Green Mountain Coffee Director, Category & Shopper Leadership in MA, Massachusetts

As the Director, Category Leadership, you will be responsible for leading the delivery of category and shopper insights solutions on behalf of Keurig Green Mountain (KGM) to an assigned customer(s) or channel(s). The Director, Category Leadership is expected to provide fact and insight-based recommendations and solutions that drive category and brand growth for the customer and the company. The individual in this role will utilize shopper and category insights to lead and influence opportunity identification and decision-making of assigned customer(s). Through expert understanding of category dynamics around product assortment, merchandising, pricing, and shelving, the Director is the primary category management leader to interact with the customer on category-based actions across the System - - the brewer and hot beverage categories. This role will work closely with both internal (CFT and headquarter-based teams) and external partners (customers and third parties) to guide customer decisions toward profitable category growth.


What you will do:

  • Lead the implementation and customization of all national category leadership platforms, and the creation and development of all customer-specific category management solutions that deliver profitable sales growth for the customer and company. These solutions to include leveraging shopper and category insights across all in-store conditions: assortment (everyday/new products/promotional/seasonal items), merchandising (everyday/promotional/seasonal), pricing (everyday/promotional/seasonal) and shelving

  • Cultivate indispensable partnerships, driving thought leadership and influence with key customer leaders and decision-makers ( 1-2 levels up), and internally within the KGM organization, locally and at headquarters.

  • Co-create and implement a category vision and long term strategic category plan in partnership with the customer and internal cross-functional partners

  • Identify customer-specific business building opportunities and lead all account-specific research projects required to deliver solutions that are beneficial for customer consumer and company; work with internal partners and consultants, as needed

  • Influence annual business plans for retail partners by providing actionable insights and solutions that support category leadership objectives

  • Impact new product launches and business plans by providing actionable category facts and insights, and identifying solutions from category learnings and analysis

  • Lead execution of all agreed upon category leadership solutions with customer to include establishing success metrics, tracking and detailed follow-through

  • Evaluate, monitor and course-correct, as needed, all customer category leadership solutions, turning analysis into recommended action with a bias for continuous improvement around efficiency and effectiveness

  • Leverage insights derived through assimilating a broad range of data sources, market research findings, analyses, tools and technology solutions to continually bring new ideas and recommendations to the customer and company

  • Ensure company is fully utilizing all customer-specific data and tools, and incorporating into analysis and recommendations

  • Serve as a critical communication link between team and company in providing feedback on such areas as customer strategy and performance, issue/opportunity identification, marketplace learnings/observations, while delivering recommended solutions

  • This role has people management and/or broker oversight responsibilities to include:

o Setting tone, motivation, common purpose and specific expectations for the team to ensure success in the achievement of company and customer business goals

o Establishing expectations and overseeing the achievement of objectives, monitoring performance and providing on-going feedback

o Coaching and directing for optimal performance and achievement of company, category leadership organization and individual objectives

o Planning talent needs, recruiting, hiring and selecting talent

o Assessing potential and co-creating development plans with direct reports; providing coaching, championing to realize individual potential and fulfillment of development plan

o Preparing talent for future category leadership, sales or commercial team roles

  • *What you must have:

  • Bachelor’s Degree and minimum of 12 years of professional experience required

  • Minimum 8 years of category management, business analytics, shopper insights related or sales experience

  • Strong verbal and written communication skills enabling quick relationship building

  • Syndicated Data experience with IRI, Nielsen, NPD and/or retailer specific data is required

  • Space Management software experience in ProSpace and/or Apollo

  • Strong Microsoft Suite skills (Excel, Access, and PowerPoint) with the ability to manipulate and create pivot tables and functions. Ability to put together compelling, easy to understand, visually appealing presentations.

  • Ability to travel up to 40% of the time

Preferred Requirements:

  • Advanced degree in Business, Marketing or Advanced Analytics

  • 10 years of experience in in-store strategy and tactics, shopper insights and category management

  • Business experience with assigned customer and/or channel

  • Experience with a “Fortune 500” company, or in the Consumer Packaged Goods, Beverage, Small Appliance or related industries

Keurig is an Equal Opportunity Employer. Offers of employment are contingent upon satisfactory completion of a reference check, background check, drug/alcohol test, and documented proof of work authorization. In addition, some roles require a pre-employment medical examination to determine your ability to perform the essential duties of the job.

Job: *Sales

Organization: *At Home

Title: Director, Category & Shopper Leadership

Location: Massachusetts-MA - Burlington

Requisition ID: 1701099