Customer Account Manager (remote)

FuseGlobal•Arlington, VA

4h•Remote

About The Position

This Customer Account Manager (CAM) position will focus on driving Nutrition business with commercial customers (brokers, distributors, retail customers) and salvage customers (discounters, salvage outlets, etc.). The CAM is responsible for managing, developing and driving category growth to achieve annual sales and commercial spend targets. This role is deeply involved in the activation of the Nutrition portfolio at key strategic commercial and salvage customers. Build and maintain strong connections to the procurement and customer-facing supply chain teams.

Requirements

5+ years of relevant sales experience working in customer management or commercial development
Successful track record of delivering exceptional results (sales, market share gains)
National/regional customer experience preferred
Ability to maintain and manage profitable growth to drive market share gains
Ability to influence people and create compelling, fact-based selling stories
Knowledge of sales fundamentals of pricing, promotion, assortment and merchandising, spoils UADs, finance crediting
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
Must understand the category, key competitors to develop category knowledge
Must understand how to develop customer specific category growth strategies
Understands all sales functions, customer and Nestlé retail sales. Good knowledge of interrelationships of key company functions and their key initiatives
Understands the interaction between sales functions, cross-functional teams, customer service and customer facing supply chain
Good knowledge of interrelationship of key functions and their key initiatives (Marketing, Sales Finance, HR, Supply Chain, Technical and Globe & IS/IT)
Strong proficiency working with Microsoft Office, inclusive of Excel and PowerPoint
Strong command of business mathematics with strong analytical skills
Excellent written and verbal communication skills
Ability to think strategically and drive execution against goals
Fast Learner who takes initiative with a “fail fast” and “fail forward” mindset

Nice To Haves

Experience in the fruit or vegetable industry preferred

Responsibilities

Managing the day-to-day responsibilities of commercial and salvage customers
Creating and maintaining good business relationships with all buyers
Targeting and securing product expansion opportunities
Developing, presenting, and planning customers’ annual product needs
Creating and finding partnership opportunities with customers
Working closely with the Sr. Director to maximize execution at store level
Reporting and effectively managing all sales expenses and budgets for the region
Working with commercial development organization on development of customer-specific category plans anchored in the category growth drivers
Presenting and launching New Item Plan and developing initial field forecast
Identifying emerging market trends and opportunities in commercial and salvage sales; analyzing competitor activity
Forecasting accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service
Achieving annual sales and trade targets through effective selling and negotiation
Frequent customer interaction to implement the annual plan, drive execution of the plan, gain distribution on new and d-build items, activate customer category strategies and shopper marketing, and any urgent communications such as service level issues or product quality issues
Identifying gaps between customer plan and customer feedback and proposing resolutions to gaps
Ensuring achievement of agreed customer(s) targets/Key Performance Indicators (sales, RIG, customer service, in-stock levels, etc.)
Monitoring, reviewing, and driving execution of customer category plan
Driving category growth and exceeding high performance targets
Driving one's own development through the adoption of capability tools