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Employment Type:
Full time
Job Category:
Customer Service
Customer Business Manager - South East Grocers
(This job is no longer available)
Nestle | Jacksonville, FL
Grad Date

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Job Description

In 1867, Henri Nestlé, a pharmacist, was asked to look in on a neighbor's child who couldn't breastfeed. The baby thrived on the special mixture Henri created. Soon, Nestlé's innovation-the world's first infant food-was being sold throughout Europe, and the first infant food company, Farine Lactée Henri Nestlé, was launched.

Gerber Products Company also began with attention to one baby. Following the advice of her pediatrician in the summer of 1927, Dorothy Gerber started straining solid foods for her 7-month-old daughter Sally. After repeating this process many times, Mrs. Gerber suggested her husband try it. She watched Dan make several attempts, and then he pointed out that the work of straining fruits and vegetables could be easily done at their canning business, based in Fremont, Michigan. Workers in the plant began requesting samples for their own babies, and the legacy of Gerber® baby foods began.

The Customer Business Manager primary responsibilities: attain or exceed current and long-term sales, distribution and merchandising goals in accordance with the Infant and Nestle Health Sciences (NHS) Integrated Commercial Planning Process. The CBM will be accountable for leading and growing Southeast Grocers. This position will work in tandem with the DVP and CCSD teams to develop opportunities. ISW will be fully managed by this candidate. This is a developmental role with ideal candidate willing to accept larger responsibilities in the future.

Profitable Sales Growth: (50%) Target Achievements: RIG, OG, NNS, Customer Profitability, Market Share:

* Achieve or exceed established sales and trade targets for business while staying within budget.
* Develop annual business plan with customer and align with ICP process.
* Lead targeted distribution and new product development for assigned customers.
* Develop and execute promotional plans to achieve growth targets within budget.
* Demonstrate available team and functional resources including category management, sales finance, customer logistics, marketing and NRS to achieve plan.
* Use Nestle in the Market wherever relevant to add customer value.

New Business Development: (10%) Target Achievements: Roadmap through 2019/2020 of new business opportunities aligned with ICP and MBS framework; Delivery of $5MM NNS in new business through 2019:

* Identify new & profitable opportunities.
* Demonstrate Nestle in the Market as needed based on various distribution models

Operational Excellence: (30%) OpEx Target achievement - deduction management, OpEx Scorecard, Forecast accuracy, managing and planning trade budget

* Handle assigned trade funds according to ISW polices and procedures
* Develop and communicate accurate monthly forecasts to project annual sales volume and profit contribution while improving supply chain efficiencies; track shipments, consumption, and inventory
* Actively monitor fill rate, timely shipments, and WOS.
* Actively communicate risk and opportunities to monthly/annual forecast
* Handle Deductions within company policy to meet targets/goals
* Lead Un-saleable/Bad Goods within company policy and agreed upon improvement targets

Business Management: (10%)Target Achievements and Profitability Improvement at Southeast Grocers:

* 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 the customer.
* Ability to understand and articulate operational insights of the customer to Channel & Category Sales Development (CCSD).
* Communicate ambitious 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.

Key Relationships External to Nestlé Group (shared / conflicting interests)

* External - Customers - Category Managers, Purchasing, Marketing teams; Distributor leadership and operational team.

Key Experiences:

* Training and experience in the following areas: Interpersonal Skills, Sales and Negotiation Skills, Time Management, Project Management
* Sales Forecasting and Trade Fund Management
* New Business Development!
* 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)
* Strong technical skill set including - Excel/ Powerpoint
* Preferred - Knowledge of shipment reporting metrics

Working Requirements:

* Willing to travel up to 40% of total time to support customer meetings, national sales meetings and attend any necessary training.
* Experience: 3 years CPG relevant experience, preferably Retail Sales account management - either internal or field based, and/or category management; Experience with healthcare/pharma a plus.
* College degree; Training and experience in the following areas: Highly developed Presentation skills, Interpersonal Skills, Negotiation Skills, Sales skills, Time Management, and Project Management.

The Nestlé Companies are equal employment and affirmative action employers and looking for diversity in qualified candidates for employment.

About Nestle

Nestlé Waters North America is a subsidiary of Paris-based Nestlé Waters S.A., the world's largest bottled water company. Nestlé Waters S.A. serves customers in 140 countries with 70 well-known bottled water brands and is, in turn, a subsidiary of the world's largest food company, Nestlé, S.A. Since 1976, Nestlé Waters North America has become the nation's largest bottled water company. Five of the top ten brands sold in the U.S. are Nestlé Waters North America brands. Our brands include 7 regional brands: Arrowhead®, Poland Spring®, Deer Park®, Zephyrhills®, Ozarka®, Ice Mountain® and Calistoga®. We also import Perrier®, Vittel®, S. Pellegrino® and Acqua Panna® brands from Europe, as well as Aberfoyle® and Montclair® from Canada. Each brand has its own distinctive character, sources and heritage.