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The Nestle Professional Solutions at Nestle USA leverages its position as the world's largest food and beverage company to bring brands that you enjoy in your home, to other areas of your life such as the workplace, restaurants, hotels, and your neighborhood College or University. Our portfolio of products and solutions includes beloved brands such as Stouffer's, Coffee mate, Nescafe, and Starbucks. With our extensive networks and industry knowledge, we offer unparalleled support and guidance to foodservice operators, ensuring their success in a competitive market. We strive to contribute to a healthier future by providing the finest ingredients and operational knowledge to every type of foodservice operation. The strength of our trusted brands is supported by a team of skilled professionals who are dedicated to deepening their industry experience. Our team of culinary experts and skilled product developers partner closely with foodservice professionals to generate creative, branded food and beverage solutions that address a wide variety of needs. Our employees thrive on opportunities to grow and develop within the food-service industry, ensuring that we are always at the forefront of industry trends and innovations.

The Lead Customer Account is responsible for achieving targeted operator sales of Nestle Professional's beverage portfolio to accounts within Northern California. The beverage portfolio is comprised of great brands such as Starbucks, Seattle's Best, Teavana, Vitality, Nescafe and Coffee-mate.

The Lead Customer Account will develop and execute each of their account (operator) specific plans in order to meet/exceed established revenue and profit goals. To be successful, efforts within the role must yield measurable results and significant financial advantage to our business. This role is based in a remote home office in Northern California. Candidate will ideally live in either San Jose, CA, Modesto, CA or Livermore, CA.

Essential Functions:

• Responsible for acquiring additional venues/outlets within existing account base through effective Pipeline Management, ensuring opportunities are in every pipeline stage to achieve territory targets
• Responsible for Net New business within assigned territory.
• Effectively utilize Salesforce and C4C system to manage growth opportunities and customer events
• Sell Seasonal & Innovation programs (Pre-Scheduled Shipments) to ensure full compliance throughout all accounts
• Lead joint business planning/business reviews with assigned accounts to meet or exceed contractual service level agreements.
• Collaborate with Operations partner to ensure seamless execution of onboarding, training and installation of new venues
• Ensure that customers adhere to brand stewardship and complete assigned quality assurance tasks within assigned territory
• Lead optimal negotiation and execution of contract approvals and initiatives.
• Successfully negotiate profitable agreements/contracts, administer contracts
• Advise distributors concerning sales and opportunities to ensure stocking.
• Effectively manage sales pipeline, identify sales gaps and action plans
• Achieve established sales goals
• Meet established trade spend targets (including deduction management)
• Provide accurate sales forecasts for opportunities in C4C and Salesforce
• Successfully negotiate profitable agreements/contracts
• Maintain an entrepreneurial mindset to develop and implement incremental opportunities
• Effectively launch new products quickly and efficiently utilizing all tools and best practices available
• Update all applicable team members and support teams on a regular basis on all facets of the business

Qualifications:

• 6+ years in direct outside sales, B2B or business development experience
• 6+ years' experience in market planning, foodservice, hospitality, and/or beverage.
• 5+ years negotiating complex agreements
• Astute financial awareness, including P&L responsibility
• Experience creating professional customer bids and business plans
• High level of customer relationship management techniques
• Ability to articulate business results with a deep knowledge the role has on the business
• Deep industry knowledge of key segments to include, but not limited to: Business & Industry, College & University, Healthcare, Lodging, Military, Travel, Retail and Grocery

The approximate pay range for this position is $100,000 to $150,000. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to background, knowledge, skills, and abilities as well as geographic location of the position.

Nestle offers performance-based incentives and a competitive total rewards package, which includes a 401k with Company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefit packages may vary depending on the position. Learn more at About Us | Nestle Careers ().

#ORTSEAM

Requisition ID

294378

It is our business imperative to remain a very inclusive workplace.

To our veterans and separated service members, you're at the forefront of our minds as we recruit top talent to join Nestle. The skills you've gained while serving our country, such as flexibility, agility, and leadership, are much like the skills that will make you successful in this role. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestle seeks such skilled and qualified individuals to share our mission where you'll join a cohort of others who have chosen to call Nestle home.

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