Position SummaryThe Customer Account Lead is responsible for achieving targeted operator sales of Nestlé Professional Solutions' beverage portfolio to accounts within California (Los Angeles and Orange County). The beverage portfolio is comprised of great brands such as Starbucks, Seattle's Best, Teavana, Vitality, Nescafé and Coffee-mate. The role will managed existing accounts and be responsible for generating new business.
The Customer Account Lead will develop and execute each of their account (operator) specific plans in order to meet/exceed established revenue and profit goals. To be successful, efforts within the role must yield measurable results and significant financial advantage to our business.
This is a field-based role with a remote home office in California. The role covers a Los Angeles and Orange County territory. Candidates must be located in California.
Responsibilities:- Responsible for acquiring additional venues/outlets within existing account base through effective Pipeline Management, ensuring opportunities are in every pipeline stage to achieve territory targets *
- Responsible for Net New business within assigned territory Effectively utilize Salesforce and C4C system to manage growth opportunities and customer events
- Sell Seasonal & Innovation programs (Pre-Scheduled Shipments) to ensure full compliance throughout all accounts *
- Lead joint business planning/business reviews with assigned accounts to meet or exceed contractual service level agreements *
- Collaborate with Operations partner to ensure seamless execution of onboarding, training and installation of new venues *
- Ensure that customers adhere to brand stewardship and complete assigned quality assurance tasks within assigned territory
- Lead optimal negotiation and execution of contract approvals and initiatives *
- Successfully negotiate profitable agreements/contracts, administer contracts *
- Advise distributors concerning sales and opportunities to ensure stocking
- Effectively manage sales pipeline, identify sales gaps and action plans
- Achieve established sales goals Meet established trade spend targets (including deduction management)
- Provide accurate sales forecasts for opportunities in C4C and Salesforce Successfully negotiate profitable agreements/contracts *
- Maintain an entrepreneurial mindset to develop and implement incremental opportunities
- Effectively launch new products quickly and efficiently utilizing all tools and best practices available
- Update all applicable team members and support teams on a regular basis on all facets of the business *
Qualifications:
- 6+ years in direct outside sales, B2B or business development experience
- 6+ years' experience in market planning, foodservice, hospitality, and/or beverage
- 5+ years negotiating complex agreements Astute financial awareness, including P&L responsibility *
- Experience creating professional customer bids and business plans High level of customer relationship management techniques *
- Ability to articulate business results with a deep knowledge the role has on the business
- Deep industry knowledge of key segments to include, but not limited to: Business & Industry, College & University, Healthcare, Lodging, Military, Travel, Retail and Grocery *
Anything listed above with an asterisk (*) may be impacted by certain criminal history.
Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles Fair Chance Act Ordinance for Employers and the California Fair Chance Act.
For California residents: Qualified applicants with arrest or conviction records will be considered for employment in accordance with the California Fair Chance Act, the San Francisco Fair Chance Ordinance, and the Los Angeles County Fair Chance Ordinance for Employers. Under the Los Angeles County Fair Chance Ordinance, job duties listed above with an asterisk may be impacted by certain criminal history.
Salary: $126,681.93 to $192,062.65 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
