POSITION SUMMARYTheCustomer Account Manager (CAM) is responsible for managing, developing, and driving category growth with assigned customer (s) (direct and/or indirect). This role focuses on achieving annual sales and commercial spend targets, building strong customer relationships, and executing category and customer business plans. The position requires close collaboration with cross-functional teams, including Commercial Development, Sales Analyst, Shopper Marketing, Category Management, Finance (RGM, TFS), Business Solutions Center (BSC) and Field Execution teams to deliver exceptional results and drive market share gains. The position may require close collaboration with Senior Customer Account Specialist (SCAS) team.
Organization: Neighborhood Grocers Team (NGT is a dedicated Sales Team within Nestlé USA that drives growth by partnering with a diverse network of neighborhood retailers and wholesalers across all NUSA Divisions).
POSITION RESPONSIBILITIESCategory Strategy: Product / Brand Objectives
- Drive category growth (category-first mindset) and achieve/exceed annual sales and commercial spend targets.
- Maintain and manage profitable growth to drive market share gains.
- Develop customer promotion plans based on distribution, category trends, and promotional activities.
- Partner with Category Management and/or Sales Analysts to transform 4Ps analytics and insights into action.
Customer Strategy: Sales Performance Targets and Customer Relations
- Ownership of forecast and event planning in Osprey.
- Ownership of Trade Rate Report to track & monitor sales performance, and financial & profitability metrics.
- Develop and present business plans, new item presentations, distribution optimization, and customer promotional calendars.
- Manage day-to-day responsibilities for assigned customers.
- Build and maintain strong business relationships internally with cross-functional partners & teammates as well as externally with customer personnel.
Win at Retail: Improving Execution
- Drive excellence in execution through continual interaction with Nestlé Retail Sales (NRS) team and/or Distributor Sales team.
Right People, Right Place: Talent Development
- Own personal development through adoption of capability tools and participation in career development programs.
- Drive category growth and meet/exceed high performance targets.
- Develop critical behaviors (Ways of Winning) through robust PDP process.
Develop Valued Capabilities
- Utilize data and reporting tools to support 4P (Product, Price, Place, Promotion) objectives and provide actionable insights.
Integrated Approach: Team & Cross-Functional Communication
- Actively ensure timely & effective communication with internal partners - Leaders, Commercial Development, Account Associate, Sales Analyst, Field Execution Teams (Nestlé Retail Sales & Distributor Team), Finance (RGM & TFS), BSC, etc.
REQUIRED SKILLS AND EXPERIENCE- Bachelor's degree (business-related preferred), and minimum of 5 years of relevant sales or account management experience is required.
- Strong ability for collaboration, courage, speed, and agility; being a productive team player.
- Effective communication skills, both oral and written, strong judgement in decision making, good problem-solving skills, thinks strategically, and a customer service orientation.
- Proficiency in Microsoft Office Suite (Teams, Outlook, Excel, and PowerPoint) and ability to work in various operating systems (i.e., customer portals).
- Strategic analytical skills; experience with data sources and such as Power BI, Circana, & Nielsen.
- Skilled in business mathematics.
- Exceptional organizational and time management skills are essential.
- Strong presentation and negotiation skills.
- Knowledge of sales fundamentals: pricing, promotion, assortment, merchandising, and financial reconciliation.
- Ability to create compelling, fact-based selling stories and customer plans.
- Ability to resolve issues promptly and communicate potential impacts to stakeholders.
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Salary: $100,000.00 to $140,000.00 per year
Bonus Eligibility: Yes
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. 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
