Customer Development Manager
Customer Development Manager
This role leads the commercial agenda across FrieslandCampina UK’s key Wholesale customers (Unitas, NBC, Sugro, Brake and Bidfood), accountable for top and bottom-line growth through the development and execution of robust customer and channel strategies.
You will own the Joint Business Planning (JBP) process, translate the Fighting Unit strategy into actionable 12Q customer plans, and lead the performance management and deployment of a third-party salesforce. This role is pivotal in ensuring effective alignment across Marketing, Category, and CCD functions to unlock sustainable growth and strengthen our share of wallet in Wholesale.
What we ask
- 3–5+ years in FMCG, with specific experience in Wholesale or Cash & Carry
- Proven track record of commercial delivery and strategic customer management
- Strong cross-functional collaboration and influencing skills
- Resilience and ownership mindset — thrives in a high-performing, lean team
- Ability to manage ambiguity and flex outside core responsibilities when needed
What we offer
Salary : £65-70k
Hybrid work schedule
Bonus: 12.5% annual bonus
Car Allowance: £5,700 per annum
Pension: Up to 13.7% employer contribution (age-dependent)
Healthcare: Private medical cover (BUPA) + Medicash
Death in Service: 4x salary
Group Income Protection Scheme
Holiday: 25 days + 8 UK bank holidays + Birthday off
Flex Benefits:
- Summer Hours (1pm Friday finishes – July/Aug)
- Winter Wellness (2 hours/week for personal wellness – Nov–Jan)
- 4pm Friday finishes (standard weeks)
- £28/month WFH broadband allowance
- Access to ‘Help at Hand’ wellbeing support for employees & family
Vacancy description
Customer & Channel Strategy Execution
- Cascade the Fighting Unit’s strategy into fully scoped 12Q customer and channel plans including KPIs, P&L targets, and budget ownership.
- Align with Brand and CCD teams to integrate category vision and brand plans into the Wholesale customer environment.
- Deliver customer-specific execution plans that drive profitable volume, frequency, and distribution.
Customer Leadership & Relationship Management
- Act as FrieslandCampina UK’s key representative for assigned Wholesale customers.
- Develop and maintain strong cross-functional relationships across customer organisations.
- Lead constructive, fact-based negotiations and engage in Joint Business Planning to secure long-term partnerships and incremental growth.
Commercial Excellence & Execution
- Drive optimal trade terms and investment ROI through strategic promo planning, pricing, and pack/channel architecture (OBPPC).
- Prioritise Hero SKUs and lead the execution of assortment and activation strategies across depot and in-store environments.
- Deliver compelling channel-specific selling stories grounded in data and insight.
Field Force Leadership
- Lead and manage the 3rd party Wholesale salesforce to ensure operational alignment with FCUK strategic goals.
- Set KPIs, review performance, and drive executional excellence across the salesforce footprint.
