Remote Retail Sales Account Manager

Account Manager, Retail Sales Northeast (Remote)

Job ID: 20004174

Location: Arlington, VA

Job Category: Marketing/Brand Management

Company: Nestle Nutrition


The Account Manager primary responsibilities are to attain or exceed current and long-term Sales, Distribution and Merchandising goals in accordance with the Nestle Health Sciences (NHS) and Infant Nutrition Integrated Commercial Planning Process.

The Account Manager is the primary contact with the customer for all sales related activities. This position will have direct C&S Headquarter responsibility for all Nestle Gerber and Nestle Health Science products, along with co-ownership to manage the forecasts and trade spending of the multiple indirect customers who pull Nestle products through C&S.

This position will work in tandem with the Director, Category Manager and Channel & Category Sales Development (CCSD) teams to develop business opportunities and advance our position with our customers. This will include specific customer strategy, assortment, promotional launch campaigns and demand generation.


Business Management:

Execute customer business reviews incorporating replenishment/supply chain reviews, and line reviews as required to achieve business results

Develop a strategic and consultative business relationship with key decision makers at both customers merchandising, marketing, replenishment, and digital teams

Ability to understand and articulate operational insights of the customer to CCSD and greater NHS and IN organizations

Communicate competitive customer, product and market place issues and opportunities to CCSD

Maintains a high level of industry, category, customer, consumer and nutritional science expertise.

Support Company Programs and Policies, including affirmative action goals and commitments, HSE strategies and corporate citizenship initiatives.

Operational Excellence:

Manage assigned trade funds according to ISW policies and procedures

Develop and communicate accurate monthly forecasts to project annual sales volume and profit contribution while maximizing supply chain efficiencies; track shipments, consumption, and inventory

Actively monitor fill rate, on-time shipments, and work order system.

Proactively communicate risk and opportunities to monthly/annual forecast

Manage Deductions within company policy to meet targets/goals

Manage Un-saleable/Bad Goods within company policy and agreed upon improvement targets

Profitable Sales Growth:

Achieve or exceed established sales and trade targets for established businesses while staying within budget.

Develop annual business plan with customer and align with ICP process.

Achieve new item introduction goals including Annual Contract Value targets; Suggested Retail Price, Speed to Shelf.

Develop and execute promotional plans to achieve growth targets within budget.

Leverage available team and functional resources including category management, sales finance, customer logistics, marketing and medical marketing to maximize results.

Leverage Nestle in the Market wherever relevant to add value


Bachelors’ degree required

5+ Years CPG Sales experience; account management preferred within CPG categories

Training and experience in the following areas: Interpersonal Skills, Sales and Negotiation Skills, Time Management, Project Management, New Business Development

Sales Forecasting and Trade Fund Management

Ability to analyze, interpret and develop recommendations from various data sources

Must be able to work well and thrive within a fast-paced environment

Ability to collaborate and effectively work cross functionally

Microsoft Office applications (especially Excel and PowerPoint)

Must be able to travel up to 25% of total time to support customer meetings, national sales meetings and attend any necessary training
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