Customer Development Director

The Director, Customer Development is responsible for increasing sales, creating and executing customer business plans, and manage trade spend assigned to ASM Canada clients at assigned customers. This position has responsibility for managing the interface with a specific customer(s) to drive customer/client sales. Serves as the customer’s primary point of contact on client specific issues, develops annual priorities, budgets and plans for the year, resolves ongoing conflicts between retailer and client regarding financial investment levels, manages and integrates multiple functions within a single business area, ongoing interaction with retailers at the category management, Director, Vice President level, and our clients at all levels as well as internal interaction with Client Director, VP of Sales, and client.

ASM Canada, Inc. is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. ASM Canada, Inc. services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers.  We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.

ASM Canada, Inc. is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law. ASM Canada welcomes and encourages applications from people with disabilities.  ASM Canada will provide reasonable accommodations, accessible formats and communication supports upon request to persons with disabilities who take part in all aspects of the recruitment and selection process.

Responsibilities

ASM Canada, Inc. is one of North America’s leading sales and marketing agencies specializing in outsourced sales, merchandising, category management and marketing services to manufacturers, suppliers and producers of food products and consumer packaged goods. ASM Canada, Inc. services a variety of trade channels including grocery, mass merchandise, specialty, convenience, drug, dollar, club, hardware, consumer electronics and home centers. We bridge the gap between manufacturers and retailers, providing consumers access to the best products available in the marketplace today.

Position Summary

The Director, Customer Development is responsible for increasing sales, creating and executing customer business plans, and manage trade spend assigned to ASM Canada clients at assigned customers. This position has responsibility for managing the interface with a specific customer(s) to drive customer/client sales. Serves as the customer’s primary point of contact on client specific issues, develops annual priorities, budgets and plans for the year, resolves ongoing conflicts between retailer and client regarding financial investment levels, manages and integrates multiple functions within a single business area, ongoing interaction with retailers at the category management, Director, Vice President level, and our clients at all levels as well as internal interaction with Client Director, VP of Sales, and client.

Essential Job Duties and Responsibilities

• Develop and execute annual key account business plans using the ASM National Sales Planning (NSP) or client planning systems (ie MEI)
• Develop and maintain good working relationships with all appropriate customer contacts.
• Present all new products and line extensions utilizing client data and support material.
• Book all product promotions and trade advertising activity on behalf of clients, measure results, and improve as necessary.
• Manage all trade spending within budgeted limits while delivering client volume that meets or exceeds plan.
• Advise clients on customer category dynamics and other category management practices including assortment and POG development.
• Participate in client meetings and conference calls as the customer expert on assigned client files
• Liaise with the ASM retail sales team to direct retail execution at customer banners on behalf of assigned clients.
• Manage one or more direct reports if assigned

Supervisory Responsibilities

Direct Reports

Hires, retains, trains, coaches, guides, directs, and develops direct reports using company-wide processes, tools and resources

Indirect Reports

May delegate work of others and provide guidance, direction and mentoring to indirect reports

Travel and/or Driving Requirements

Travel is not an essential duty and function of this job. Driving is an essential duty or function of this job

Minimum Qualifications

Education Level: (Required): Bachelor's Degree or equivalent experience

Field of Study/Area of Experience:  Marketing or related field

10+ years of progressively responsible experience in sales, marketing, and/or business development; CPG experience preferred.

Skills, Knowledge and Abilities

• Must have proven successful track record in developing strategies and delivering results
• Experience building and implementing processes that drive improvement
• Experience managing client expectations
• Excellent analytical skills
• Influencing skills – The ability to influence others’ behavior
• Effective customer relationship development
• Business management and planning skills
• Negotiation skills
• Financial management skills
• Outstanding communication skills, both verbal and written
• Ability to coordinate mutually agreed expectations of what is promised to the customer into measureable business results
• Strong strategic thinking and process development skills
• Conflict resolution skills

Environmental & Physical Requirements

Office / Sedentary Requirements

Incumbent must be able to perform the essential functions of the job.  Work is performed primarily in an office environment. Typically requires the ability to sit for extended periods of time (66%+ each day), ability to hear the telephone, ability to enter data on a computer and may also require the ability to lift up to 10 pounds.  A detailed Environmental and Physical Requirements document is available in the Total Rewards department.

Additional Information Regarding ASM Job Duties and Job Descriptions

ASM Canada, Inc. (“ASMC”) is committed to providing equal opportunity in all employment practices without regard to race, nation or ethnic origin, colour, religion, age, sex (including pregnancy and childbearing), sexual orientation, marital status, family status, physical or mental disability or pardoned criminal convictions, or any other category protected by law.

The above job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. ASMC reserves the right at any time with or without notice to alter or change job responsibilities, reassign or transfer job position or assign additional job responsibilities. ASMC shall provide reasonable accommodations of known disabilities to enable a qualified applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.

Employee understands that neither the provision of the Job Description nor any representation in this document creates a guarantee or contract of employment for any specified period of time or changes the nature of Employee’s employment, which can only be modified in a writing signed by the CEO

Important Information

The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not intended to be an exhaustive list of all responsibilities, duties and skills required of associates so classified.

Are you passionate about Service Excellence, Results, Integrity, Entrepreneurial Focus and Leadership:  These are our values at ASM Canada, Inc.  Come learn why “Winning Together” is more than just words on a piece of paper.  It is the vision by which we live our mission as an organization: "To create outstanding value for clients and customers through superior sales execution, operational excellence and innovative marketing services."

ASM Canada, Inc. is committed to providing equal opportunity in all employment practices without regard to age, race, color, national origin, sex, sexual orientation, religion, physical or mental disability, or any other category protected by law.  As part of this commitment, ASM shall provide reasonable accommodations of known disabilities to enable an applicant or employee to apply for employment, perform the essential functions of the job, or enjoy the benefits and privileges of employment as required by the law.

ASM Canada welcomes and encourages applications from people with disabilities.  ASM Canada will provide reasonable accommodations, accessible formats and communication supports upon request to persons with disabilities who take part in all aspects of the recruitment and selection process.