Customer Account Lead (Northern California)

Nestlé; Sacramento (CA); Remote; USD 115,000 - 140,000; Full time

Job summary

Nestlé USA is seeking a Customer Account Lead to enhance its beverage portfolio across Northern California. The ideal candidate will drive sales growth, manage customer relationships, and negotiate contracts while providing strategic support to foodservice operators. This remote-based role involves significant travel and requires a pro with a strong sales background, especially in premium branded products like Starbucks.

Benefits

401k with company match

Healthcare coverage

Performance-based incentives

Broad range of other benefits

Qualifications

• Minimum 6+ years in direct outside sales or B2B.
• Proven success in new business development and customer retention.
• Expertise with pipeline management tools.

Responsibilities

• Drive operator sales growth within assigned territory.
• Negotiate and execute profitable contracts.
• Maintain strong distributor relationships.

Skills

Sales Growth

Client Engagement

Negotiation

Pipeline Management

Communication

Education

Bachelor's degree in Business or related field

Tools

Salesforce

Job description

Customer Account Lead (Northern California)

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Customer Account Lead (Northern California)

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Join to apply for the Customer Account Lead (Northern California) role at Nestlé

The Nestlé Professional Solutions at Nestlé USA leverages its position as the world's largest food and beverage company to bring brands that you enjoy in your home, to other areas of your life such as the workplace, restaurants, hotels, and your neighborhood College or University. Our portfolio of products and solutions includes beloved brands such as Stouffer's, Coffee mate, Nescafé, and Starbucks. With our extensive networks and industry knowledge, we offer unparalleled support and guidance to foodservice operators, ensuring their success in a competitive market. We strive to contribute to a healthier future by providing the finest ingredients and operational knowledge to every type of foodservice operation. The strength of our trusted brands is supported by a team of skilled professionals who are dedicated to deepening their industry experience. Our team of culinary experts and skilled product developers partner closely with foodservice professionals to generate creative, branded food and beverage solutions that address a wide variety of needs. Our employees thrive on opportunities to grow and develop within the food-service industry, ensuring that we are always at the forefront of industry trends and innovations.

This position is not eligible for Visa Sponsorship.

The Customer Account Lead is responsible for driving operator sales of the Nestlé Professional Solutions beverage portfolio, with a primary focus on our iconic Starbucks branded products, alongside Seattle’s Best, Teavana, Vitality, Nescafé, and Coffee-mate. This role will support customers across Northern California, Hawaii, and Western Oregon, with a preferred home-base in Sacramento or Portland.

The ideal candidate will be an experienced hunter-farmer, equally skilled at securing new business and growing existing relationships, with a track record of success in pipeline management, contract negotiation, and executive-level customer engagement. This is a remote-based role with an expected travel requirement of 40% or more, based on client and business needs.

Essential Functions

• Drive operator sales growth by identifying and securing net new business within the assigned territory.
• Acquire additional venues/outlets within existing accounts through proactive pipeline management, ensuring opportunities across all sales stages.
• Effectively utilize Salesforce and C4C to manage growth opportunities, customer events, and forecasting.
• Lead joint business planning and business reviews to strengthen partnerships and meet contractual service levels.
• Negotiate and execute contracts that are profitable and aligned with Nestlé Professional’s business strategy.
• Partner with internal operations to ensure smooth execution of onboarding, training, and installation for new venues.
• Promote compliance with brand stewardship and manage quality assurance activities within the territory.
• Sell seasonal and innovation programs to drive incremental growth.
• Maintain strong distributor relationships and provide guidance on sales opportunities and product stocking.
• Provide accurate sales forecasts and maintain detailed visibility into pipeline health.
• Exhibit an entrepreneurial mindset to identify and pursue incremental growth opportunities.
• Launch new products effectively, using established tools and best practices.
• Communicate regularly with internal partners to ensure alignment across all business facets.
  
  

Qualifications

• Minimum 6+ years of direct outside sales, B2B, or business development experience.
• Proven track record in new business development and customer retention.
• 5+ years negotiating complex contracts and agreements, with strong financial acumen and P&L awareness.
• Deep understanding of foodservice, hospitality, or beverage industry, with emphasis on premium branded products like Starbucks.
• Expertise in pipeline management tools and CRM systems (e.g., Salesforce).
• Strong executive presence, with excellent communication and presentation skills.
• Experience building customer-facing business plans and proposals.
• Collaborative mindset and ability to work cross-functionally across operations, marketing, and finance.
• Familiarity with key industry segments, including: Business & Industry, College & University, Healthcare, Lodging, Military, Travel, Retail, and Grocery.
  
  

The approximate pay range for this position is $115,000 to $140,000.00. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to knowledge, skills and abilities as well as geographic location.

Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefit packages may vary depending on the position. Learn more at About Us | Nestlé Careers (nestlejobs.com) Nestle in the US Benefits.

It is our business imperative to remain a very inclusive workplace.

To our veterans and separated service members, you're at the forefront of our minds as we recruit top talent to join Nestlé. The skills you've gained while serving our country, such as flexibility, agility, and leadership, are much like the skills that will make you successful in this role. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestlé seeks such skilled and qualified individuals to share our mission where you’ll join a cohort of others who have chosen to call Nestlé home.

The Nestlé Companies are equal employment opportunity employers. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by applicable law. Prior to the next step in the recruiting process, we welcome you to inform us confidentially if you may require any special accommodations in order to participate fully in our recruitment experience. Contact us at [e-mail] or please dial 711 and provide this number to the operator: 1-800-321-6467.

This position is not eligible for Visa Sponsorship.

Review our applicant privacy notice before applying at https://www.nestlejobs.com/privacy.

Job Requisition: 358179

#Salaried

Seniority level

• Seniority level

  Executive

Employment type

• Employment type

  Contract

Job function

• Industries

  Food and Beverage Services

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