Job Summary and Mission The Customer Account Manager supporting Target plays a critical role in driving the Division's success by growing gross revenue, net revenue, and market share across assigned business segments. This role is responsible for building brand awareness and strengthening the customer partnership through retail business-building activities, as well as the development and execution of Target-specific sales, category, and marketing plans.
Summary of Key Responsibilities Responsibilities and essential job functions include but are not limited to the following:
Leadership: Setting challenging goals, developing interpersonal capability, and modeling how we work together
- Identifies and communicates key priorities and ensures the cross functional team promotes a successful demeanor, confidence in leadership, and teamwork to achieve business results
- Provides leadership to field Sales Operations teams and partners via ongoing communications, market visits, customer-specific program presentations and individual mentor
- Leads discussions and pre-planning process in preparation for business planning meetings
Planning and Execution: Developing strategic and operational plans, running execution, and measuring results:
- Develops and implements retailer-specific annual sales plans, focused on product distribution, placement, pricing and promotional activity in line with established Nestlé sales guidelines
- Leads sales processes/procedures to maintain strategic and value-added programs that are aligned with key customer initiatives and business goals
- Handles promotion funds effectively for assigned segments by leading the customer to use and run promotional funding in an efficient and productive way
- Collaborates with Shopper Marketing team to design and recommend shopper marketing programs and digital advertising strategy
- Partners closely with Category Management team to analyze data and trends relevant to the category; this includes identifying ways to continue to improve the Target digital shelf
- Partners with Commercial Development team to deliver customer-specific business plans to drive assigned sales and profit goals
- Prepares and executes negotiation process with customer for assigned business segments
- Analyze Sales, Share and ROI results and leverage learning into future plans
Business Requirements: Providing functional expertise and executing functional responsibilities:
- Responsible for all details related to the day-to-day business (i.e. volume, forecasting, deductions, price changes, trade management etc.)
- Plans, directs, and communicates monthly, quarterly and annually business plans to internal and external partners
- Ensures customers are executing within Nestle Policies and Procedures
- Builds positive relationships with customer
- Updates and advises leaders to business challenges requiring gap planning and process improvement
Partner Development & Team Building: Providing partners with coaching, feedback, and developmental opportunities and building effective teams
- Challenges and inspires cross functional team members to achieve business results
- Ensures partners enforce legal and operational compliance requirements
- Provides coaching, direction, and leadership support to cross functional team members in order to achieve the partner's, business's and customer's results
Qualifications• Bachelors degree or equivalent experience required
• At least 5 years of relevant sales experience
• Experienced in managing sales, profit and trade budgets
• Experience with Strategic Revenue Management (SRM) and Trade Promotion Optimization (TPO)
• Strong experience with cross-functional customer-facing team and support teams
• Solid Knowledge related to Customer Financial Models (Item Margin, Category Margin, Waste etc.)
• Experience Implementing and running retailer-specific programs
• Experience with both brick & mortar and eCommerce
Required Knowledge, Skills and Abilities: • Ability to apply knowledge of multidisciplinary business principles and practices to achieve successful outcomes in cross-functional projects and activities
• Ability to communicate clearly and concisely, both orally and in writing
• Strong selling and negotiation skills
• Strong a
