Alumnus Jim Klein’s Career Has Been a Sweet Success

by Angela Daidone  |  Winter 2022

Jim Klein earned his bachelor of science in business with a minor in marketing from Ramapo College in 1984. His career in the food and confection industry spans more than 40 years and has included sales and management positions with some of the largest companies in the world. Klein currently is the Chief Customer Officer (CCO) for Ferrero USA, whose headquarters are in Parsippany, N.J.

The Ridgewood resident said he needed to work while going to school and Ramapo was local, so it was the best option for him. “I also had friends who were a little older than me who went to Ramapo. They loved the culture of the school and gave it a high recommendation. It was a great opportunity for me to study and work full-time.”

His job was in a food store where he met sales reps from companies like Unilever and Proctor & Gamble. There he learned about displays and merchandising the products. He ended up working for Unilever for eight or nine years and later worked for Wrigley Mars for almost 15 years. “I made lateral moves within the company, which proved valuable because I learned so much.” He spent three years in Toronto and joined Ferrero USA as its Chief Customer Officer (CCO) in May 2016.

As CCO, Klein is a senior vice president of sales and is responsible for 160 employees in the various sales departments that engage with customers in big companies like Walmart, Walgreens, Stop and Shop, ShopRite, etc.

“Ferrero USA is the fastest growing confectioner in the U.S. and the world,” Klein said. “My chief responsibility is to transform the company’s business model through a transactional and strategic approach. I’ve been able to use that data in how we approach customers by applying the knowledge and expertise I’ve gained over my career.”

He noted that consumers’ purchasing habits changed, not only during the pandemic but with the increase in online shopping. “Candy is very often an impulse-buying business, so we’ve carefully looked at how consumers’ behavior in the stores have changed. Are they making trips to the stores? Indulging more? There has been an increase in demand and consumption, and definitely an increase in food and beverage sales online. We needed to invest in that space. Ferrero’s e-comm team had to shift from a traditional sales approach to digital and build quickly. As a result, Ferrero USA business in the United States has tripled over the last three years.”

When asked to offer advice to students looking for a career in sales, he stated, “The one word of advice I have is patience. It’s a continuous learning process; those lateral moves I made in my career paid off but because I was patient. Join an organization that has a growth trajectory, good brands, a good work culture. Get the knowledge base and expertise and take the time to learn. Always show good work ethic, demonstrate agility, network, and be effective in your communication. Those are the keys to success.”