Sr. Director, Trade Marketing- Yogurt in White Plains NY

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Danone North America
Sr. Director, Trade Marketing- Yogurt
Job ID: 
White Plains NY
Not Specified
Not Specified
Job Types:
Director/VP Marketing, Trade Marketing/Manager
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Danone North America is the largest Benefit Corporation in the world. Our mission is to bring health through food to as many people as possible. Danone North America is looking for a Sr. Director, Trade Marketing- Yogurt in White Plains, NY.

Vision of the role:

Lead the Trade Marketing function for the Yogurt business unit, translating the transition of BU objectives and strategies into sales and channel specific strategies and objectives to drive sustainable, profitable growth. Ensure that trade investment meets objectives across the portfolio to deliver brand short-term and long-term financial commitments. Steward across go-to-market processes - including customer business planning, new product launches, portfolio prioritization, supply chain allocations, marketplace price architecture - to influence business strategy and successful sales execution. Build an organization aligned to the right priorities and focused on people development.

Key responsibilities:

  • Translate BU objectives and strategies into sales and channel specific strategies, objectives and plans

    • Serve as a key part of the annual planning process by partnering with the BU
    • Oversee development of annual planning guidance and constraints with the BU
    • Oversee process of setting clear and specific executional (assortment, merchandising, pricing and shelving) objectives for each brand and across the portfolio, communicating objectives to sales team/customer planning
    • Ensure that channel specific strategies and innovations are being developed by the BUs (e.g., club-specific SKUs, etc.) - work with the BUs to develop a winning product pipeline
    • Support trade marketing managers in building the trade spending plan and the specific deliverables after sales finance provides target guidance
    • Support customer teams in creating customer promotion calendar that follows established promotion guidelines and best practices and ensures optimal return on investment
    • In coordination with the BU, deliver presentations during NSM/regional meetings to communicate these strategies and objectives
    • Collaborate with customer planning to make sure that these objectives reach the sales teams (and are the basis for annual planning)
    • Support business development opportunities and align trade marketing resources to go after these opportunities
    • Facilitate dialogue with the trade marketing director of channels in order to share insights and strategies and coordinate plans where the brands and channels overlap
  • Actively monitor execution of plans to ensure that BU targets and sales targets are being met
    • Evaluate trade promotion requests from account teams to assess financial viability and strategic fit with brand strategy
    • Coordinate with sales finance on how to track trade budgets and manage BU reports to track spend
    • Monitor standard metrics across customers (i.e. volume, revenue growth, profitability, price points, competitive landscape, etc.) and intervene to adjust the promotion plan when the execution of the plan goes off course as necessary
    • Provide a strong voice between sales and marketing throughout the S&OP process
    • Support customer teams in adjusting trade calendar/spend to hit targets (reconciling the top-down and bottom-up plan)
  • Represent the priorities of sales and the BU, when needed
    • Act as a liaison between Sales, Brand Marketing and other staff functions to ensure that customer execution is in line with strategic brand and category objectives
    • Articulate key brand messages and BU priorities during customer top-to-tops (ensure that these are included in customer presentations)
    • Represent customer and field voice in internal, cross-functional meetings
  • Lead commercialization of new product development and launches
    • Help shape innovation pipeline by providing relevant insights into the R&D process (e.g., shopper insights, shelving, etc.) - especially for product design and packaging design
    • Engage with cross-functional innovation team and provide the voice of sales/customers
    • Build new product launch plan (i.e., sell deck) - to articulate where we are going first with new products, right pricing, ship dates, etc.
    • Maintain cross-channel view for new product launches and brand launches and support Danone North America leadership in making go/no-go launch decisions
  • Represent Danone North America at various trade shows
  • Build trade marketing Center of Excellence
    • Implement standard process for tracking and analyzing historical promotion spend (e.g., ROI, comparison vs. competition, etc.) and share best practices across Trade Marketing Directors
    • Ensure that insights from past promotions are documented and used across trade marketing to develop new information and tools to determine best investments and incorporate into future trade plans
    • Understand the competitive landscape, provide context into the picture of what is happening in the business and in the market
    • Provide business intelligence for specific BU/products and be well versed on what is happening in the business
  • Manage the team
    • Build and maintain strong culture within team
    • Set and communicate clear objectives for the team and individual team members
  • Grow your people
    • Identify, recruit, and retain a balanced and diverse team based on member/candidate strengths and role fit supported by relevant knowledge, skills, and experience
    • Develop the Trade Marketing organization as a "training ground" where people can develop skills and business understanding and help prepare them for future positions within the go-to-market organization
    • Work with Sales Training team to identify and address individual development needs of the trade marketing team across functional (technical and analytical) skills
    • Provide the foundation for team effectiveness by creating and maintaining team processes
    • Apply training and coaching effectively for individual and team development, especially with Trade Marketing Managers
    • Complete performance evaluations for direct reports


  • Bachelor&##39;s Degree required
  • Ability to understand shopper insights, translate into customer friendly language
  • Minimum 8 years of experience in CPG Field Sales or related functions, including trade marketing, broker management, direct customer selling experience, Category Management and/or Shopper Marketing
  • 3 years minimum in a team leadership role
  • Strong collaborator and communicator, effectively working across the organization - ability to navigate a dynamic and demanding environment
  • Demonstrated ability to achieve breakthrough results through the course of work
  • Strong team leadership and management skills - demonstrated ability to attract, develop, and maintain high performers
  • 25-35% travel

Danone North America is a Certified B Corporation business unit of Danone and operates in the U.S. from headquarter offices in White Plains, NY and Broomfield, CO. For more information, please visit . Danone North America is an equal employment and affirmative action employer. All qualified applicants will receive consideration without regard to race, color, religion, disability, sex, sexual orientation, gender identity, national origin, age, veteran status, genetic characteristic or any other unlawful criterion.

Nearest Major Market: White Plains
Nearest Secondary Market: New York City
Job Segment: Manager, Business Development, Field Sales, Supply, Management, Marketing, Sales, Operations


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