Commercial Development Manager - Nesquik

Nestle Operational Services Worldwide SA•Arlington, VA

8d•$135,363 - $172,761

About The Position

Nestlé Coffee and Beverage Division is seeking a Commercial Development Manager to serve as the dedicated commercial lead for its ready-to-drink (RTD) portfolio. The role connects RTD brand and portfolio strategy with customer and channel execution, with accountability for customer planning, assortment, distribution, innovation readiness, promotional strategy, trade investment, forecast quality and risk escalation. The manager partners with the Business Unit, Field Sales, Finance, Marketing, Demand Planning and Supply Chain to coordinate launches, drive velocity and sell-through, and manage inventory, shelf-life and freshness risks. Commercial decisions should reflect customer needs, channel dynamics and financial objectives. The role translates portfolio and Business Unit strategies into customer and channel plans, builds selling stories and business plans, and leads annual, quarterly and monthly business planning. It oversees commercial connections across assortment, pack-price architecture, pricing, promotions, trade investment, launch readiness, forecast accuracy and customer execution. The manager also supports innovation and renovation readiness, facilitates business reviews, analyzes performance, and develops recommendations for sustainable, profitable RTD growth.

Requirements

Experience managing customer or channel commercial planning is required.
At least 4 years of experience in Sales, Commercial Development, Category Management, Customer Planning or Marketing is preferred.
Bachelor’s degree required; equivalent experience may be considered in lieu of a degree.
Strong understanding of customer planning, trade strategy, promotional effectiveness, pricing, assortment and RTD commercial execution.
Ability to connect RTD customer and portfolio decisions to volume, trade spend, margin, forecast, inventory and P&L outcomes.
Strong cross-functional leadership and ability to influence Sales, Marketing, Finance, Demand Planning, Supply Chain and external partners.
Ability to diagnose business performance gaps, develop corrective action plans and drive stakeholder accountability.
Knowledge of Strategic and Integrated Commercial Planning processes, including customer planning, financial reporting and launch execution.
Ability to build clear, compelling RTD customer and channel selling stories for Field Sales and retailer sell-in.

Nice To Haves

Experience with RTD beverages, refrigerated or shelf-stable beverage portfolios, or product launches.
Experience using tools and data sources such as Nielsen, VIP, BW, TPM/TPO, Source, customer POS, shipment data or other commercial planning systems.
At least 4 years of experience in Sales, Commercial Development, Category Management, Customer Planning or Marketing is preferred.

Responsibilities

Serve as the dedicated Commercial Development lead for the RTD portfolio and align commercial priorities across relevant customers and channels.
Translate RTD portfolio and Business Unit strategies into executable customer and channel plans that build brand equity, grow market share and deliver financial objectives.
Develop and deploy RTD selling stories, launch calendars and business plans for Field Sales and cross-functional stakeholders.
Incorporate retailer planning timelines, shelf resets, cold-space and activation requirements into Go-To-Market plans.
Use customer, category, shopper and performance insights to identify growth opportunities and inform volume, trade, margin and P&L decisions.
Lead annual, quarterly and monthly RTD business planning, including performance management, risks, opportunities and recovery actions.
Manage the commercial linkage across assortment, pack-price architecture, pricing, promotion, trade investment, launch readiness, forecast accuracy and customer execution.
Partner with Field Sales to identify distribution, merchandising and promotional execution gaps, prioritize corrective actions and improve follow-through.
Translate customer priorities, consumption and demand trends, and retailer decisions into commercial and financial implications for the Business Unit.
Liaise with Field Sales and Finance on incremental funding, trade deployment and commercial spend management.
Use TPM/TPO and related planning tools for scenario planning, sales and trade plan optimization, and post-promotional effectiveness evaluation.
Partner with Finance, Demand Planning and Supply Chain to improve forecast discipline, align volume assumptions with customer plans, and manage availability, sell-through, inventory and shelf-life risks.
Lead monthly and milestone business reviews covering launch readiness, distribution, velocity, sell-through, trade efficiency, customer actions and risk escalation.
Lead commercial support for RTD innovation and renovation, including customer and channel readiness through the I2L process, as applicable.
Act as the RTD point of contact for Division brand teams, Field Sales, Finance, Demand Planning, Supply Chain and leadership stakeholders.
Develop and deploy RTD Commercial Action Plans aligned with brand objectives, growth drivers, category strategies, activation tactics, trade strategy and shopper insights.
Build RTD customer and channel strategies based on approved plans, aligning assortment, sell-in timing and activation with key consumption occasions.
Evaluate assortment, distribution, velocity, promotional effectiveness and sell-through results, and turn learnings into recommendations for sustainable, profitable growth.