Senior Manager, Sales Transformation (Foodservice B2B)Arlington, Virginia
Nestlé Professional Solutions serves foodservice operators with 25 trusted brands and custom solutions, earning Technomic's #1 industry leader position in 2025. We combine industry expertise and Nestlé's global scale to delight consumers and grow our customers' businesses through iconic brands including Starbucks®, Minor's®, Coffee mate®, and Stouffer's®.
The Senior Manager, Sales Transformation owns current Sales technology needs and future transformation as a non-technical business leader. Drawing on foodservice B2B expertise, the role prioritizes seller and customer requirements, manages the Digital partnership, and provides Sales release sign-off. It sets priorities, governance, decision rights, and measures, mobilizing owners across people, processes, capabilities, data, and technology to simplify seller work and strengthen customer value.
Reports to: Senior Director, Commercial Development
Key ResponsibilitiesSales Transformation Strategy and Operating Model- Owns the Sales transformation agenda and future operating model, aligning priorities with business strategy and customer needs.
- Turns the vision into a practical roadmap and mobilizes accountable owners to deliver across all sellers including employees, brokers, and other business partners.
Sales Technology Business Ownership- Serves as the non-technical Sales business owner and primary partner to Digital, ensuring technology investments address seller and customer needs.
- Owns business priorities, requirements, and acceptance, including Sales sign-off and business readiness before release.
Commercial Process Excellence- With a deep understand of buyer and seller behavior and actions, leads end-to-end improvements in how Sales works, bringing functions together to simplify processes, clarify ownership, and strengthen customer value.
- Ensures technology, data, and automation enable a more effective, scalable commercial system rather than reinforce existing complexity.
Sales Capabilities and Change Adoption- Owns the business approach to transformation readiness and adoption, partnering with Sales Enablement and leaders to build capabilities and embed new ways of working.
- Ensures changes are practical for sellers, supported through transition, and sustained in daily execution.
Cross-Functional Leadership and Business Value- Drives execution through influence, aligning leaders and functional owners around shared outcomes and resolving barriers.
- Establishes governance and visibility into progress, risks, and business value; holds initiatives accountable for measurable results, continuous improvement, and responsible use of data and technology.
Experience- 8+ years in Sales, Sales Operations, Commercial Development, Strategy, management consulting, or related roles.
- Proven cross-functional transformation leadership from strategy through implementation, adoption, and measurable impact.
- Expertise in complex B2B sales, route-to-market models, customer/channel needs, cross-functional dependencies, and broker interfaces; sales effectiveness, operating-model design, capability building, change management, and value realization.
- Experience influencing senior leaders and mobilizing teams without authority.
- Experience partnering with technology teams, prioritizing requirements and acceptance criteria, coordinating user acceptance testing, and providing business release sign-off.
- Advanced business and financial acumen, including developing business cases tied to financial outcomes.
- Advanced communication, facilitation, executive storytelling, conflict resolution, and stakeholder management.
- Ability to structure ambiguity, solve problems, balance priorities, and sustain momentum.
- Advanced AI business fluency: Strong business use of AI tools including Copilot, OpenAI, and Anthropic, with a working knowledge of LLMs and demonstrated ability to leverage analysis tools and build, deploy, and improve AI agents and workflows.
- Advanced PowerPoint and Excel skills; Salesforce/CRM, Power BI, project management, process-mapping, and Microsoft Copilot.
- Foodservice industry experience preferred.
- Change management, process improvement, product management, or program management certification preferred.
Basic Qualifications- Bachelor's degree required; MBA preferred.
- Ability to travel up to 20%.
Success Measures- Creates balanced technology portfolio and transformation roadmap with ownership, decision rights, milestones, and measures.
- Effect
