Manager Customer Account

Manager Customer Account
Nestlé Waters
Salaried
San Antonio, TX, United States
Sales

Manager Customer Account

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

San Antonio, TX, US, 78230