Customer Account Manager - Foodservice at Retail (West Coast) - REMOTE

Nestle Operational Services Worldwide SA • $120K — $160K *

Solon, OH 44139In-Person

Food & Beverages

8 - 10 years of experience

3 days ago

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Job Overview by Ladders

Qualifications

8-10+ years of sales experience in Foodservice, Foodservice at Retail, C-Store, or Grocery Deli industries.
Proven track record managing national or large regional customer accounts.
Strong expertise in pricing strategies, contract negotiations, forecasting, and pipeline management.
Ability to influence stakeholders at senior levels within customer organizations.
Proficient in CRM systems, ideally Salesforce.
Excellent analytical, presentation, and communication skills.

Responsibilities

Build and maintain executive-level relationships with customer decision-makers.
Develop customer strategies, including Joint Business Plans and annual growth initiatives.
Serve as the customer advocate, translating insights into actionable strategies.
Understand diverse customer operating models in deli, bakery, and foodservice fields.
Manage a Salesforce pipeline to achieve significant annual growth targets.
Drive new business successes and innovation launches across various food platforms.
Lead pricing strategies, contract negotiations, and effective program management.

Benefits

Remote-based position with flexibility to work from home.
Opportunity for significant professional growth within a major company.
Up to 50% travel allows for engagement with key customers and markets.
Access to a collaborative and cross-functional work environment.

Full Job Description

Position Summary

The Customer Account Manager (CAM) - Foodservice at Retail, West is responsible for delivering profitable growth by leading national and regional customer relationships across Convenience Store, Grocery Deli, and Commissary/Bakery customers within the Western United States. This role owns end-to-end commercial leadership for assigned national accounts and is accountable for growth through pipeline development, customer-led innovation, joint business planning, and disciplined execution.

National accounts include, but are not limited to Oxxo, Maverik, AM/PM, Raley's, and Safeway/Albertsons. The CAM serves as the primary point of contact for these customers, partnering cross-functionally to unlock menu innovation, back-of-house solutions, and differentiated foodservice offerings that drive customer traffic and margin accretion.

This is a remote-based position where the ideal candidate will be located on the West Coast and be nearby a major airport. This role will require up to ~50% travel based on business needs.

Key Accountabilities & Responsibilities

Customer & Commercial Leadership

Owns executive-level relationships with decision-makers across assigned national and regional FS@R customers
Leads customer strategy development, including Joint Business Plans (JBPs), annual growth plans, and long-range opportunity pipelines
Acts as the voice of the customer, translating insights into actionable category, brand, and innovation strategies
Deeply understands customer operating models across deli, bakery, commissary, and foodservice formats

Growth, Pipeline & Innovation

Owns and manages a robust Salesforce pipeline (64;4x annual growth target) across Core, Innovation, and Custom solutions
Delivers documented new business wins and innovation launches across hot foods, prepared meals, bakery, and beverage platforms
Partners with Brand, Commercial Development, and Culinary teams to bring customer-ready, scalable solutions to market
Leads RFPs, rollouts, tests, and regional-to-national expansion opportunities

Financial, Pricing & Program Management

Leads pricing strategy, contract negotiations, and program development in partnership with RGM and Finance
Ensures timely and disciplined execution of pricing actions, promotional programs, and customer funding
Owns forecasting accuracy, customer performance tracking, and gap-to-plan mitigation

Cross-Functional & Broker Leadership

Leads broker execution across assigned customers and geographies, ensuring alignment to customer priorities and KPIs
Collaborates cross-functionally with Brand, RGM, Supply Chain, Deployment, Finance, and the Business Solution Center (BSC) to ensure flawless execution
Oversees order-to-cash performance and service level excellence

Essential Activities

Conducts regular pipeline, forecasting, and performance reviews with leadership
Leads customer innovation presentations, line reviews, and growth strategy updates
Travels to customer headquarters and field operations; conducts virtual engagements as required
Maintains Salesforce opportunity hygiene, risk assessment, and forecasting accuracy
Executes customer-specific initiatives including seasonal programs, menu conversions, and regional launches

Critical Behaviors & Competencies

Strategic thinker with a growth and ownership mindset
Demonstrates strong executive presence and influencing skills
Manages complexity and ambiguity with agility and bias for action
Operates with an enterprise mindset, balancing customer, brand, and supply chain priorities
Takes calculated commercial risks to unlock sustainable growth

Qualifications & Experience

Required

8-10+ years of progressive sales experience within Foodservice, Foodservice at Retail, C-Store, or Grocery Deli
Proven experience managing national or large regional customer accounts
Strong knowledge of pricing, contracts, forecasting, and pipeline management
Demonstrated ability to influence cross-functionally and externally at senior customer levels
Proficiency in CRM tools (Salesforce preferred)
Strong analytical, presentation, and communication skills

Preferred

Experience calling on C-Store, Grocery Deli, Bakery, or Commiss

About Nestle Operational Services Worldwide SA

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