RGM Execution, Planning and Performance Manager – Sam’s Club

POSITION PURPOSE:

• Stewardship of performance management routine for account leadership team
• Provides perspective on pricing & promotional ideas for gap closure vs plan
• Works with Trade Spend Optimization lead to implement the principles of trade spend optimization within customer plan
• Partners with Sales Leadership on determining incremental trade investments and pricing exception requests for account base
• Provides input to Finance Forecast team on mid to long range implications, CCF/Checkbook deployment, and guidance on key promotional events
• Franchise Leadership role in gaining alignment for price/package/promotion plans

PRIMARY RESPONSIBILITIES:
Lead Customer Annual Planning Process:

• Stewardship Annual Business Planning models – work with account managers to ensure that account plans meet overall category goals (volume and gross profit) and are consistent with price architecture guardrails & retailer profitability metrics
• Connection point with RGM Center of Excellence on inputs & direction for development of Customer Plan
• Linkage with Trade Spend Optimization - Ensure that event optimization guidance is reflected with Customer plans
• Partner with Sales leadership on all multi-year / strategic customer planning – inclusive of non-price value added initiatives

Pricing & Trade Spend Stewardship:

• Evaluation of all price exception requests from within account base – accountable for conducting analysis upon event completion and determining business impact vs. plan for customer & implications within broader marketplace
• Partner with finance & sales leadership on determining incremental trade investment decisions t hat are within Customer Collaboration Fund $ allotment and within pricing guardrails
• Partner with finance on submission of any exception requests that exceed trade spend $ budget OR violate pricing guardrails – accountable for representing customer teams business rationale during approval process
• Work with account managers and finance owners to build approved price exceptions request business planning tools

Stewardship of Customer Performance Management Routine:

• Develop and steward all management routine requirements for account leadership team - Inclusive of interpretation of weekly standard reports, development of monthly stewardship sessions and quarterly / trimester business reviews.
• Scope of responsibility includes all relevant internal & syndicated marketplace data systems – Internal sales reporting tools (volume, pricing, gross profit), Nielsen, customer specific systems
• Responsible for conducting all gap vs. plan analysis against volume, pricing & gross profit opportunities
• Provides perspective on pricing & promotional ideas for closing gap vs. plan – develops fact-based evaluation of business impact for contingencies & gap solves
• Provides account leadership team perspective and analysis on competitive activity & position within account
• Coordination of all management routines & reporting needs with Business Planning & Performance Management Center of Excellence

Provide Guidance on Customer Forecast & Checkbook

• Provides perspective and analysis to account managers on key holiday activities or special promotional events to better inform near term forecast (within 13-week horizon)
• Provides an objective and fact-based perspective on mid to long range (beyond 13-week horizon) business trends (inclusive of gap solves & new item launches) and implications on forecast guidance
• Evaluates full year trade spend checkbook balance – ensuring accuracy in capturing events spend levels; provides perspective back to sales leadership team on most effective means of deploying Customer Collaboration Fund $’s to maximize performance vs category goals

Base Salary: $138,000-$158,100

Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, are offered.

Requirements

EDUCATION:

• Minimum Required: Bachelor’s degree
• Preferred Level: MBA or other graduate degree

EXPERIENCE:

Minimum Required:

• 3- 5 years’ experience, preferably in the consumer goods/beverages industry