Customer Account Manager (HEB)

Nestlé-posted about 1 year ago
Full-time
San Antonio, TX
Food Manufacturing
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The Customer Account Manager at Nestlé USA is responsible for driving category growth and achieving annual sales and commercial spend targets for HEB. This role involves developing and activating customer-specific Category Business Plans, collaborating with the Commercial Development Organization, and ensuring effective execution of category strategies to meet performance metrics.

  • Work with Commercial Development Organization on development of customer-specific category plans anchored in the category growth drivers.
  • Present and launch New Item Plan and develop initial field forecast.
  • Develop customer promotion plans.
  • Perform bottom-up build of Integrated Customer and Category Plan using appropriate NSD Planning System to create Customer Plans.
  • 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.
  • Continuous improvement on forecast accuracy.
  • Frequent customer interaction to implement the annual plan, drive execution of the plan, gain distribution on new and d-build items, activate the customer category strategies, shopper marketing, 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/Key Performance Indicators (Category growth, Sales, RIG, Customer service and in-stock levels, etc.).
  • Present Customer Category Plan and supporting Implementation Calendar to customer via joint business planning (JBP).
  • Monitor, review, and drive execution of customer category plan.
  • Drive category growth and exceed high performance targets.
  • Drive one's own development through the adoption of capability tools.
  • Work closely with CAA (where applicable) to develop category account management skills.
  • Drive excellence in execution through continual interaction with Nestle Retail Sales team to include work-withs.
  • Preferred 2+ years of experience of working with customers, CD, or Broker team and over this period successfully delivered on critical metrics.
  • Experience with HEB is preferred.
  • Must understand the category, key competitors, and be willing to develop category knowledge.
  • Must understand how to develop customer specific category growth strategies.
  • Understands all sales functions, CCDS, Customer, and Nestle Retail Sales.
  • Good knowledge of interrelationship of key functions and their key initiatives (Marketing, Sales Finance, HR, Supply Chain, Technical and Globe & IS/IT).
  • Understand the interaction between sales functions, CCDS, Nestle Retail Sales, Enable Hub, Customer Service, and Customer Facing Supply Chain.
  • Demonstrates the ability to influence people and create compelling, fact-based sales stories.
  • The ability to create a customer plan that's within CAP Guidelines and assigned Trade Rates.
  • Knowledge of Sales Fundamentals of Pricing, Promotion, Assortment, and Merchandising.
  • Knowledge of Integrated Commercial Planning process, CAP documents, and the Monthly Business Planning Process.
  • Knowledge of customer, the marketplace, and relevant channel and shopper trends to generate actionable ideas.
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