Microsoft PowerPoint - LEAP Handbook - DRAFT2

CATEGORY DEVELOPMENT HANDBOOK

Getting Started:

• Post Skills Inventory: After identifying the competency(s) that you will need to develop, navigate to Section 3 “Category Management Competencies”

• S.M.A.R.T. Goals: You will need to set S.M.A.R.T. Goals, discuss with your supervisor and check in frequently on your progress, navigate to Slide 121

• Take the classes recommended per your competency level (foundational, advanced, or mastery)

• Use the resources and references to help supplement your learning

• Work with the Subject Matter Experts (SMEs) and your supervisor for coaching and guidance

All lines on this page are hyperlinks, click to navigate directly to that section. Table of Contents

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Mission, Vision, and Values

In Store & Digital Shelf Merchandising & Management Financial & Business Acumen eCommerce Acumen Analysis & Insight Category Management Competencies

Section 1

Section 3

Our Purpose

Systems & Technology Supply Chain; Center Store Strategic Business Planning Pricing & Promotion Negotiations Collaborative Partnerships

Commercial Evolution

What is LEAP?

Internal/External Communication & Documentation

Associate Development for Category Management

Supervisor/Associate Coaching Kit Career Roles & Responsibilities Appendix

Section 2

Section 4

Leadership Journey

Category Management Development Center Overview

Calibration

Individual Development Plan

Individual Development Plan Session

Category Management Development Process

Leadership Development Discovery (Insights Discovery)

Mission, Vision, & Values

Section 1

TRUSTED PARTNERS RELENTLESS PURSUIT

SUSTAINABLE, LEADING-EDGE, OMNICHANNEL EXCELLENCE.

TRUSTED

Credible, committed & in-touch with business realities

PARTNERS

Embodying our Partnership Behaviors

RELENTLESS PURSUIT

Tenacious & uncompromising to deliver for today & tomorrow

SUSTAINABLE

Investing in people & repeatable, versatile solutions

LEADING-EDGE

Innovative & agile with a sense of urgency

OMNICHANNEL EXCELLENCE

Keeping our shoppers & our business at the center to deliver our Connected Customer ambition

WHAT IS LEAP?

LEAP is our Learning Lab designed to drive Efficiencies through shared best practices, Accelerating ADUSAs market advantages by leverage Partnership Behaviors. The goal of LEAP is to leverage one category, Paper & Laundry, as a learning opportunity to understand key commonalities and differences across the local brands inclusive of tools, processes, decision paths, etc. while fostering cross brand relationship building and personal growth opportunities.

Associate Development for Category Management

Section 2

Leadership Journey

Category Management Development Center Overview

Click on the section for more information

Leadership Development Discovery Insights Process (LDDI)

Category Manager Certification Process

Calibration*

IDP Session

*Calibration is completed by Supervisor and/or CMP leaders

Calibration

Goal Setting

Evaluation

Calibration

The process through which consensus is reached on an associate's performance, potential and development opportunities. During this phase, all managers should have entered their ratings for their associates, and everyone is locked out of REVIEWS, until HR completes these calibrations.

Through Calibration, HR and your Leadership team will determine which candidates are High Protentional, Potential, Performing Role, Needs Guidance.

Candidates who are determined start the LDDI process:

• Will be considered “on the bench” for the next role* • Identify stretch assignments that will allow the associate to grow within areas of development Stretch assignments will be incorporated in their enhanced IDP

• The enhanced Individual Development Plan (IDP) will also incorporate developmental opportunities identified through LDDI process

IDP Process Flow

This process flow shows how you and your supervisor work together to develop your IDP

Review and revise your IDP as needed

Work the plan

Discuss the Goal

Self Assessment & Create Direction with SMART Goals

Start

Learning & Development Model Key Points on Adult Learning Theory: When developing your Individual Development Plan (IDP), keep these points in mind

Experiential – 70% Working with new & challenging experiences (set goals)

Social Learning – 20% Build communities & special interest groups (mentoring & coaching)

Training – 10% Structured courses, workshops & e-learning (courses, case studies, etc.)

Developing An Individual Development Plan & Support

IDP Session

• I ndividual: for the individual by the individual (with support of the organization) • D evelopment : focus on building capabilities (leadership & technical) to meet success requirements • P lan : an associate driven, ongoing process based on interactions and accountabilities

How are you currently doing in your present role?

• Are you getting the job done? • Where are you rating in your functional capabilities? • Are you meeting unforeseen expectations? • Do you hold steady under pressure? • Remember Performance = Results + Behavior

What leadership capabilities are you showcasing?

• What could use a little improvement? • How could you showcase these more across the organization? (reaching past your department or functional area?

Where do you want to go? • Where is your passion? In your current functional area or elsewhere within the organization? • What new skills (technical and soft skills) will you need to be improved your efficiency within?

Category Manager Certification Process

Certification is critically important to the success of category management, especially when we consider the rapid changes occurring in our industry. It is essential that we all speak the same language, have a common understanding of the benefits to all parties for certification and the standards are clear.

Why

Associate is level set by taking competency courses (in- person, TPG, and coaching)

Process Details

Through TPG the following are required: • Certification at the Foundation Level (13 courses) • Certification at the Advanced Level (14 courses) • Certification at the Mastery Level (14 courses)

After testing, TPG will provide results (including certificate and logos)

TPG will maintain the certificate of record indefinitely, but certification is to be renewed annually

Leadership Development Discovery Insights Process (LDDI)

Category Associates that have completed Category Manager Certification Program

Who

Category Manager Assessment Process Tools leveraged will be: • Leadership Journey 360 survey • Individual Style Profile • Discovery Insights • Education via online learning & coaching • Testing for Certification through TPG Functional interviews to be completed by a leadership panel • Category competency model* to be used to finalize interview questions

Process Details

Category Management Competencies

Section 3

Category Management: Competencies & Definitions

Analysis & Insights Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions Collaborative Partnerships Ability to create internal and external cross-functional relationships that enable the development of beneficial solutions eCommerce & Omnichannel Expertise Using Category eCommerce assortment, digital marketing and pricing tactics to capture online demand as a key part of a fully integrated, omnichannel commercial plan to drive the best customer experience and our strategy Financial & Business Acumen Ability to understand and apply knowledge of Local Brands and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results In-Store & Digital Shelf Management & Merchandising Ability to understand, create, and implement consistent in-store and digital merchandising and shelf management initiatives, utilizing related tools to support Local Brand's strategies and direction Internal & External Communication & Documentation Ability to communicate with internal partners and external suppliers across functions; communication may be oral or written including formal presentations and required documentation

Negotiation Ability to gain alignment between internal and external parties, while achieving positive business results Pricing & Promotion Ability to understand, develop, and implement pricing and promotion initiatives that support the Local Brands pricing strategy Product Development & Assortment Ability to develop and/or implement product development and assortment initiatives across all retail formats (On-Line & In-Store) to drive desired business results Strategic Business Planning Ability to, develop and implement comprehensive Category Leadership Solutions, including facilitating tactics and plans that deliver Local Brand's strategy Forecasting, Replenishment & Supply Chain Ability to understand, apply and integrate knowledge of Local Brands supply chain capabilities, policies and industry trends to optimize performance Systems & Technology Knowledge and utilization of systems and tools to enable execution of strategies and objectives

Category Management: Competency Role Linkage for Center Store

F (Foundational) A (Advanced) M (Mastery)

Category Manager Manager III Category & Merchandising

Asst. Category Manager Analyst III

Category Analyst Analyst II

Pricing Analyst Analyst II Pricing

Category Assistant Administrator II

Competencies

CM+1

A/M

Analysis & Insights

Collaborative Partnerships

A/M

F/A

eCommerce & Omnichannel Expertise

A/M

Financial & Business Acumen

In-Store & Digital Shelf Management & Merchandising

A/M

Internal & External Comms. & Documentation

A/M

F/A

Negotiation

A/M

Pricing & Promotion

A/M

Product Development & Assortment

Strategic Business Planning

Forecasting, Replenishment & Supply Chain

A/M

Systems & Technology

Competency: Analysis & Insights

21 21

Competency Definitions: Analysis & Insights Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions

Foundation Accesses general consumer, shopper, market and product information and uses in day-to-day work •Understands the standard information such as consumer/shopper segmentation, category hierarchies, etc. •Understands the tools and methodology for how in- store & online consumer insights are reached •Identifies and acts on in-store & online consumer trends •Understands and uses basic data analytic techniques •Knows basic sources of in-store & online traffic and how each is trending toward driving sales growth •Uses basic facts and data appropriately •Compiles information from a variety of sources in a timely manner •Accesses standard information sources and databases •Draws basic conclusions about in-store and online behavioral data •Routinely uses analyses and insights in day-to-day decision-making

Advanced Translates data and information into successful initiatives •Uses data effectively to support the value proposition of ideas, proposals, etc. •Determines what information is relevant to a particular situation based on his/her understanding of the needs, issues, challenges and strategies •Identifies and incorporates relevant insights in support of his/her proposals and recommendations •Identifies opportunities to use insights to give Local Brands a competitive advantage •Compiles and analyzes in-store & online consumer/shopper information from a variety of sources both internal and external •Translates knowledge and data into actionable insights that form the basis of new tactics and strategies •Uses shopper data (where available) to help develop successful Category Business Plans strategies and shopper tactics •Encourages supplier resources to deliver actionable insights to leverage against category strategies and objectives

Mastery Uses insights to develop strategies which anticipate changes in the marketplace •Anticipates future needs of the consumer/shopper within the category from a variety of perspectives, including omnichannel •Anticipates future needs within the category from a variety of perspectives •Anticipates new and emerging competitors and markets through an understanding and interpretation of varied types of data •Uses insights to help to connect the category to the defined role and make strategic choices •Builds in-store and online insight and analysis capabilities within the team to be perceived as a thought leader •Translates knowledge and data from a variety of sources into forward-thinking insights that form the basis of new strategic direction •Identifies knowledge gaps and develops the research plans to address them •Develops targeted new business questions to retrieve from shopper data systems •Collaborates with supplier resources to execute solutions through proprietary insights for Local Brands’ specific category strategies and objectives

Resources: Analysis & Insights Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions

FoundaƟon

Accesses general consumer, shopper, market and product information and uses in day-to-day work

Managing and Analyzing Data in Excel (LinkedIn learning) Business Analytics (Coursera) Data Analysis Essentials (Udemy) $ Translates data and information into successful initiatives

Advanced

Presenting Data Visually (The Presentation Company-schedule through CI&T) $$ Influencing with Visuals (The Presentation Company) $$ Root Cause Analysis (RBS Learning Services) Advanced Business Analytics (Coursera) TPG- Consumer and Shopper Analytics and Actionable Insights Uses insights to develop strategies which anticipate changes in the marketplace

Mastery

Strategic Business Analytics (Coursera) Communicating Business Analytics Results (Coursera)

Micro Masters in Business Analytics (edX-Columbia University) $ Business Analytics From Data to Insights: Executive Education

(Wharton UPENN)$$ IRI- Data Detective Session $$

Data Analytics Made Accessible

If you’ve just started to learn about data, or if you’re not quite sure how it works—this book offers a wealth of information. Data Analytics Made Accessible breaks down data analysis into an easy to follow, digestible format. By offering real-world examples (instead of complex hypothetical situations), readers at any skill level will be able to pick up this data analytics book and follow along to learn the basics. This resource is so well-received that several universities have included it in the required reading for many analytics courses.

Too Big To Ignore: The Business Case for Big Data

Whether you’re skeptical about or intrigued by business uses for big data, this is the go-to big data book. The author does an incredible job of examining and laying out how businesses and even local governments are using big data to their advantage. With several case studies and quotes from big data professionals all over the world, Too Big To Ignore: The Business Case for Big Data is a must-read for anyone entering the field. Readers will gain valuable insight on turning data into intelligence, and intelligence into something actionable.

Developing Analytic Talent: Becoming a Data Scientist

By reading this book, you will learn how to develop detailed analytics that can help you meet business goals. The author explores the more intricate aspects of data science, the required skills and how to acquire them. You will be able to explore the skills that employers are looking for and understand how the growing demand for big data has furthered the demand for data professionals. This in-depth book includes job interview questions, sample resumes, salary surveys and examples of job postings. Readers can also explore case studies that explain how data science is utilized on Wall Street, in botnet detection, in digital advertising and more.

Retail Analytics: The Secret Weapon

Retailers collect a huge amount of data, but don't know what to do with it. Retail Analytics not only provides a broad understanding of retail, but also shows how to put accumulated data to optimal use. Each chapter covers a different focus of the retail environment, from retail basics and organization structures to common retail database designs. Packed with case studies and examples, this book insightfully reveals how you can begin using your business data as a strategic advantage.

Storytelling with Data

Storytelling with Data teaches you the fundamentals of data visualization and how to communicate effectively with data. You'll discover the power of storytelling and the way to make data a pivotal point in your story. The lessons in this illuminative text are grounded in theory but made accessible through numerous real-world examples—ready for immediate application to your next graph or presentation.

HBR Guide to Data Analytics Basics for Managers

Today's business environment brings with it an onslaught of data. Now more than ever, managers must know how to tease insight from data--to understand where the numbers come from, make sense of them, and use them to inform tough decisions. How do you get started?

Foundation Case Study: Analysis & Insights Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions

Foundation Level Using your Period Business Review for your category, review the data & identify key successes & opportunities in the Category

How is the Category doing v. the ROM?

What Vendor(s) are performing well and why?

Identify 3 questions the data would make you want to know more?

What are the opportunity areas and why?

Advanced Case Study: Analysis & Insights

Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions Advanced Level Based off the insights within the foundational level case-study and the questions provided. What are some action steps & a strategy you can do to help solve for the opportunity areas and answer the questions:

Question 1:

Answer/Solution:

Question 2:

Answer/Solution:

Question 3:

Answer/Solution:

Mastery Case Study: Analysis & Insights

Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions

Mastery Level

After reviewing the e-commerce (loyalty data) in your period business review. Identify where there are opportunities to grow loyalty. What strategies would you enforce to increase loyalty & spend? Also, with the ecomm basket data, what strategy would you use to maintain baskets & pick-up?

Subject Matter Experts: Analysis & Insights Developing actionable insights based on an analysis of information and research, which can serve as the basis for decision making, strategy creation and initiatives/solutions Subject Matter Experts: Reach out to the following business areas or people for coaching or guidance within this subject. BUSINESS AREA CONTACT INFO:

IRI

Shopper Loyalty

Category SMEs

Competency: Collaborative Partnerships

30 30

Competency Definitions: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Foundation Interacts with direct supplier contacts using a basic understanding of their needs

Advanced Works collaboratively with contacts across the supplier organization •Develops relationships throughout Support & Local Brands & supplier organizations •Proposes and implements effective solutions to problems without subsequent adverse consequences elsewhere for either the Support & Local Brands or their suppliers •Interfaces across functions at the supplier to develop mutually beneficial initiatives and actionable solutions •Collaboratively creates a joint action plan to gain significant and sustained competitive advantage •Identifies barriers between internal and external relationships and takes actions to enable solutions •Uses creative thinking to anticipate mutual opportunities and acts on them •Resolves issues using appropriate relationships •Collaborates with suppliers to achieve high level results •Educates & evangelizes eCommerce & Omnichannel initiatives with cross-functional teams •Understands who makes, influences, owns and implements decisions in the supplier organization •Collaborates with Ahold Delhaize business partners on a variety of projects and activities, maximizing shared results

Mastery Develops business based on long-term vision and supplier collaboration at the highest levels •Develops relationships with the highest-level current and future leaders of the supplier organization that shape the supplier strategic direction •Interfaces across functions, both internal and external, to develop mutually beneficial initiatives and solutions •Leverages deep knowledge of the competitive landscape to enhance business plans and other innovations •Leads the resolution of complex issues, leveraging senior level relationships •Regularly meets with senior management of the supplier to develop collaborative business plans measured by joint scorecard metrics •Leverages total cross functional resources to increase total value proposition •Utilizes trust and integrity to have full transparency to discuss sensitive issues •Acts as a digital change agent in proposing and evangelizing new eCommerce & Omnichannel initiatives with Leadership and cross-functional teams •Leads and influences Ahold Delhaize business partners on a variety of projects and activities, maximizing shared results

•Adheres to policies on ethics regarding vendor/supplier relationships

•Has basic understanding of supplier business and operations, both in traditional and online formats •Effectively handles supplier concerns, questions and objections •Integrates an understanding of the needs and direction of internal and external business partners into strategy development •Identifies barriers between internal and external relationships and identifies potential solutions •Listens to and interprets collective feedback and incorporates into current or future proposals •Maintains current understanding of industry and supplier strategies, issues and challenges •Understands who makes, influences, owns and implements decisions in our organization, Ahold Delhaize USA, RBS, and Peapod Labs •Understands the supplier decision making hierarchy •Communicates with Ahold Delhaize business partners, maximizing efficiencies and cost savings benefits

Resources: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

FoundaƟon

Interacts with direct supplier contacts using a basic understanding of their needs

Personal Accountability (Hannaford Learning) Building Business Relationships (LinkedIn Learning)

The Art of Asking for and Receiving Feedback (Hannaford Learning) Works collaboratively with contacts across the supplier organization

Advanced

Strategic Partnerships (LinkedIn Learning) The Art of Gving Feedback (Hannaford Learning) Managing a Remote Team (CI&Training) Leading Effective Meetings (RBS Learning Services) Emotional Intelligence (Hannaford Learning) Build Trust, Credibility, and Respect (Dale Carnegie) TPG- Building Productive Relationships Develops business based on long-term vision and supplier collaboration at the highest levels

Mastery

High performance Collaboration (Coursera.org)

TPG Establishing Industry Thought Leadership

Resources: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Collaboration in the Workplace: A Guide for Building Better Teams

Collaborating in the Workplace arms readers with tips to help teams collaborate and create more powerful outcomes. Focusing on the key skills necessary for effective collaboration, along with practical exercises to help improve these skills, the goal of this informative volume is to encourage the creation of connections that lead to powerful communication and better results.

Collaboration: How Leaders Avoid the Traps, Build Common Ground, and Reap Big Results

Morten Hansen’s book, The Collaboration Imperative, helps managers better understand what collaboration is and how to build the right framework for their organization. Using case studies, interviews and research, Hansen shares practical advice selecting the right implement tools and building strategies

10 Laws of Trust: Building the Bonds that Make a Business Great

In The 10 Laws of Trust, JetBlue chairman Joel Peterson explores how a culture of trust gives companies an edge. How does it feel to work for a firm where leaders and colleagues trust one another? Freed from micromanagement and rivalry, every employee contributes his or her best. Risk-taking and innovation become the norm. With this book in hand, you’ll be able to plant the seeds of trust – and reap the rewards of reputation, profits, and success.

Resources: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Active Listening Vlog through Virtual Speech

Helping Your Team Feel the Purpose in Their Work

Foundation Case Study: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions Foundation Level Through the next year: connect with a business partner within a different department. Work to meet weekly or bi-weekly. Document the relationship changes within the first 30, 60, 90 days. Click here for the case study worksheet.

30 days

60 days

90 days

Shared Goal(s)

How do you work together?

What can you work on together?

Advanced Case Study: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions Advanced Level

Identify an area of opportunity within one of your Category(s). Identify key business areas you can partner with to turn the opportunity into either an innovation or positive business case. Meet with the business areas to help solve & create solutions for the opportunity. Click here for the case study worksheet.

Define the Opportunity:

What’s the Root Cause? :

Business Partner(s) to help ideate & provide solutions:

Did your solution solve the issue (Y/N/) and how? :

Mastery Case Study: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions Mastery Level

• Develops business based on long-term vision and supplier collaboration at the highest levels

• Thinking long-term, identify a vendor(s) who your category partners well with (JBP or BBP vendor)

• Think about a current issue shoppers may have with your category. Identify a project that your category could partner with vendor(s) to solve that issue for the shoppers

(EXAMPLE: HANNAFORD PRODUCE, DURING THE SUMMER, SHOPPERS MAY NOT SHOP OUR STORES AS FREQUENTLY AS THE REST OF THE YEAR BECAUSE THEY MAY BE GOING TO LOCAL FARMER’S MARKETS. IDEA: HANNAFORD LOCAL FARMERS MARKET OUTSIDE OF THE STORE OR IN THE PARKING LOT. PARTNER WITH LOCAL SUPPLIERS TO PLAN AND EXECUTE)

Subject Matter Experts: Collaborative Partnerships Ability to create & foster internal & external cross-functional relationships that enable the development of beneficial solutions

Subject Matter Experts: Reach out to the following business areas or people for coaching or guidance within this subject. BUSINESS AREA CONTACT INFO:

Bill Thompson (Director A-Brands Sourcing) wpthompson@foodlion.com

A-Brands Sourcing

Jennifer Merriman (Director Fresh Sourcing) Jennifer.Merriman@peapoddigitallabs.com

Fresh Sourcing

Continuous Improvement & Training

Jonathan Wiegand (Director of CI&T) Jonathan.Wiegand@peapoddigitallabs.com

Competency: eCommerce Acumen

39 39

Competency Definitions: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results

Advanced Integrates new technologies into all sales and category plans to maximize customer connections, engagement and increase sales • Identifies detailed ways to improve traffic, conversion, average order value, and frequency to grow transaction size and customer lifetime value • Identifies and executes digital marketing opportunities that drive awareness, traffic, and loyalty • Optimizes category placement within Hannaford’s sites/apps’ navigation filters • Consistently audits the online experience of categories (Availability, Search Results) • Leverages tools to both monitor and improve basic item content (e.g., online availability, title, images, SEO (Search Engine Optimization) copy, product reviews), conversion, and the online consumer experience both on external sites and on Hannaford’s digital properties • Recommends improvements to site merchandising using strong knowledge of eCommerce, consumer behavior, online sales & margin performance, web analytics metrics, and standard digital reports • Proactively identifies and recommends eCommerce opportunities and trade partnerships • Incorporates eCommerce activation, platforms and trade partnerships in sales and category plans • Provides counsel to cross-functional partners and suppliers on how shoppers use different eCommerce channels • Interacts with Peapod Digital Labs and ADUSA centralized teams on eCommerce issues and projects • FRESH ONLY: Strongly supports and educates other on eCommerce and Omnichannel initiatives with cross-functional teams

Foundation Applies a basic understanding of eCommerce in devising and executing retail plans • Approaches the business with an eCommerce customer lens and knowledge of omnichannel consumer behavior • Guides recommendations using an understanding of eCommerce fundamentals, digital consumer insights, and how retailers & suppliers affect changes online • Knows basic sources of traffic for own categories and how each is trending toward driving Hannaford’s eCommerce sales growth • Presents category recommendations based on performance within all digital channels (Click & Collect and Home Delivery), eCommerce Penetration, and web analytics metrics such as traffic, conversion, average order value, basket growth, online out-of-stock rates, bounce rates, and cart abandonment, and ecommerce operational metrics (i.e., “Missed”) • Collaborates with cross-functional partners and suppliers to understand how customers shop and purchase their categories online • Understands the details of how (desktop, mobile web, and mobile app) site merchandising is executed, including processes, systems & capabilities • Understands how Peapod Digital Labs and ADUSA centralized teams interact with Hannaford’s Category Management and Digital teams

Mastery Provides significant value through extensive knowledge of eCommerce • Drives incremental traffic to optimize Hannaford’s onsite and offsite targeting capabilities • Champions test & learns to explore new ways for Hannaford omnichannel shoppers to engage online and in-store • Applies an understanding of the algorithms to drive key aspects of eCommerce personalization and optimizes or tunes the results • Consults with suppliers and partners on how to optimize site merchandising using knowledge of best-in-class technologies and techniques for enhanced content & syndication • Actively builds an eCommerce business network that provides access to breaking news, industry trends, trade partners and opportunities and presents about how changes will impact Hannaford’s strategies • Helps to sell in new supply chain and product packaging solutions that optimize the eCommerce value chain • Understands the profitability of the eCommerce business and uses it to shape initiatives • Creates a category leading program to increase review count (e.g., syndicating from brand sites) and monitors review content for product development or for customer service • Implements the brand’s best practices by working across all Brands of ADUSA, leveraging our size and scale • FRESH ONLY: Acts as a digital change agent in proposing and supporting new eCommerce and omnichannel initiatives with leadership and cross-functional teams

Resources: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results

FoundaƟon

Applies a basic understanding of eCommerce in devising and execuƟng retail plans

Pre-foundational Omnichannel Videos on the Knowledge Center

Omnichannel 101 (Video)

Introduction to eCommerce (CI&T) (COMING SOON)

Introduction to e-commerce (Video) Integrates new technologies into all sales and category plans to maximize customer connections, engagement and increase sales

Advanced

Digital Marketing Specialization (7 courses- Coursera.org)

TPG- Shopper Behavior and Loyalty Building

Understanding Omnichannel retailing (3-week course: edX)$ Provides significant value through extensive knowledge of eCommerce

Mastery

TPG- Next Generation Retailing : emerging channels & technology

Resources: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results

Omnichannel Retail: how to build winning stores in a digital world

Learn, review and read about active listening. Understand how to build relationships, solve problems, and become a better listener.

The Future of Omnichannel Retail: Predictions in the age of Amazon

Learn how the two essential aspects of shopping, discovery and fulfillment, contribute to when consumers are more likely to purchase online or offline. Why shopping provides either "time well spent" or "time well saved," and how to leverage that. What retailers and retail real estate developers are doing to stay relevant. How a two-axis model can help you accurately predict online and offline shopping behavior for many products and shopping occasions.

Reengineering Retail: The Future of Selling in a Post-Digital World

Explores the coming revolution in the global retail and consumer goods market, offering sales and marketing executives a roadmap to the future.

Foundation Case Study: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results Foundation Level Identify 3 branded items in your categories. Share below screenshots of how the items are put in front of a customer via eCommerce and if the online tactics would entice you as a shopper? Click here for the case study worksheet

Item 1

Item 2

Item 3

Advanced Case Study: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results Advanced Level Integrates new technologies into all sales and category plans to maximize customer connections, engagement and increase sales

Mastery Case Study: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results Mastery Level Provides significant value through extensive knowledge of eCommerce

Subject Matter Experts: eCommerce Acumen Ability to understand and apply knowledge of eCommerce drivers and insights, partnering with PDL, to develop digital focused solutions which produce sustainable results

Subject Matter Experts: Reach out to the following business areas or people for coaching or guidance within this subject. BUSINESS AREA CONTACT INFO:

Bobby Watts Bobby.Watts@peapoddigitallabs.com Todd Jacobs Todd.Jacobs@peapoddigitallabs.com

Peapod Digital Labs

eCommerce

Competency: Financial & Business Acumen

47 47

Competency Definitions: Financial & Business Acumen Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results

Advanced Uses knowledge of the brand(s) and supplier business and financial priorities and drivers to produce agreed upon results • Engages in proactive recommendations based on the drivers of Hannaford’s profitability and sales growth • Uses insights to anticipate how his/her activities and proposals will impact both Hannaford’s and its suppliers’ growth • Plans actions using knowledge of what drives in-store and online market share and private brands penetration • Understands business and economic trends and how they impact Hannaford’s and its suppliers’ businesses • Develops joint scorecard with suppliers to measure plan success • Regularly conducts post event ROI analyses • Leverages resources efficiently (technology, planning & forecasting tools, etc.) • Impacts Vendor Allowances and another supplier funding • FRESH ONLY: Plans for how retail will execute designed programs to ensure maximum profitability- considering retail realities when making decisions • FRESH ONLY: Engages with Fresh Sourcing/ Should Cost team to understand cost impacts • FRESH ONLY: Considers retail financial KPIs • FRESH ONLY: Conducts analyses to provide insights to retail VFA results • FRESHONLY: Identifies or negotiates value in support of our dependable value

Foundation Makes day-to-day decisions using basic business and financial concepts and principles • Considers the implications of Hannaford and supplier financial measures in making decisions • Makes recommendations that produce results consistent with financial priorities • Understands and applies basic in-store and online financial measures to conduct gap/opportunity analysis • Understands the drivers of Hannaford’s profitability, including key eCommerce costs that impact profitability • Understands the concept of Vendor Allowances • Learns from the results of recent events • Captures information needed to complete a category contract review checklist for Category Manager approval • FRESH ONLY: Considers the impacts each decision has on shrink & its impact on overall profitability • FRESH ONLY: Considers the impact of decisions on Hannaford’s share • FRESH ONLY: Communicates retail inventory procedures

Mastery Builds on high level knowledge of corporate business and financial principles and concepts to deliver results • Assumes responsibility for assigned profitability or Category results • Models and articulates financial implications of ideas, propositions, etc. • Develops and maintains a current understanding of how domestic and global industry trends and shifts are changing the brick and mortar and eCommerce business landscape for Hannaford and its suppliers • Anticipates, reacts, and/or adjusts to where the business is going • Thinks analytically about the desired long-term business and financial results • Develops metrics and scorecards which continuously drive omnichannel decision-making to produce break-through results on the top and bottom line • Transfer's business and financial knowledge to others • Leverages resources to achieve maximum efficiency (technology, planning and forecasting tools, etc.) • Drives growth and maximizes Vendor Allowances and another supplier funding • FRESH ONLY: Leads peers & teammates to recognize & understand business opportunities in their own areas of expertise

Resources: Financial & Business Acumen Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results

Foundation

Makes day-to-day decisions using basic business and financial concepts and principles

Financial Analysis (LinkedIn Learning) Understanding Business (LinkedIn Learning) Business Financials Explained (LinkedIn Learning) Finance & Accounting for Beginners to Intermediate (udemy) $ TPG- Retailer and Manufacture Finance Uses knowledge of Hannaford and its supplier business and financial priorities and drivers to produce agreed upon results How Merchandising Decisions Affect your P&L (CI&Training) Financial Acumen for Non-Financial Managers (coursera- 4-week course) Develop a Toolkit for Making and Understanding Financial Decisions (Harvard Business School: 6 modules) $$ TPG- Financial Analysis of Shopper & Category Concepts and Initiatives Builds on high level knowledge of corporate business and financial principles and concepts to deliver results

Advanced

Mastery

TPG Value Chain Analysis

The Basics of Finance: An Introduction to Financial Markets, Business Finance, and Portfolio Management

The Basics of Finance is an accessible book for those who want to gain a better understanding of this field but lack a strong business background. It covers essential concepts, tools, methods, and strategies in finance without delving too far into theory.

The Business Acumen Handbook: Everything You Need to Know to Succeed in the Corporate World

The main idea behind The Business Acumen Handbook is to help managers understand the pillars of their company’s business, and to operate more effectively and efficiently. After reading this book, you'll be able to: Understand and apply the dimensions of business acumen that focus on people, processes, projects, and products so that you can see the “big picture of business”. Incorporate finance, strategy, and performance management into your professional mindset. Develop a model for how to effectively communicate with, and influence others. Understand complex business situations, evaluate facts and data, and make better decisions.

The Intelligent Investor

While preserving the integrity of Graham's original text, this revised edition includes updated commentary by noted financial journalist Jason Zweig, whose perspective incorporates the realities of today's market, draws parallels between Graham's examples and today's financial headlines, and gives readers a more thorough understanding of how to apply Graham's principles.

Foundation Case Study: Financial & Business Acumen Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results Foundation Level Using data from DSS, SEGA or IRI. Choose a category. Calculate and/or find the following. Click here for the case study worksheet.

Choose an Item

Calculate the Margin %

What is the ACV% (All Commodity Volume – Total sales volume of all items sold)

What other items are in the basket when this item is purchased?

Advanced Case Study: Financial & Business Acumen Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results Advanced Level

Using the Save for the Customer (S4C). Think of areas within your category(s) that you could partner with a business area and save $ that can go towards S4C. (Example: the Not for Resale Team (NFR) reduced credit & debit card fees, freight costs for produce, and found an energy rate savings in NY stores = $2.7M for Hannaford to reinvest). Click here for the case study worksheet.

Mastery Case Study: Financial & Business Acumen Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results Mastery Level Builds on high level knowledge of corporate business and financial principles and concepts to deliver results

Subject Matter Experts: Reach out to the following business areas or people for coaching or guidance within this subject. BUSINESS AREA CONTACT INFO: Subject Matter Experts: Financial & Business Acumen Ability to understand and apply knowledge of brand and supplier business financial drivers, practices and concepts to develop ideas/solutions which produce desired sustainable results

Pricing

Fresh Sourcing Analyst/Should Cost Team

Shouldcostmodels@peapoddigitallabs.com

Competency: In-Store & Digital Shelf Merchandising & Management

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Competency Definitions: In-Store & Digital Shelf Merchandising & Management Ability to understand, create, and implement consistent in-store and digital merchandising and shelf management initiatives, utilizing related tools to support brand strategies and direction Foundation

Mastery Identifies areas for gaining significant and substantial competitive advantage through in-store & digital merchandising initiatives • Articulates and can train others on Hannaford best practices and standards for in-store & digital merchandising • Develops and can train others on innovative category and shelf management strategies and initiatives • Determines the longer-term impact of merchandising and shelf management tactics on business results • Understands & educates the impact of digital merchandising on both the in-store and online consumer experiences • Regularly seeks out new and best-in-class digital merchandising & SEO tactics, and provides recommendations to implement at Hannaford • Explains product flow and adjacency theories, as well as digital traffic and path to purchase trends, by monitoring and analyzing financial impact and shopper acceptance • Develops shopper marketing best practices to create value-added solutions • Creates a strong partnership with PDL to identify opportunities for creating digital shelf merchandising initiatives resulting in improved results

Advanced Recommends in-store & digital merchandising solutions based upon strategic direction • Engages in proactive recommendations for valuable promotional merchandising activities seasonally and at other times based on an overall category plan • Uses insights and best-in-class practices to recommend shelf plan-o-gram and digital merchandising concepts and ideas; • Understands the impact of digital merchandising on both the in- store and online consumer experiences • Understands technology and analytics to develop and interpret plan-o-grams & digital merchandising planning tools • Uses store and web analytics for best locations for product placement for promotions and typical in-store & digital shelf arrangements • Evaluates the impact of product changes on plan-o-grams and key digital performance indicators • Recommends how to implement efficient display strategies that maximize shelf stock and pack out to deliver the proper inventory levels and desired days of supply • Articulates how business strategies are designed to influence in- store & online consumer/shopper behavior • Understands shopper marketing best practices to create value- added solutions

Understands effective in-store & digital shelving and merchandising tactics to drive category growth • Understands how to leverage in-store & digital merchandising practices • Understands the implementation of in-store displays • Reads and understands plan-o-grams • Understands how to achieve planogram compliance at store level • Understands how items are set up online and content should be structured for search engine optimization (SEO) • Understands assortment tactics and how they are used to achieve brand or category objectives • Understands how to link assortment with shelf reset schedules and promotional calendar • Applies purchase barriers and triggers for the category to identify effective marketing touch-point vehicles • Understands item image standards for the digital shelf and helps enforce those with vendors and our partnership with Syndigo

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