Description:
This position will be responsible for achieving targeted operator sales of Nestlé Professional’s portfolio to accounts within assigned territory or assigned channel focus. Customer Account Managers need to understand and execute each of their account (operator) specific plans in order to meet/exceed established revenue and profit goals. This position works closely cross functionally with Nestle Professional team members, brokers, and distributors to achieve success with our operator customers. To be successful, efforts within the role must yield measurable results and significant financial advantage to our business. Efforts must directly contribute to product sales and/or defense of our business. Ideal candidate would reside in either Orlando/Ft. Lauderdale or within central/southeastern Florida.
Primary Responsibilities
Operator Business Development
- Align sales proposals/products to the operational needs of the respective customer
- Meet or exceed customer sales performance goals within assigned territory and focus to key metrics
- Demonstrate transparency and accountability in your business activities with excellent overall communications skills. Ability to communicate important details from customer meetings and other interactions to internal team members using C4C in an accurate and timely manner.
- Develop and maintain deep relationships with decision makers and stakeholders within our key operators and achieve targeted sales goals.
- Keep current on all key developments in customer operations that affect our business with awareness of personnel, financial, competition and other factors.
- Translate strategic direction, category plans and brand activations into executable plans that will lead to incremental sales development of territory.
- Successfully implement key product priorities, new product introductions and seasonal limited time offerings (LTO).
- Lead optimal negotiation and execution of contract approvals and initiatives.
- Evaluate optimal annual operator trade spend. Administer Exceedra contracts.
- Advise distributors concerning sales and opportunities to ensure stocking.
- Lead for key distributors headquartered within market.
- Effectively manage sales pipeline, identify sales gaps and action plans
- Work collaboratively with the Broker to maximize operator sales execution
Job Accountabilities
- Responsible for established sales goals
- Meet established trade spend targets (including deduction management)
- Provide accurate sales forecasts for opportunities in C4C and for contracts in Exceedra
- 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
Skills
- Strong interpersonal skills
- Proven verbal and written fluency. Ability to communicate at all levels throughout the organization.
- Excellent presentation and negotiation skills
- Financial acumen
- Strong work ethic/self-starter – high level of motivation
- Sound business judgment
- Developed working knowledge of Microsoft Office suite (Outlook, Excel, Word, PowerPoint) and embraces technology
- Relationship Building: Skilled at building and maintaining cross-functional relationships internally and at customer level
Required Experience
- Bachelor's degree required
- Minimum of 5-7 years of account management experience
- Must live in the market, either Orlando/Ft. Lauderdale or within central/southeastern Florida
- Must be able to spent up to 75% of time in the territory and 25% home office based for administrative work
- Experience calling on GPO in non-commercial and healthcare channels highly desired.