Distributor Sales Manager-Northeast

Position Summary

The Manager, Distributor Sales is responsible for leading distributor growth through the distributor network, training and managing the distributor professionals to ensure achievement of Nestlé's sales, trade, share, distribution and retail headquarter/in-store excellence objectives. The role provides day‑to‑day direction and management of distributor activities to meet assigned objectives, including building and maintaining distributor relationships, managing distributor strategy and execution in local markets, and leading efforts during market optimization projects.

The position is accountable for achieving headquarter/store sales volume and trade for assigned retailers in a specific category or set of categories.

Location: This Manager Distributor Sales must be located in the Northeast region (Connecticut, Maine, Massachusetts, New Hampshire, Rhode Island, Vermont, New Jersey, New York, and Pennsylvania).

This position is not eligible for Visa Sponsorship.

Key Outputs / Deliverables Category Strategy:
Product / Brand Category Objectives (10%)

• Execute strategies and plans in line with business requirements (vs CAP).

Customer Strategy:
Forecast accuracy, sales performance targets, meeting sales goals, segmentation / resource allocation, improving customer service (30%)

• Achieve annual sales and trade targets through effective selling and negotiation.
• Continuous improvement on forecast accuracy.
• Establish and maintain proper resource allocation to ensure customer satisfaction.
• Lead distributor execution plans at retail headquarter / in store for assigned projects.
• Ensure continuity of service to our customers.

Win at Retail:
Improving execution (30%)

• Responsible for directing distributor through systematic distributor management process.
• Deliver cost as a percentage of sales target for assigned distributor plans.
• Responsible for being in‑market several days per week to conduct retail audits, distributor work‑withs and distribution drives.

Develop Valued Capabilities:
Improving selling capabilities and adding customer value through improved analytics and insights, and continuous improvement (15%)

• Achieve all Nestlé objectives for customer service through schematic distributor management process and distributor sales and contract negotiations.

Integrated Approach:
Cross‑functional communication, adoption of New Ways of Working with the HUB & Consumer Marketplace Intelligence (15%)

• Collaborate with Nat'l Account CAMs (all formats), CCSD, Channel Managers, DDMs, REM, FTM, Supply Chain, HUB, CDS, AA, RSR, Director, etc.

Qualifications

• Typically has a University Degree (BA/BS) or equivalent experience and minimum 7 years related work experience.
• Has a valid driver's license.
• Strong project management skills, including experience in system and market conversions.
• Proven capability to influence cross‑functionally through strong communication skills and collaboration.
• Travel 60%-75%, including weekend and evening corporate entertaining and trade shows.
• Candidate must be live near a large metro airport.

Critical Experiences

• 5+ years of progressive and diverse experience in a customer‑centric organization.
• Cross‑functional leadership experience within a nationally recognized CPG environment.
• Extensive experience and understanding of “in‑store” processes and environment.
• Experience running a business with revenue and cost accountability.

Pay and Benefits

The approximate pay range for this position is $130,000‑$165,000 base plus annual bonus. The pay range is a good faith estimate and may vary based on factors including background, skills, and geographic location. Nestlé offers performance‑based incentives and a competitive total rewards package, which includes a 401(k) with company match, healthcare coverage, and a broad range of other benefits.

Equal Employment Opportunity

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 Nestlé. 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…