Channel Sales Manager-Chain Restaurants (National Accounts Manager)

Nestlé • Atlanta, GA

123d

About The Position

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. This position is not eligible for Visa Sponsorship. Our high-performing sales team is dedicated to driving business growth through exceptional category thought leadership, insights and analytics, service, and reporting. This role will provide support to our Nestle Premium Waters (NPW) division, under Nestle USA, with a focus on elevating iconic brands including San Pellegrino, Acqua Panna, Perrier, and Essentia. We are currently seeking a National Account Manager, reporting to the Senior National Manager of Restaurant Chains. This position will be responsible for managing headquarter activities with restaurant chains and large groups.

Requirements

• University Degree (BA/BS) preferred and minimum 7 years related work experience.
• 7+ years of professional sales experience, specifically in Foodservice.
• Experience with national restaurant chains, hotel chains, 3rd party marketing agencies, and brokers.
• Ability to travel 40-50% of the time.
• Strong history of delivering sustainable growth and exceeding customer plans.
• Proven track record in sales planning and customer P&L management.
• Solid analytical and technical skills in MS Office, with good working knowledge of MS Excel.
• Product Portfolio Channel Experience: Preferable, experience selling within a lodging channel with knowledge of channel dynamics.
• Skilled at building and maintaining cross-functional relationships internally and at the customer level.
• Proficient in developing and delivering presentations in both one-on-one and group environments.
• Strong negotiating skills to achieve pre-planned results in meetings or discussions with individuals or groups.

Nice To Haves

• Prior experience selling premium bottled water in national accounts.
• Advanced Knowledge of the interrelationship of key functions and their key initiatives (Field Sales, CCSD, Marketing, Finance, Supply Chain, a/o CDSO, Globe, and HR).

Responsibilities

• Lead, develop, and ensure implementation of customer strategies aligned with the overall Foodservice market business strategy to support profitable sales objectives.
• Develop and deliver effective selling presentations that implement approved customer plans.
• Identify and pursue new customer opportunities identified in the Foodservice market business strategy.
• Enhance customer performance through frequent and effective negotiation.
• Participate in customer trade shows, conferences, and events.
• Take ownership of customer marginal contribution and effectively manage assigned financial objectives.
• Gain comprehensive understanding of customer and channel dynamics to align on customer priorities.
• Collaborate with regionally based Regional Business Managers to maximize property level execution of key growth initiatives.
• Work closely with cross-functional colleagues including DSD, customer service, finance, supply chain, customer development, and marketing.
• Utilize management tools (dashboards, Power BI, etc.) to analyze data on critical business drivers to improve results.
• Develop customer business plans for restaurant chains and large group partners to support divisional goals.
• Develop timely and accurate volume and financial forecasts.
• Manage the customer relationship from end to end, including new customer setup, finance, supply chain, customer development, and marketing.
• Participate in training, relationship building, and experiences to highlight strengths and focus on opportunities.
• Demonstrate sophisticated Account Management skills that combine category and customer insights, Nestlé business objectives/strategies, customer objectives/strategies, and understanding of tools that deliver expected business results.
• Ability to manage all aspects of a complex customer.

Benefits

• Competitive pay based on education, experience, and other qualifications.
• Comprehensive benefits including medical, prescription, dental, vision, flex, life, disability, EAP, 401(k) with match, profit sharing, tuition reimbursement, paid vacation, and more.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Food Manufacturing
• Education Level: Bachelor's degree