives and e-Commerce programs within channel and customers.
• Ensures implementation of area portfolio strategy (including Golden Portfolios), priority programs and new products within Key Account(s) within channel.
• Own customer price attainment and rebates including commercial terms, negotiation and management.
• Reviews and optimizes customer plans and performance at Monthly BPR, managing risk and closing gaps through Clawbacks.
• Manage Customer Incentive Plans including MDF optimization and claims management execution and process compliance.
• Owns customer relationship management including customer cross functional influencers.
• Analyse internal and external data, to identify growth opportunities and improve/optimise Channel and Distribution initiatives.
• Develops, coaches and mentor sales team to achieve channel goals, developing team capability and process improvement
• Adoption of CBG Forward operating model. Facilitate cross functional collaboration and alignment between sales and marketing (communication, teamwork, relationships)
• Alignment to 3M cultural values and policies including respectful workplace and code of conduct.
  
  
  

Shared Accountabilities

• Pricing: Participates in price planning and execution process partnering with category development marketing.
• Channel Marketing: Ensure Customer demand generation activities & MDF are optimized to sustain the base and drive incremental growth.
• Field Execution : Partners with Field Sales Leader to optimize field execution and operations in channel. (Where applicable)
• Service and Supply: Partners with demand planners and Business Forecast Analyst to ensure optimal inventory mix for channel to achieve ETF and drive Channel Service improvement.
• Analytics : Work collaboratively with Channel analyst to manage the account and identify growth opportunities with a data driven approach
  
  
  

Qualification

• Bachelor’s degree or above.
• Min. 10 years of experience in consumer business.
• Proven track record of success Channel/National Account Management
• Strong commercial, financial acumen and Net Sales management/responsibility
• Experience within relevant retail channels is desired
• Demonstrated ability to consistently deliver on targets
• Data analytics and decision making (internal and external data)
• Ability to coach and mentor sales teams and build capability
  
  
  

Location: North Ryde, AU.

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