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Main Purpose of Job:
DEVELOPS AND DEPLOYS CATEGORY STRATEGY, COMMERCIAL PLAN, AND ROUTE TO MARKET PLAN – Drives Category and Nestle Growth for a consumer-based portfolio of categories (Ready to Drink/immediate consumption) through the development of Category Strategies and the implementation of those strategies in our commercial plan. Leads, Develops, and Collaborates with Cross-functional RTD team (marketing, supply chain, finance, sales/DSD) on the go-to market strategy to include innovation pipeline development, 4P executions, and route to market that will drive category growth and achieve sales, market share, profit and distribution targets. Responsible for the development, deployment, and implementation of our RTD category vision, strategy, commercial plan (i.e. new product introduction, roadmap, category review presentations, commercial action plans, route to market). Serve as Sales Performance Coaches and strong change leaders to drive adoption of the NSO strategic direction and increase Beverage immediate consumption capabilities.
Category Strategy: A Category story that allows Retailers and Nestle to optimize value
Commercial plan: End to end development and execution (4P’s)
Route to market: Distribution plan for 300,000 outlets, channel/pack strategy, DSD plan for scale
Development, deployment, and implementation of Ready to Drink Strategy & Execution plan (by channel) based on internal and external analysis, feedback from customer partners, and the annual integration commercial planning process
Develops 4Ps strategic direction based on category strategy, best practices from customers/account teams/distributors and 4P analysis.
Provides strategic direction into the overall commercial plan using the planning processes: ICP Gate 1 (Division MBS), ICP Gate 2 (Category Strategies and Tactics), ICP gate 4 develop commercial action plan, Gate 6 account planning
Develop Route to market plan that captures 300,000 outlets
End to end commercial plan that incorporates – marketing plan, sales plan, DSD plan/execution, shopper activation at point of purchase
Customer Strategy: Forecast accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service
Strong collaboration with CAMs/DM’s around effective customer plans (4Ps, Category Strategy, effective Revenue Management)
Achieves HPT within the assigned commercial spend budgets
Supports development of Core and Develop customers
Gathers input from Core and Develop customers on effectiveness of CAP’s, Category Strategies and strategic direction.
Key Experiences: What experiences are key to success in this job?
9-12+ years of progressive and diverse experience within a customer-centric organization
4-6+ years experience managing distributor strategy and distributor relationships in a CPG
Extensive and progressive team leadership experience within a complex or matrixed
Deep understanding of National Retailers (e.g. Grocery, mass, value, club)
Deep understanding of Immediate Consumption Channels (e.eg convenience, Drug, Superettes, up and down the street business)
Extensive experience and understanding of trade programs in all retail channels and “in-store”business volume drivers required to strngthen account relationships and brand proposition
Extensive knowledge of DSD networks (beer, dairy, independant non-alcohol systems)
Proven track record of working with DSD network to drive growth plans and track overall perfromance abnd strategic planning
Experience developing commercial plans for Retailers and DSD distrboutors to drive growth in beverage and snack categories
Ability to translate business strategy and commercialization plans to DSD partner network
Understanding pricing and financial parameters for retailer (all channels) and DSD systems
Experience working with broad base of reporting and tracking programs to measure in-store and DSD performance
Experience managing a cross-functional group with sales planning, development, and execution
Proven capability to influence cross functionally through strong communications skills and collaboration
Account level selling experience, including HQ calls
Bachelor’s degree required
3 years people management experience with proven people coaching and development skills
Cross- functional experience a plus (Sales, DSD, hdqtr planning)
Knowledge of Core business process (Sales fundamentals, distribution, customer planning, finance)
Knowledge on Direct store delivery, trade customer base, immediate consumption products, Competitive activity; industry insights
Knowledge: Nestlé Corporate / Functional / Market / Business / Organizational
What specific organizational information should the incumbent have to be effective in their role?
Knowledge of interrelationship of key functions and their key initiatives (Sales, Marketing, Finance, HR, Supply Chain, Technical and Globe & IS/IT)
Demonstrated knowledge of business driving technology solutions (i.e. Nielsen, BW, Source) and internal/external industry insights and trends
Knowledge of core Business Processes and Fundamentals (Sales/Distribution, DSD, Customer Planning and Managing, Financial Reporting, Training, HR Policies, Integrated Commercial Planning, Nestlé Management and Leadership Principles)
The Nestlé Companies are equal employment and affirmative action employers and looking for diversity in qualified candidates for employment.