Beverage Distributor Sales Manager-Northeast (Nestle Waters & Premium Beverages)

Foods you love. Brands you trust. And a career that empowers you to grow. At Nestlé USA, we’re all working towards the same goal – to delight and deliver for our consumers. With a rich portfolio of beloved brands, including DiGiorno, Toll House, and Coffee mate, in 97% of U.S. households, we have a unique opportunity – and responsibility – to be there for every moment in our consumers’ lives. Joining Nestlé means becoming part of an inclusive workplace that inspires innovation, encourages strategic thinking and creativity, and celebrates your achievements.

About the role

The Manager, Distributor Sales position is responsible for leading distributor growth through the distributor network for Nestlé Waters and Premium Beverages. This includes leading, managing, and training distributor professionals to achieve Nestlé’s sales, trade, share, distribution, and retail headquarter/in-store excellence objectives. The role involves day-to-day direction and management of the distributor to meet assigned objectives, including building and maintaining distributor relationships, managing distributor strategy and execution in local markets, and leading efforts during market optimization projects. The position is accountable for headquarter/store sales volume and trade for assigned retailers in a specific category or set of categories. This role must be located in the Northeast region (Connecticut, Maine, Massachusetts, New Hampshire, Rhode Island, Vermont, New Jersey, New York, and Pennsylvania).

Responsibilities

• Category Strategy (10%): Execute strategies and plans in line with business requirements (vs CAP).
• Customer Strategy (30%):
  • Achieve annual sales and trade targets through effective selling and negotiation.
  • Continuous improvement on forecast accuracy.
  • Establish and maintain proper resource allocation to ensure customer satisfaction.
  • Lead distributor execution plans at retail headquarter/in-store for assigned projects.
  • Ensure continuity of service to our customers.
• Win at Retail (30%):
  • Direct distributor through systematic distribution management process.
  • Deliver cost as a percentage of sales target for assigned distributor plans.
  • Conduct in-market activities several days per week, including retail audits, distributor work-withs, and distribution drives.
• Develop Valued Capabilities (15%):
  • Improve selling capabilities and add customer value through analytics, insights, and continuous improvement.
  • Achieve Nestlé objectives for customer service through schematic distributor management and sales/contract negotiations.
• Integrated Approach (15%): Collaborate with cross-functional teams, including Nat'l Account CAMs, CCSD, Channel Managers, DDMs, REM, FTM, Supply Chain, HUB, CDS, AA, RSR, and Directors.

Requirements

• University Degree (BA/BS) or equivalent experience.
• Minimum 7 years of related work experience.
• Valid driver’s license.
• Strong project management skills, including experience in system and market conversions.
• Proven capability to influence cross-functionally through strong communication and collaboration.
• Travel up to 60%-75%, including weekends and evenings for corporate/client entertaining and trade shows.
• Must live near a large metro airport.

Qualifications

• 5+ years of progressive and diverse experience in a customer-centric organization.
• Cross-functional leadership experience within a nationally recognized CPG environment.
• Extensive experience and understanding of in-store processes and environment.
• Experience running a business with revenue and cost accountability.

Pay

The approximate pay range for this position is $130,000-$180,000 base plus annual bonus. Candidates considered for the top of the range will need significant relevant experience.

Benefits

• Performance-based incentives and a competitive total rewards package.
• 401k with Company match.
• Healthcare coverage.
• Broad range of other benefits (may vary by position).

Nestlé is an equal employment opportunity employer and considers all applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.