Senior Director, Business Development

The Sr. Director of Business Development leads the strategic customer management for all divisions of Loblaw, Inc. including Discount, Market, and SDM. The position is responsible for negotiating and managing multi-year contracts and driving profitable volume to achieve sales targets. The Sr. Director will lead the LCL team and internal stakeholders to develop a 3-year and 1-year strategic account plan (SAP) to deliver gross sales, gross profit, net revenue, trade spend, and sales KPIs. The position will lead the LCL JBP process for Tissue, Diapers, and Cavendish Farms, and will work cross-functionally with sales planning, category and shopper development, sales finance, marketing and supply chain to identify incremental growth opportunities and joint initiatives. A successful leader will expand customer wiring and influence by penetrating multiple levels and functions within the LCL/SDM organization.

The leader will advance strategic initiatives in the areas of revenue growth management, customer facing supply chain, online grocery, Loblaw Media, private brand management, and joint brand building. A clear understanding of category and shopper insights and the 5P principles for traditional retail and online is essential. A successful director is highly collaborative with great attention to detail and will have a proven track record in achieving sales results. The director will set objectives for the team and successfully advance the skills and competencies of team members.

Strategic Account Planning and Execution Planning:

Oversee and aggregate the LCL division plans into a master LCL Strategic Account Plan (SAP)

Lead the LCL Joint Business Plan (JBP) process for Tissue, Diapers, and Cavendish Farms

Engage and collaborate with CSD, Marketing, Product Managers, and Supply Chain resources in SAP/JBP plan development and execution

Develop a 3 year LCL SAP plan which includes multi-year initiatives to advance the partnership

Integrate category leadership plan (CLP) initiatives, brand plan objectives, and playbook principles in SAP plan

Solicit customer priorities and mandates to ensure Irving priorities are in presented through the customer lens

Oversee and ensure promotional plan development by division align with customer and Irving objectives

Execution:

Deliver annual volume and GP targets

Achieve 5P objectives and goals

Track SAP plan progress and conduct periodic reviews with the customer and ICP cross-functional resources to adjust and revise the plan to meet market conditions

Customer Development:

Develops sustainable partnerships by influencing and penetrating multiple levels and functions within the customer’s organization

Proactively identifies growth opportunities and business optimization initiatives to deliver topline and bottom-line value to the customer and Irving

Orchestrate cross-functional engagements and meetings to advance the partnership

Successfully presents plans and negotiates terms to achieve desired results

Communicates clearly and persuasively so information is understood and driven to action

Account Management:

Oversees customer P&Ls to achieve volume and GP goals

Ensures accurate forecasting inputs to sales planning & operations

Accountable for accurate volume and trade spend information in the PTP system

Develops and submits period end results and business implications

Identifies and oversees revenue growth management improvement opportunities