Nestle Category Sales Development Manager-Arlington, VA in Arlington, Virginia

Working at Nestle:

At Nestlé, we pride ourselves in providing training programs that prepare employees for the competitive and ever-changing business world. As the largest Nutrition, Health and Wellness Company in the world, we offer an environment that is diverse, challenging and supportive, including hands-on experience and real-world responsibilities that would serve as the springboard for a successful career. It’s because of our collaborative and open business environment that we have been ranked as the number one consumer food products company, in Fortune magazine’s annual survey of the World’s Most Admired companies, for eight consecutive years. Come join our talented world class team and thrive in a dynamic and supportive culture.

Main Purpose of Job:

LEADS SALES PLANNING PROCESS – Responsible for consumer-based category or segment(s) and the achievement of sales volume, category and market share growth and trade spend targets. Serves as a category, channel and customer expert to the Division brand teams and is the category expert to the field sales teams. Champions category driving activities with the marketing team and division leadership. Owns Commercial Action Plan (CAP) development and deployment.

Category Strategy: Product / brand category objectives

  • Based on shopper insights, establish critical, strategic 'must haves' for channel / key customer at the category / segment level and determine overall category / brand needs at '4P' level

  • Drive the above through ICP, MBP, and MBS

  • Develops New Item Execution Plan and presentations

  • Incorporate Brand Objectives, Growth Drivers, Category Roadmap Strategies, Activation Tactics, New Item Plan by channel / customer from Brand plan, Shopper Marketing insights and tactics into the CAP

  • Review approved customer and channel strategies by category and create Channel & Customer CAP Strategies

Customer Strategy: Forecast accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service

  • Achieve HPT within the assigned Commercial Spend budgets

  • Lead MSR and trade spend review for category / segment

  • Finalize trade fund strategy objectives and deploy rates to support JBP planning and CAP priorities

  • Provides category and segment insight to selected customers

  • Provides feedback to Field Sales on segment business development opportunities

  • Monitors and communicates results of initiatives to Field Sales and customers

Key Experiences:

•Expectation is to move through several manager level roles to strengthen business experience (Customer Development Account Associate, Customer Development Manager, Category Leadership Manager, Retail Sales Manager or like position)

•Minimum 4 years of experience in Sales or Marketing

•Bachelor’s Degree preferred

•Bilingual (Spanish) Preferred

•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 of MBS and Integrated Commercial Planning process

•Nestlé Management and Leadership Principles, NiM Function

•SGDU/SBU Tools (Best Practices) and knowledge of Key Documents

(Blueprints, Nestle on the Move, etc.)

•Knowledge of Customer Best Practice, Market Intelligence, Category/Channel/ Shopper trends and shopper Insight into actionable ideas

•Financial knowledge in order to evaluate ROI, EBIT and conduct post promotional evaluation

•Nielsen data knowledge and skills. Working knowledge of Nestlé, channel of trade and customer base

Knowledge: Nestlé Corporate / Functional / Market / Business / Organizational

1.) Knowledge of interrelationship of key functions and their key initiatives (Sales, Marketing, Finance, HR, Supply Chain, Technical and Globe & IS/IT)

2.) Demonstrated knowledge of business driving technology solutions (i.e. Nielsen, BW, Source) and internal/external industry insights and trends

3.) 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)

Job: Sales/Sales Services

Organization: Nestle USA

Title: Category Sales Development Manager-Arlington, VA

Location: VA-Arlington-Arlington

Requisition ID: 19000556

The Nestlé Companies are equal opportunity and affirmative action employers and are looking for diversity in qualified candidates for employment: Minority/Female/Disabled/Protected Veteran.