Director Commercial Development

 

Foods people love. Brands people trust. And a career that nourishes your future like no other.

 

If you're driven by the passion to do something meaningful that changes lives, Nestlé is the place for you. Nestlé USA is one of seven operating companies that make up Nestlé’s presence in the United States. We're in 97% of American homes, and as the leading food and beverage company, our goals are to continue to deliver quality food and beverage products, strengthen our local communities, and reduce our environmental and climate impact.

 

We’re determined to challenge the status quo and be better tomorrow than we are today. As individuals and teams, we embrace our entrepreneurial culture and have created a workplace where collaboration is essential, courage is rewarded, speed is expected, and agility is the norm to delight our consumers every single day. Here, you will find limitless opportunities to learn and advance your career and feel empowered to succeed in the workplace and beyond. Because our focus is not only on nourishing our customers, but also about enriching you.

 

This position is not eligible for Visa Sponsorship.

 

 

Job Summary:
Leads, develops and inspires a team of Managers and Associates to accomplish desired business results. Drives category and Nestlé growth within one Nestlé USA division at priority customers and channels. Owns the development of division channel strategies and ensures that these strategies are reflected in the division's Market Business Strategy (MBS).  Oversees the development, deployment, and implementation of our category vision and strategy to support division’s Market Business Strategy (MBS). Provides first-hand support to priority Core and Develop customers (i.e. new product introduction, roadmap, category review presentations).  Serve as Sales Performance Coaches and strong change leaders to drive adoption of the Nestlé Sales Organization strategic direction and ensured that the four Commercial Development capabilities of Category Leadership, Channel and Customer Strategy, 4P Sales Fundamentals, and Revenue Management are well executed for the division.

 

This role will be based in Arlington, VA and work a hybrid schedule. This leader will need to be located in the area or be willing to relocate (relocation support is provided).
 
Job Responsibilities:
Category Strategy: Product / brand category objectives
•    Based on the overall Nestlé USA category and channel strategy, develop category strategies and ensure strategies are reflected in the division's Market Business Strategy for specific division
•    Ensures the development and deployment of 4P strategies and tactics that profitably drive category growth and build market share
•    Oversees development, maintenance and deployment of rolling 3-year Category Roadmap to support division’s MBS
•    Develops category volume, share and contribution objectives and investment allocation, including fund rates and total resources
•    Ensure execution of division commercial plans within the greater Nestlé Sales Organization utilizing the NUSA established planning processes (Integrated Commercial Planning, Monthly Business Planning, Operational Master Planning)
 
Customer Strategy: Forecast accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service
•    Oversees strategy development and deployment for annual sales and commercial spend targets
•    Achieves High Performance Target within assigned commercial spend targets
•    Provides first-hand support to priority Core and Develop customers
•    Oversees development of Tier One customers
•    Develops relationships with strategic customers
•    Provide customer perspective based on initiatives and policies 

 

Key Experiences: 
•    12+ Years experience in customer facing sales roles in CPG industry
•    Experience in related sales roles (Leader in Commercial Development, Account Teams, Nestlé Regional Sales and Enable Hub)
•    Experience in Direct Store Delivery (DSD) including small format, convenience and other routes to market
•    Strong oral and written communications, negotiation skills
•    Demonstrated ability to motivate and develop people
•    Demonstrated ability to utilize technology to drive business results
•    Good knowledge of interrelationship of key functions and their key initiatives (Sales, Marketing, Finance, HR, Supply Chain, Technical and Globe & IS/IT)
•    Knowledge of core Business Processes (Sales/Distribution, Customer Planning and Managing, Financial Reporting, Training, HR Policies, Traceability, Quality Fundamentals)
•    Knowledge on insights, category roadmaps; competitive activity; industry insights
•    Bachelor’s degree require