Kiah Lawrence
Kroger at Colgate Palmolive
Cincinnati,OH
14
years of professional experience
Business-focused customer development professional with expertise in data-driven insights, retailer negotiations, and joint business planning. Proficient in P&L ownership and trade investment to improve profitability and sales performance.
Work History
Senior Customer Development
2 Years 4 Months- Drove revenue and market share growth by negotiating pricing and trade strategies through CPI negotiations that delivered +11% consumption and +6% net sales in Laundry Additives
- Managed Kroger relationship across multiple categories, led annual planning, and delivered strategic QBRs with category leadership to align on growth priorities
- Utilized 84.51 and IRI platforms to identify risks and opportunities, executing data-driven business stories to address performance gaps
- Lead end-to-end forecasting and weekly pacing, achieving 98% forecast accuracy while managing risks, opportunities, and alignment with internal supply chain and finance teams
Senior Customer Development Manager
1 Year- Executed strategic turnaround plan to establish natural channel as key growth driver for Tom's and Hello Brands
- Led a natural channel growth strategy delivering +19% net sales and +4% volume growth in 2023 through targeted revenue-driving initiatives
- Oversaw broker partner operations across retailers and distributors to enhance brand performance
Customer Development Manager
1 Year 5 Months- Secured distribution and expansion opportunities valued at $300K and +0.8 share points by leveraging 84.51 data to identify performance gaps and growth drivers.
- Partnered cross-functionally with conventional oral care to drive +150% YoY increase in display shipments for Tom's toothpaste, significantly expanding in-store visibility
- Reversed Q1 double-digit decline to flat year-end performance by optimizing promotional strategy and expanding distribution channels.
Customer Business Partner
3 Years 1 Month- Secured multi-year net sales growth: 2019 +16.5%, and 2020 +4.7% vs. YAG
- Executed data-driven trade optimization strategy, persuading buyer to remove off-invoices and achieving +16% improvement in Gross to Net
- Collaborated with BU Sales and category management to create Best-in-Class 4ft Planogram for Adult Care, meeting all share of shelf metrics in 2020
Customer Business Partner
1 Year 9 Months- Achieved net sales target by +5%, growing market share in 8 of 12 brands.
- Negotiated $695K closeout strategy to align with retailer needs and address internal net sales gap.
- Collaborated across all levels to facilitate strategic business plans that drove alignment and execution.
Territory Retail Sales Manager
2 Years 2 Months- Drove territory sales growth by exceeding product targets, increasing shipments, and optimizing shelf distribution and planogram execution.
Pricing Analyst and Department Specialist
2 Years 6 Months- Supported pricing and merchandising operations by analyzing category trends, managing price optimization systems, and resolving supply issues to improve sales performance.
Education
Master of Business Administration - Marketing
Bachelor of Science - Accounting
Skills
Complex problem-solving
Cross functional collaboration
People management
Agile adaptability
Sales forecasting
Strategic thinking
85.51 & Nielsen experience
AI implementation
Courses
- GAP Negotiation
- Business Strategy, McKinsey & Company
- Problem Solving, McKinsey & Company
- Business Insights: Green Belt, Delta Associates
Timeline
Senior Customer Development
Kroger at Colgate Palmolive
06.2024 - CurrentRead More
Senior Customer Development Manager
Naturals at Colgate Palmolive
06.2023 - 06.2024Read More
Customer Development Manager
Kroger at Tom's of Maine
12.2021 - 05.2023Read More
Customer Business Partner
Publix at Kimberly-Clark
11.2018 - 12.2021Read More
Customer Business Partner
Shopko at Kimberly-Clark
02.2017 - 11.2018Read More
Territory Retail Sales Manager
Kellogg
12.2014 - 02.2017Read More
Pricing Analyst and Department Specialist
Supervalu
06.2012 - 12.2014Read More
Louisiana State University Shreveport
Master of Business Administration from Marketing
Read More
Virginia Commonwealth University
Bachelor of Science from Accounting
Read More