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Customer Account Manager - Foodservice Direct

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Nestlé

29d ago

  • Job
    Full-time
    Senior Level
  • Customer Relations
    Sales & Business Development
  • Arlington

AI generated summary

  • You need a degree and 7+ years in sales, strong category understanding, budget management, and expertise in customer plans and forecasting, with cross-functional team experience.
  • You will develop customer-specific plans, forecast sales, execute promotions, monitor performance, drive category strategies, and collaborate with teams to enhance customer relationships and insights.

Requirements

  • Has a University Degree (BA/BS) or equivalent experience and minimum 7 years related work experience
  • Must understand how categories are managed successfully, key competitors and willing to develop deep understanding of the category of responsibility
  • Must understand how to develop customer specific category growth strategies
  • Understands all sales functions, Commercial Development, Customer, and Nestlé Retail sales. Good knowledge of interrelationship of key functions and their key initiatives (Marketing, Sales Finance, HR, Supply Chain, Technical and Globe & IS/IT)
  • Understand the interaction between sales functions, Commercial Development, Retail Sales, Enable Hub, Customer Service, and Customer Facing Supply Chain
  • Demonstrates the ability to influence people and create compelling, fact-based sales stories
  • The ability to create a customer plan that's within CAP Guidelines and assigned Trade Rates
  • Knowledge of Sales Fundamentals of Pricing, Promotion, Assortment, and Merchandising
  • Knowledge of Integrated Commercial Planning process, Category Action Plan documents, and the Monthly Business Planning Process
  • Knowledge of customer best practices, the marketplace, and relevant channel and shopper trends to generate actionable ideas
  • Understand the importance and how forecast as accurately as possible - Sales Dashboard and other Hub standardized reporting tools
  • Demonstrated knowledge of business driving technology solutions (i.e. IRI, BW, Source) and internal/external industry insights and trends
  • Knowledge of core Business Processes and Fundamentals (Sales/Distribution, Customer Planning and Managing, Financial Reporting, Training, HR Policies, Integrated Commercial Planning, Nestlé Management and Leadership Principles)
  • At least 3+ years’ experience developing and leading sales within consumer products industry, negotiating annual sales plans focused on multiple brands, and key account sales at the Director and/or buyer level
  • Experienced in managing sales, profit and trade budgets
  • Strong experience with cross-functional customer-facing team and/or broker management interaction
  • Experience implementing and running retailer-specific programs

Responsibilities

  • Category Strategy: Product / brand category objectives
  • Work with Commercial Development/Market Development on development of customer-specific category plans anchored in the category growth drivers (category-first mindset)
  • Present and launch New Item Plan and develop initial field forecast
  • Develop customer promotion plans
  • Perform annual bottom-up volume builds based on distribution, category trends and promotional activities. Plans to be created in conjunction with the Commercial Development/Market Development teams leveraging the category strategies as a input to the creation of customer plans
  • Customer Strategy: Forecast accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service
  • Achieve annual sales and trade targets through effective selling and negotiation
  • Continuous improvement on forecast accuracy
  • Frequent customer interaction to implement the annual plan, drive execution of the plan, gain distribution on new items and expand distribution on existing items in the portfolio, activate the customer category strategies, shopper marketing, and any urgent communications such as service level issues or product quality issues
  • Identify gaps between customer plan and customer feedback and propose resolutions to gaps
  • Ensure achievement of aligned-to customer targets including (but not limited to): category growth, annual shipment targets, staying within financial guardrails, strong customer service and ensuring supply visibility to drive in-stocks
  • Win at Retail: Improving execution
  • Present Customer Category Plan and supporting Implementation Calendar to customer via Joint Business Planning
  • Monitor and review customer category plan
  • Drive execution of customer category plan
  • Communicate in-store issues raised by customer/buyer to Nestlé Retail Sales field teams in accordance with new Ways of Working
  • Develop Valued Capabilities : Improving selling capabilities and adding customer value through improved analytics and insights, and continuous improvement
  • Ensure timely and professional participation in Career Development programs
  • Develop critical winning behaviors through robust Professional Development Planning process with manager and HR Business Partner
  • Drive one's own development through the adoption of capability tools
  • Work closely with Customer Account Associate (where applicable) to develop category account management skills and best practices
  • Integrated Approach: Develop concise, deliberate, fact-based narratives incorporating past, current, and future performance shopper trends and metrics with Qualitative Consumer Behavioral Data
  • Continual interaction and work with the Data and Reporting team for standardized reports, business insights, and category growth driving opportunities
  • Support New Ways of Working/ collaborate with the Data and Reporting team
  • Drive excellence in execution through continual interaction with Nestlé Retail Sales team to include work-withs
  • Collaborate with internal team members to share best practices and drive Customer related initiatives

FAQs

What is the job title for this position?

The job title is Customer Account Manager - Foodservice Direct.

What company is offering this position?

This position is offered by Nestlé USA.

Is this position eligible for Visa Sponsorship?

No, this position is not eligible for Visa Sponsorship.

What are the preferred locations for this role?

Preferred locations are in the New York Metropolitan Area, including Connecticut and New York.

What experience is required for this position?

A minimum of 7 years related work experience is required, along with at least 3 years of experience developing and leading sales within the consumer products industry.

What educational qualifications are needed for this role?

A University Degree (BA/BS) or equivalent experience is required.

What are the key responsibilities of the Customer Account Manager?

Key responsibilities include partnering with customers to drive category growth, developing customer-specific business plans, achieving sales targets, and improving execution at retail.

What skills are emphasized for this role?

Skills emphasized include the ability to influence people, develop customer-specific category growth strategies, and knowledge of sales fundamentals such as pricing, promotion, and assortment.

What is the approximate pay range for this position?

The approximate pay range is between $125,000 and $170,000.

What kind of incentives and benefits does Nestlé offer?

Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage, and a range of other benefits.

Is Nestlé committed to diversity and inclusion in the workplace?

Yes, Nestlé is committed to maintaining an inclusive workplace and recognizes the value of diverse perspectives and experiences.

How can applicants request accommodations during the recruitment process?

Applicants can inform Nestlé confidentially if they require special accommodations by contacting accommodations@nestle.com or dialing 1-800-321-6467.

What is the focus of the Customer Account Manager role?

The focus is on acting as the contact for assigned customers to build category-winning plans, achieve sales targets, and leverage category insights to drive results.

What type of account management skills will be developed in this role?

The role will involve working closely with a Customer Account Associate to develop category account management skills and best practices.

How does Nestlé support professional development for employees?

Nestlé encourages participation in Career Development programs, professional development planning, and adopting capability tools for continuous improvement.

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Nestlé

Unlocking the power of food to enhance quality of life for everyone, today and for generations to come.

Retail & Consumer Goods
Industry
1-10
Employees

Mission & Purpose

As the world’s largest food and beverage company we are driven by a simple aim: unlocking the power of food to enhance quality of life for everyone, today and for generations to come. To deliver on this, we serve with passion, with a spirit of excellence, offering products and services for all stages of life, every moment of the day, helping people care for themselves and their families. Our culture is based on our values rooted in respect: respect for ourselves, respect for others, respect for diversity and respect for the future. We can trace our origin back to 1866, when the first European condensed milk factory was opened in Cham, Switzerland, by the Anglo-Swiss Condensed Milk Company. One year later, Henri Nestlé, a trained pharmacist, launched one of the world’s first prepared infant cereals ‘Farine lactée’ in Vevey, Switzerland. Today, we employ around 273,000 people and have factories or operations in almost every country in the world. With our headquarters still based in the Swiss town of Vevey, we had sales of CHF 84.3 billion in 2020. Our portfolio covers almost every food and beverage category –offering products and services for all stages of life, every moment of the day, helping people care for themselves and their families. House rules: https://nes.tl/HouseRules

Culture & Values

  • Respect for ourselves

    Respect starts with self-respect. Being true to ourselves, while acting with integrity, fairness and authenticity.

  • Respect for others

    Respecting others is about meeting our promises. It’s about quality in our products, our brands and everything we do.

  • Respect for diversity

    Respect for other ways of thinking, other cultures and all aspects of society requires inclusiveness and openness in all our interactions.

  • Respect for the future

    Respect for the future of our planet and future generations compels us to act with responsibility and courage, even if it’s difficult.

Benefits

  • Competitive remuneration

    You’ll be recognized for your contribution with a competitive salary and benefits package. And you may benefit from savings plans, insurances, loans, and discounted or free Nestlé products. You could even grab a bargain on retail products, services and activities.

  • Location-specific opportunities

    Our working environments vary greatly, so depending on your job and your location, you could benefit from flexible working opportunities, volunteering programs, the ability to bring a pet to work, and much more.

  • International mobility

    We offer opportunities to develop your career in different countries around the world. Global mobility plays an important part in developing Nestlé’s talent and our brands.

  • Health and wellbeing at work

    Our employee health programs will help you develop and maintain a healthy lifestyle, with health checks, health care, onsite cafeterias and fitness centres, sport and other activities.

  • Employee support

    More than ever, it is important that you are emotionally supported while at work and at home to be resilient and feel good as you carry out your everyday activities. We provide access to confidential counsellors to help when the unexpected happens or you are feeling overwhelmed.

  • Parental leave

    With a minimum of 18 weeks paid parental leave for the primary caregiver, plus the opportunity to take further leave, your new family life can get off to a great start. Your work location may provide additional benefits and resources such as dedicated feeding rooms or creches.