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Customer Business Manager - Costco


As the largest public benefit corporation in the US, DanoneWave is taking bold steps for social good in North America. DanoneWave's ambition is to produce healthful foods that create economic and social value and nurture natural ecosystems through sustainable agriculture. With famous brands like Oikos, Evian, Activia, Danimals, International Delight, Silk, Horizon Organic and many more, we are changing the way many of our foods and beverages are made by using fewer and more natural ingredients, incorporating and labeling non-GMO ingredients, and in some cases even feeding cows non-GMO feed. We're also committed to sustainable ingredient sourcing, water conservation, waste reduction, animal welfare and community engagement.


USD - Dannon within Fresh Dairy Products is looking for an Customer Business Manager- Costco in United States (US) for Irvine, CA or Broomfield CO. With our global presence, brands and business within our mission "bringing health through food to as many people as possible" we believe that people growth is a key asset to reach a sustainable business performance. Take this opportunity to GROW together!


Vision of the Role:

Drive sales strategies to grow Danone-WhiteWave business at assigned customer or within categories at assigned customer.  Be the key touch-point with customers – sharing and selling the Danone-WhiteWave products to retailers.  Understand customer business needs and build short and long-term strategies that support those customer goals while achieving company sales targets and financial expectations.  Execute company plan at the customer level – building customer/category plans in coordination with the Customer Planning Manager.  Lead and coordinate cross-functional company efforts with customers (e.g., bring in category, shopper marketing, customer service, etc.) in order to accomplish customer plan.


Key Responsibilities:

  • Build and execute the customer plan to grow the business
    • Coordinate selling process for the given customer for customer/channel/category to deliver $XM in sales covering Y% of ACV
    • Gain a deep understanding of customer needs and priorities (e.g., their KPIs, business/category goals, etc.)
    • Develop sales/account plans to meet customer objectives while operating within Danone-WhiteWave corporate initiatives and guidelines (e.g., customized SKUs, operational targets, etc.)
    • Look for opportunities to gain distribution on new products and improve product exposure (shelf positioning, advertising, and promotions) – including monitoring what competitors are doing
    • Negotiate with customer headquarters/category buyers on pricing, new items, and promotions
    • Collaborate with customer and internal teams on joint business plans
    • Leverage internal resources (category management, customer planning, shopper marketing, etc.) to drive success at customer
  • Enhance relationship with customer and Danone-WhiteWave
    • Build and maintain relationships with key customer personnel
    • Develop calendar for customer-touchpoints – define who needs to be involved at each meeting, purpose for each interaction, etc. (top-to-tops, market visits, etc.)
    • Coordinate top-to-tops and bring in sales leadership when necessary
    • Engage cross-functional experts with customer as needed (e.g., category deep-dives, latest shopper marketing, etc.)
    • Prepare for and conduct scheduled customer business reviews (e.g., bi-annual re-sets, JBP, etc.)
    • Execute annual calendar visits at customer with internal and external leadership
    • Manage the development and delivery for all customer presentations
    • Represent Danone/WhiteWave during annual tradeshows and conferences attended by customer
  • Monitor account performance and customer P&L
    • Manage the customer P&L – have very clear sense of the financial targets to hit with the customer – growth rates, trade rates, etc.
    •  Manage trade spending, promotional programs, spending across the brands to reach targets
    • Manage total customer spending, deduction management and pre-pays within Danone-WhiteWave guidelines
    • Provide key inputs for demand planning – own the bottom-up forecast, provide key input into the bottom-up forecast for the S&OP process
    • Track account-level performance and adjust behaviors to hit targets
    • Perform account administration, including finalizing customer contracts and requests for trade funding (beyond plan)
    • Ensure accurate and timely submission of customer promotional contracts
    • Input expected trade/shopper spend (total customer plan) for each promo
  • Deliver in-store execution performance
    • Help define what success looks like in the store in coordination with the sales director
    • Be accountable for delivering on in-store success (retail KPIs)
    • Coordinate with the retail manager, broker organization, and broker leadership (Acosta) in order to execute the in-store plans and deliver on KPIs
    • Regularly walk stores to flag and fix issues when needed
  • Provide customer/category feedback internally
    • 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 across Danone-WhiteWave
    • Communicate emerging market needs and requirements for product development
  • Manage the team
    • Build and maintain strong culture within team
    • Set and communicate clear objectives for the team and individual team members
    • Deploy team talent appropriately to build influence at customers – manage business complexities (e.g., fragmented coverage across categories, difference in customer re-set periods, etc.)
    • Cascade outcomes and key metrics to org based on overall unit KPIs, metrics (e.g., category specific metrics)
    • Ensure that organization is aware of best-practices and tools and ensure that sales support functions are connecting appropriately
  • 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
    • Provide the foundation for team effectiveness by creating and maintaining team processes
    • Apply training and coaching effectively for individual and team development
    • Complete performance evaluations for direct reports



  • 4 year business degree
  • 2-3 years minimum with CPG company within a Sales function
  • Demonstrated ability to achieve breakthrough results through the course of work
  • 15-35% travel time
  • Open to relocation depending on customer covering – expect proximity with customer and team


"Corporate responsibility does not end at the factory gate or the office door. The jobs a business creates are central to the lives of employees and the energy and raw materials we consume change the shape of our planet. [...] It is clear that growth should no longer be an end in itself, but rather a tool used to serve the quality of life without ever being detrimental to it." - Antoine Riboud, co-founder Danone 1972


For more information about Danone, its people and its business, please visit We have something special inside, do you?
99471.Experience: Experienced Profesionals

The Dannon Company is a US-subsidiary of Danone, a Fortune 500 company and one of the most successful health-focused food companies in the world with leading positions in fresh dairy products, water, baby nutrition and medical nutrition.  Danone’s mission is to bring health through food to as many people as possible.

Our core values foster individual professional growth. We reward entrepreneurialism and innovation. There truly is something very special inside our company. You can see it reflected in our people, our products and our culture. If you like what you have learned, we encourage you to apply and learn more.

Dannon 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.

Full time
Irvine, California 92602, US