Customer Business Manager

Multiple Locations


We aren’t just yogurt on a mission; we're people on a mission.

Stonyfield is an organic pioneer. We believe socially responsible business can change the world, and that organic is better for people and the planet’s health.  We passionately lead a better way to make food for healthy people and a healthy planet and our employees are at the centerpiece of this mission

POSITION OVERVIEW: The Customer Business Manager will be the main point of contact with assigned customers and is responsible for meeting sales objectives as well as distribution, pricing and placement goals through driving strategy and executing plans by understanding customer business needs and leading cross-functional initiatives.

Key Accountabilities:

  • Build and execute the Customer plan to grow the business
  • Coordinate selling process for the assigned Customer
  • Develop an in-depth understanding of Customer needs and priorities (KPIs, business/category goals, )
  • Develop sales/account plans to meet Customer objectives while operating within corporate initiatives and guidelines (e.g., customized SKUs, operational targets, )
  • Negotiate with Customer headquarters/category buyers on pricing, new item rotation, club promotions
  • Leverage internal resources (category management, customer planning, shopper marketing, etc.) to drive success at Customer

Be the Customer Advocate:

  • Build and maintain relationships with key Customer representatives
  • Develop calendar for Customer connects
  • Prepare for and conduct scheduled Customer business reviews
  • Execute annual calendar visits at customer with internal and external leadership
  • Manage the development and delivery for all customer presentations
  • Represent SF during annual tradeshows and conferences attended by Customer

Responsible for account performance and Customer P&L:

  • Manage the customer P&L; achieve financial targets with the Customer – growth rates, trade rates,
  • Manage trade spending & promotional programs
  • Provide key inputs for demand planning; provide key input into the bottom-up forecast for the S&OP process
  • Perform account administration, including finalizing customer contracts and requests for trade funding
  • Ensure accurate and timely submission of customer promotional contracts

Deliver in-club execution performance:

  • Help define what success looks like in the store in coordination with the Broker
  • Be accountable for delivering on in-store success (club KPIs)
  • Coordinate with Customer Buying and Broker leadership in order to execute the in-club plan and deliver on KPIs
  • Regularly visit clubs to gain category insight

Provide Customer feedback:

  • Communicate Customer needs to internal stakeholders
  • Lead cross functional team communication (supply chain, customer service, shopper marketing, etc.) related to promotion, merchandising, and distribution
  • Manage internal updates related to planning system, merchandising calendar, and distribution
  • Provide category thought leadership and insights from customer to drive both category growth and business
  • Communicate emerging market needs and requirements for product development

The Ideal Candidate Will Have:

  • Bachelor’s Degree
  • 5+ years in CPG sales account management preferably food
  • Ability to travel (% dependent on assigned Customer account)
  • Ownership, entrepreneurial mind-set
  • Strong analytical skills
  • Effective communication skills
  • Systems Proficiency with Microsoft Office as well as IRI and CAS Planning
  • Self-motivated, ability to operate independently
  • Creative problem solving
  • Ability to manage multiple priorities
  • Ability to establish internal network and adapt quickly
  • Identify and manage risk (either internal project / plan risk or risk with Customer business)

Stonyfield is an equal employment opportunity employer. We will not discriminate against applicants with regard to any legally-recognized basis including, but not limited to: veteran status, race, color, religion, sex, national origin, age, marital status, sexual orientation, and physical or mental disability.

To Apply:

Please email your resume and cover letter to staffing@stonyfield.com and reference "Customer Business Manager" in the subject line.