Position Summary:The Manager, Distributor Sales position is responsible for leading distributor growth through the distributor network. Specifically by leading, managing and training distributor professionals on their team to ensure achievement of Nestlé' sales, trade, share, distribution and retail headquarter/in-store excellence objectives.
This position is responsible for day-to-day direction and management of the distributor to meet assigned objectives. Inclusive of: building and maintaining distributor relationships, managing distributor strategy and execution in local markets including: retail headquarter/in-store expectations and leading efforts during market optimization projects. They lead distributor execution plans for assigned projects to ensure continuity of service to our customers. Accountable for achievement of headquarter/store sales volume and trade for assigned retailers in a specific category or set of categories.
Manager Distributor Sales, Must be located in the Northeast. Northeast region is Connecticut, Maine, Massachusetts, New Hampshire, Rhode Island, Vermont, New Jersey, New York, and Pennsylvania.
Key Outputs/Deliverables:Category Strategy: Product / Brand Category Objectives (10%)- Execute strategies and plans in line with business requirements (vs CAP)
Customer Strategy: Forecast accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service (30%)- Achieve annual sales and trade targets through effective selling and negotiation
- Continuous improvement on forecast accuracy
- Establish and maintain proper resource allocation to ensure customer satisfaction
- Lead distributor execution plans at retail headquarter / in store for assigned projects
- Ensure continuity of service to our customers
Win at Retail: Improving execution (30%)- Responsible for directing distributor through systematic dist. management process
- Deliver cost as a percentage of sales target for assigned distributor plans
- Responsible for being in-market several days per week to conduct retail audits, distributor work-withs and distribution drives.
Develop Valued Capabilities: Improving selling capabilities and adding customer value through improved analytics and insights, and continuous improvement (15%)- Achieve all Nestle objectives for customer service through schematic distributor management process and distributor sales and contract negotiations
Integrated Approach: Cross-functional communication, adoption of New Ways of Working with the HUB & Consumer Marketplace Intelligence (15%)- Collaborate with Nat'l Account CAMs (all formats), CCSD, Channel Managers, DDMs, REM, FTM, Supply Chain, HUB, CDS, AA, RSR, Director , etc.
Qualifications:- Typically has a University Degree (BA/BS) or equivalent experience and minimum 7 years related work experience.
- Has a valid driver's license
- Strong project management skills, to include experience in system and market conversions
- Proven capability to influence cross functionally through strong communication skills and collaboration
- Travel 60%-75%, including weekend and evening corporate entertaining and trade shows
- Candidate must be live near large metro airport
Critical Experiences:- 5+ years of progressive and diverse experience in a customer-centric organization
- Cross-functional leadership experience within a nationally recognized CPG environment
- Extensive experience and understanding of 'in-store' processes and environment
- Experience running a business with revenue and cost accountability
The approximate pay range for this position is $130,000-$165,000 base plus annual bonus. Please note that 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 background, knowledge, skills, and abilities as well as geographic location of the position.
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 About Us | Nestlé Careers (nestlejobs.com).
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