Manager, Customer Account

Nestle SA; Arlington (VA); On-site; USD 136,000 - 174,000; Full time

Benefits offered by this job

Performance-based incentives

401k with company match

Healthcare coverage

Broad range of benefits

Job summary

Nestlé USA in the United States is seeking a Manager, Customer Account to partner with customers to drive category growth and achieve annual sales targets within guardrails. You will lead category plans, forecast, promotions and the integration with Nestlé’s Commercial Development teams to leverage shopper insights.

The role requires at least 5 years in consumer products sales, strong negotiation and cross-functional collaboration skills, and the ability to develop customer-specific strategies

Qualifications

• Typically has a University Degree (BA/BS) or equivalent experience and minimum 5 years related work experience.
• Must understand how categories are managed and how to develop customer-specific category growth strategies.
• Must understand how to interact across Sales, Commercial Development, Retail Sales, and Supply Chain.
• Experience negotiating annual sales plans and managing trade budgets.
• Experience implementing retailer-specific programs and cross-functional initiatives.

Responsibilities

• Develop customer category plans anchored in growth drivers.
• Present and launch New Item Plan and develop initial field forecast.
• Develop customer promotion plans and bottom-up volume builds.
• Ensure forecast accuracy and meet annual sales targets within guardrails.
• Drive execution of customer category plans and communicate store-level issues to Nestlé teams.

Skills

Negotiation

Sales planning

Cross-functional collaboration

Influence

Education

BA/BS or equivalent

Job description

Foods you love. Brands you trust. And a career that empowers you to grow.
At Nestlé USA, we’re all working towards the same goal – to delight and deliver for our consumers. With a rich portfolio of beloved brands, including DiGiorno, Toll House, and Coffee mate, in 97% of U.S. households, we have a unique opportunity – and responsibility – to be there for every moment in our consumers’ lives.

Joining Nestlé means becoming part of an inclusive workplace that inspires innovation, encourages strategic thinking and creativity, and celebrates your achievements. No matter where you work within the organization, you are empowered to challenge the status quo, embrace risk-taking, and pioneer new ideas. Our supportive and collaborative environment encourages bold ambitions and continuous learning so that everyone can grow and thrive.
This position is not eligible for Visa Sponsorship.

Main Purpose of Job:

The Manager, Customer Account role is responsible for partnering with customers to drive category growth. Growth is achieved by acting as the contact for assigned customer(s) to build category winning plans to achieve annual Nestlé sales targets within commercial spend guardrails.

This role is deeply involved in the activation of Category Roadmaps. Manager, Customer Account are responsible using roadmaps in the development and execution of customer-specific Business Planning leveraging a category-first mindset to achieve 4P objectives. Additionally, the role is expected to maintain strong communication with the Nestlé Commercial Development teams to leverage category shopper insights to drive results with the customer(s).

Key Outputs & Deliverables:

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 an 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

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

Qualifications:

• Typically has a University Degree (BA/BS) or equivalent experience and minimum 5 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 is 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)

Critical Experiences

• 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

Salary:$135,596.39 to$173,975.45 per year

Bonus Eligibility:Yes

Thepay rangeprovided 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. It is not typical for an individual to be hired at top of range.

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 https://www.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.