Sr Distributor Sales Manager

 

Nestlé Professional is committed to providing the finest ingredients, operational knowledge, and uncompromised support to foodservice operations across the US. 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. As a business serving other businesses, we’re focused on performing with speed, service, and precision to cook up delicious ideas for our clients both small and large. Satisfy your appetite for an exciting career at Nestlé Professional.

 

This position is not eligible for Visa Sponsorship.

 

 

The Out of Home (OOH) Division 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 foodservice industry, ensuring that we are always at the forefront of industry trends and innovations.

 

The Out of Home (OOH) organization is seeking a Senior Manager, Distribution to drive the growth and profitability of the food & beverage OOH portfolio through the development and execution of strategic sales initiatives with key distributors and operators. The Senior Manager is responsible for developing and executing growth strategies that align with the strategic priorities of the OOH division and its customers. This role involves driving sales targets, fostering customer relationships, and maximizing profitability with key distributors. 

 

The ideal candidates will possess a strategic mindset and strong leadership skills.  This role reports to the Senior Director of Distribution. 

 

Responsibilities:

• Strategic Account Management: Lead contract negotiation and implementation to deliver optimal results. Ensure contract performance, including beverage equipment throughput requirements, customer compliance, and product penetration.
• Customer Planning: Develop and implement customer plans, including opportunity assessment, contract negotiation, customer segmentation, distribution assessment, and product mix prioritization. Collaborate with Sales directors and CAMs to ensure successful execution of contract approvals and initiatives.
• Sales Execution: Conduct customer reviews, presentations, trainings, and new product launches. Support annual commercial planning and monthly volume projection process. Deliver sales plans that align with marketing strategy and meet customer needs.
• Sales Strategy and ROI: Recommend sales and marketing strategies that maximize ROI spend and improve close ratios. Manage annual trade budget/contract for each account. Identify key customer trade shows and industry events that support the sales plan and deliver a measurable ROI.
• Customer Relationship Management: Build strong relationships with key customers and stakeholders. Collaborate with Sales and Sales Operations teams to establish targets and inputs for customer sales campaigns. Coach onsite sales teammates to enhance their performance and application of insights.
• Market Intelligence: Analyze and communicate competitive market intelligence to inform sales strategies and decision-making.

 

Requirements/Education:

• Undergraduate degree in Business or Marketing, or equivalent experience.
• 5+ years of commercial experience, with previous sales and/or marketing experience.
• Demonstrated success in an operator-facing role, with an understanding of key food service Operators, FSMs, and GPOs.
• Minimum of 5+ years of foodservice sales experience with a proven track record of achievement and advancement.
• Ability to travel 30%-50%.
• Advanced negotiation and influencing skills.
• Strong cross-functional team leadership skills.
• Proficiency in Microsoft Office (Word, Excel, and PowerPoint).
• Effective presentation and training skill