Senior Director Distribution Sales

The Nestlé Professional Solutions at Nestlé USA leverages its position as the world's largest food and beverage company to bring brands that you enjoy in your home, to other areas of your life such as the workplace, restaurants, hotels, and your neighborhood College or University. Our portfolio of products and solutions includes beloved brands such as Stouffer's, Coffee mate, Nescafé, and Starbucks. With our extensive networks and industry knowledge, we offer unparalleled support and guidance to foodservice operators, ensuring their success in a competitive market. We strive to contribute to a healthier future by providing the finest ingredients and operational knowledge to every type of foodservice operation. The strength of our trusted brands is supported by a team of skilled professionals who are dedicated to deepening their industry experience. Our team of culinary experts and skilled product developers partner closely with foodservice professionals to generate creative, branded food and beverage solutions that address a wide variety of needs. Our employees thrive on opportunities to grow and develop within the food-service industry, ensuring that we are always at the forefront of industry trends and innovations.

This position is not eligible for Visa Sponsorship.

The Senior Director of Distribution leads our team at Nestlé Professional Solutions (NPS) to deliver annual sales objectives and sales plans. With distribution accounting for over 80% of our sales volume, including our significant partnership with Sysco, this role is critical to the success of NPS, a newly created division of Nestlé. Reporting to the VP of Sales, you will have the opportunity to establish the strategic direction for the development of customer and distributor sales strategies in line with business requirements. Your success will be measured by your ability to develop winning strategies, drive profitable revenue growth, lead category development, excel in customer management, and demonstrate excellence in selling and negotiating.  

As the Senior Director of Distribution, you will lead a team of senior managers (five direct reports and four indirect reports) and work closely with the Non-Commercial National Account Senior Director, as they are the two biggest engines of our sales volume. This partnership is crucial to our success and offers a unique opportunity for career-building work.   

NPS, created just last year by combining our Solutions Lab and Nestle Professional out-of-home businesses, is at the forefront of innovation in the industry. This incredible role requires a leader who is highly strategic, thinks outside the box, and can delve into existing partnerships and business models to define innovative approaches that will have a significant impact on the business. As the Senior Director of Distribution, you will be responsible for establishing the strategic direction for the development of customer and distributor sales strategies in line with business requirements.   

PRIMARY RESPONSIBILITIES: 

The Sr Director, Distribution will: 

• Develop and own a comprehensive strategic plan for key distributor partners, including Sysco, USFS, Vistar, and DOT, to drive business growth and maximize sales opportunities. 
• Effectively communicate key priorities and strategies to the Distribution sales organization, ensuring alignment and understanding of objectives. 
• Proactively drive the achievement of sales targets and key performance indicators (KPIs) for Distribution sales, continuously monitoring performance and implementing corrective actions as needed. 
• Challenge and evaluate the route-to-market strategy of the Distribution team, ensuring it meets the evolving needs of the business and drives optimal results. 
• Foster and facilitate collaboration with cross-functional teams, including Commercial Development, Marketing, Supply Chain, Finance, and others, to drive overall business objectives and ensure seamless execution. 
• Build and strengthen business relationships with key Distribution Customers, driving strategic alignment and fostering mutual growth opportunities. 
• Lead and manage the distribution sales team, providing guidance, support, and development opportunities to maximize their potential and drive exceptional performance. 
• Develop a comprehensive distribution sales plan aligned with the commercial plan, continuously improving it through performance reviews and market insights. 
• Deliver the distributor plan, identifying and closing gaps for profitable growth, while effectively managing top-to-top relationships with distributors. 
• Collaborate with distributors on joint business planning, optimizing promotion plans based on evaluation and trade investment to drive maximum impact. 
• Drive improvement in executing