POSITION SUMMARY:As the Director of Customer Account for Nestlé Waters & Premium Beverages (NWPB), you will play a pivotal role in managing and growing key customer relationships while ensuring customer satisfaction and driving revenue growth. You will lead a sales team dedicated to specific customers or groups of customers, focusing on optimizing customer contributions and achieving desired business results.
In this position, you will coach field sales teams to maximize Nestlé's financial performance and engage with senior leadership at key customer accounts. Your responsibilities will include representing customer needs and performance to NWPB's cross-functional teams, enhancing the company's market position and aligning its strategic objectives.
You will be responsible for attracting, developing, and retaining a high-performance team through robust performance evaluations, annual talent assessments, and continuous employee development planning. Additionally, you will cultivate collaborative relationships with customer executive leadership and oversee the development and activation of the Customer Business Plan, NWPB Category Roadmaps, and support the creation of Customer Category Business Plans.
This role is critical in ensuring team alignment with the NWPB vision and strategic plan, ultimately contributing to the overall success of the organization.
PRIMARY RESPONSIBILITIES: People Management
- Lead, motivate and inspire team to exceed high performance targets.
- Select and hire personnel effectively while promoting workforce diversity.
- Actively communicate expectations and provide regular feedback against those expectations through a robust performance management process, working with and/or ensuring the evaluation of each team members' performance, and providing feedback and training as needed.
- Work with each team member to build appropriate job and career development plans and ensure that the training activities achieve mutual, agreed upon objectives.
- Provide leadership to create a team culture that fosters the sharing of best practices.
Business Management
- Develop team priorities aligned with NWPB priorities and ensure that they are executed.
- Align team resources with established priorities to achieve business objectives.
- Lead development of key selling strategies, tactics and solutions through business building ideation sessions.
- Leverage Nestle scale and total retail capabilities through communication and execution with NRS and DSD.
- Leverage total customer facing supply chain capabilities, through communication, execution and integration in the total planning process.
Customer Business Planning and Activation
- Develop a multi-year cross functional Strategic Customer Business Plan with assigned customer(s).
- Develop and foster collaborative relationships with customer executive leadership, developing mutual understanding to create win/win strategic initiatives.
- Develop solutions that are grounded in sound insights that align Nestle and Customer initiatives throughout the Business planning process.
- Achieve sales targets through effective commercial spend management.
- Actively involve cross-functional teams in the development of the Customer Business Plan to achieve the 4P objectives and customer contribution goals.
- Execute Must Win Battles in NWPB.
- Ensure activation of Department and Category Roadmap initiatives.
- Participate and support in the development of the Customer Category Business Plans at assigned Customers.
Other
- Stay abreast of the latest industry trends, competitive activity and overall market place intelligence.
- Ensure customer and team compliance with company policies -- Spoils, UCD's etc.
- Drive Sales Meetings (i.e., agendas, presentations, set-up, attendee determination, etc.)
REQUIREMENTS AND MINIMUM EDUCATION LEVEL:- Bachelor's degree preferred, or equivalent experience
- Travel Requirements - 20-25%
- 10-12 years sales experience
- 3 years people management experience
- Proven record of success
- Demonstrated ability to utilize technology to drive business
- Strong interpersonal skills
Functional Competencies:
- Drive Sustainable Profitable Growth -Highly Developed - Leverages Nestlé and customer business and financial concepts to exceed expected results.
- Drive
