Nestle Manager, Category Sales Development (International Business) in Arlington, Virginia

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 USA is the place for you! 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.


Seeking self-motivated, highly organized candidate to drive sustainable international sales through category development, channel management and compliant practices adopted consistently across global distributors. This position will be based in Arlington, VA and will work cross functionally within the Arlington HQ and externally with International Distributors. The candidate will become the contact for assigned customer(s) across all categories in order to drive category growth and achieve annual sales and commercial spend targets. This role is deeply involved in the activation of Category Roadmaps and uses them in the development and activation of customer-specific Category Business Plans (with a category first approach) to achieve the 5P objectives. Build and maintain strong connection to Brand Managers and CCSD to partners and bring category and shopper insights which drive category results. Be an influential leader with our distribution partners to extend a culture of compliance, trust and transparency.


  • Develop unique customer plans aligned with a global expansion strategy, monitor progress, manage growth, risks and ensure compliance

  • Work with CCSD on development of geographic and channel specific category plans anchored in the category growth drivers (category 1st mindset)

  • Present and launch New Item Plan and develop initial bottom up forecast

  • Collaboratively develop customer growth plans and promotional plans where required (Club Accounts)

  • Forecast accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service

  • Achieve annual sales and trade targets through effective selling and negotiation

  • Frequent customer interaction to implement the annual plan (growth, compliance, spend), drive execution of the plan, gain distribution on new and d-build items, activate the customer category strategies, and any urgent communications such as service level issues or product quality issues

  • Identify gaps between customer plan and customer feedback and propose resolutions to gaps

  • Ensure achievement of agreed Customer(s) targets/KPIs (Category growth, Sales, RIG, Customer service and in-stock levels, etc.)

  • Timely and accurate communication of risks/opportunities and updates to the relevant stakeholders internally and externally. Requires a proactive communication approach and the ability to simplify complex topics into relevant and actionable messages

  • Provide insightful analysis of our customers, channels and categories leading to higher, more profitable sales growth and sustainable, optimized Routes To Markets


Works independently with minimum supervision. Provides Operational support to the Sales team.


No direct reports.


Responsibility to support International sales and OP1 results, direct support to International Business Manager.


  • Bachelors Degree in International Business, Business Administration, Finance or related field

  • Able to travel up to 50% (domestic and internationally)

  • Spanish bi-lingual preferred


  • 3 years of experience in Sales, CSD and/or Business Development

  • Have good working knowledge of Nestlé in Sales, CSD analyst or marketing role

  • Negotiation and good networking experience preferred


  • General Understanding of the Distributor relationship

  • Sound judgment in decision-making

  • Ability to work with all levels of the organization, multitasking

  • Possess good problem solving skills

Job: Sales/Sales Services

Organization: Nestle USA

Title: Manager, Category Sales Development (International Business)

Location: VA-Arlington-Arlington

Requisition ID: 19000102

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.