Manager, Distributor Sales (Wholesale) - Nestle Waters & Premium Beverages

Foods you love. Brands you trust. And a career that empowers you to grow. 
 
At Nestlé USA, we’re all working towards the same goal – to delight and deliver for our consumers. With a rich portfolio of beloved brands, including DiGiorno, Toll House, and Coffee mate, in 97% of U.S. households, we have a unique opportunity – and responsibility – to be there for every moment in our consumers’ lives.

 

Joining Nestlé means becoming part of an inclusive workplace that inspires innovation, encourages strategic thinking and creativity, and celebrates your achievements. No matter where you work within the organization, you are empowered to challenge the status quo, embrace risk-taking, and pioneer new ideas. Our supportive and collaborative environment encourages bold ambitions and continuous learning so that everyone can grow and thrive.
 
This position is not eligible for Visa Sponsorship.

 

 

Position Overview

This role serves as the primary liaison between our organization and our wholesaler accounts, with the first and most important focus on driving distribution within all wholesalers OPCOs within the assigned territory. This role needs to be adept at driving distribution by organizing and leading our organizational field sales team as well as penetrating wholesaler organizations to form key relationships at all key OPCO’s to drive distribution. Additionally, if selected as the HQ lead for any wholesaler account, this manager will be responsible for managing all HQ‑level operational issues in close alignment with their Senior Manager.

The Manager Wholesaler Sales must have the experience and ability to understand complex, organization-driven strategies and execute them to achieve assigned sales goals in diverse RTM markets. This role should be able to develop and lead the execution of RTM strategies and develop effective, market ‑level tactics that support and deliver against spending and growth goals.

 

Locations & Travel: Remote but living in Atlanta, GA; Dallas, TX; Houston, TX; North Carolina; or South Carolina. Travel up to 60% is required.

 

Key Responsibilities

 

Wholesaler Account Management

• Develop and maintain strategic relationships with all wholesales in the assigned territory.
• Serve as the primary contact for wholesale accounts, addressing operational issues and new business opportunities.
• Build strong relationships with key category managers, wholesale buyers, and other key wholesale contacts who can drive distribution, and maintain accurate contact lists across all OPCOs and headquarter locations within the management territory.
• Lead wholesaler sales meetings and events, trainings, and product presentations to enhance selling effectiveness.
• Conduct field rides and joint sales calls with distributor representatives.
• Partner with RTM leadership to negotiate and manage distribution agreements and promotional programs.

 

Sales & Volume Growth

• Achieve annual sales and trade targets through effective selling and negotiation.
• Drive revenue growth by identifying white‑space opportunities, analyzing performance metrics, and leveraging market trends.
• Collaborate with internal teams and distributor sales teams to facilitate demand needs and increase product availability and penetration.
• Execute business-aligned Leadership strategies and plans
• Lead distributor execution for assigned headquarter or OPCO projects.
• Manage trade spending to ensure profitable cost-to‑-s‑ales ratios.
  
  

Market Development

• Evaluate market dynamics, competitive landscapes, distribution gaps, and new partnership opportunities.

 

Operational Excellence

• Monitor ordering patterns, identify product availability issues, and collaborate internally to resolve local challenges.

 

Reporting & Analytics

• Provide regular updates on territory performance, sales results, market share, distribution coverage, and key KPIs.
• Maintain real-time awareness of trends, opportunities, and risks within the distributor network in each of the managed markets

 

Qualifications

• Bachelor’s degree preferred, or equivalent experience (7 years of relevant experience)
• Valid driver’s license.
• Strong Sales Skills
• Strong Project Management skills
• Proven ability to influence cross-functionally through autonomous activity as well as strong communication and col