The Manager, Customer Account role is responsible partnering with customer(s) to drive category growth. Growth is achieved by acting as the contact for assigned customer(s) to build category winning plans to achieve annual Nestlé sales targets within commercial spend guardrails.

This role is deeply involved in the activation of Category Roadmaps. Manager, Customer Account are responsible using roadmaps in the development and execution of customer-specific Business Planning leveraging a category-first

mindset to achieve 4P objectives. Additionally, the role is expected to maintain strong communication with the Nestlé Commercial Development teams to leverage category and shopper insights to drive results with the customer(s).

Preferred Locations: San Antonio, TX

Job ID:350032 

Key Outputs & Deliverables:

Category Strategy: Product / brand category objectives (30%)

• Work with Commercial Development/Market Development on development of customer-specific category plans anchored in the category growth drivers (category-first mindset)
• Present and launch New Item Plan and develop initial field forecast
• Develop customer promotion plans
• Perform annual bottom-up volume builds based on distribution, category trends and promotional activities. Plans to be created in conjunction with the Commercial Development/Market Development teams leveraging the category strategies as a input to the creation of customer plans

Customer Strategy: Forecast accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service (25%)

• Achieve annual sales and trade targets through effective selling and negotiation
• Continuous improvement on forecast accuracy
• Frequent customer interaction to implement the annual plan, drive execution of the plan, gain distribution on new items and expand distribution on existing items in the portfolio, activate the customer category strategies, shopper marketing, and any urgent communications such as service level issues or product quality issues
• Identify gaps between customer plan and customer feedback and propose resolutions to gaps
• Ensure achievement of aligned-to customer targets including (but not limited to): category growth, annual shipment targets, staying within financial guardrails, strong customer service and ensuring supply visibility to drive in-stocks

Win at Retail: Improving execution (20%)

• Present Customer Category Plan and supporting Implementation Calendar to customer via Joint Business Planning
• Monitor and review customer category plan
• Drive execution of customer category plan
• Communicate in-store issues raised by customer/buyer to Nestlé Retail Sales field teams in accordance with new Ways of Working

Develop Valued Capabilities (15%): Improving selling capabilities and adding customer value through improved analytics and insights, and continuous improvement

• Ensure timely and professional participation in Career Development programs
• Develop critical winning behaviors through robust Professional Development Planning process with manager and HR Business Partner
• Drive one's own development through the adoption of capability tools
• Work closely with Customer Account Associate (where applicable) to develop category account management skills and best practices

Integrated Approach: Develop concise, deliberate, fact-based narratives incorporating past, current, and future performance shopper trends and metrics with Qualitative Consumer Behavioral Data (10%)

• Continual interaction and work with the Data and Reporting team for standardized reports, business insights, and category growth driving opportunities
• Support New Ways of Working/ collaborate with the Data and Reporting team
• Drive excellence in execution through continual interaction with Nestlé Retail Sales team to include work-withs
• Collaborate with internal team members to share best practices and drive Customer related initiatives

Qualifications:

• Typically has a University Degree (BA/BS) or equivalent experience and minimum 7 years related work experience
• Must understand how categories are managed successfully, key competitors and willing to develop deep understanding of the category of responsibility
• Must understand how to develop customer specific category growth strategies
• Understands all sales functions, Commercial Development, Customer, and Nestlé Retail sales. Good knowledge of interrelationship of key functions and their key initiatives (Marketing, Sales Finance, HR, Supply Chain, Technical and Globe & IS/IT)
• Understand the interaction between sales functions, Commercial Development, Retail Sales, Enable Hub, Customer Service, and Customer Facing Supply Chain
• Demonstrates the ability to influence people and create compelling, fact-based sales stories
• The ability to create a customer plan that's within CAP Guidelines and assigned Trade Rates
• Knowledge of Sales Fundamentals of Pricing, Promotion, Assortment, and Merchandising
• Knowledge of Integrated Commercial Planning process, Category Action Plan documents, and the Monthly Business Planning Process
• Knowledge of customer best practices, the marketplace, and relevant channel and shopper trends to generate actionable ideas
• Understand the importance and how forecast as accurately as possible - Sales Dashboard and other Hub standardized reporting tools
• Demonstrated knowledge of business driving technology solutions (i.e. IRI, BW, Source) and internal/external industry insights and trends
• Knowledge of core Business Processes and Fundamentals (Sales/Distribution, Customer Planning and Managing, Financial Reporting, Training, HR Policies, Integrated Commercial Planning, Nestlé Management and Leadership Principles)​

Critical Experiences

• At least 3+ years experience developing and leading sales within consumer products industry, negotiating annual sales plans focused on multiple brands, and key account sales at the Director and/or buyer level
• Experienced in managing sales, profit and trade budgets
• Strong experience with cross-functional customer-facing team and/or broker management interaction
• Experience implementing and running retailer-specific programs