Manager, Distributor Management - NWPB

Foods you love. Brands you trust. And a career that empowers you to grow.
At Nestlé USA, we’re all working towards the same goal – to delight and deliver for our consumers. With a rich portfolio of beloved brands, including DiGiorno, Toll House, and Coffee mate, in 97% of U.S. households, we have a unique opportunity – and responsibility – to be there for every moment in our consumers’ lives.

Joining Nestlé means becoming part of an inclusive workplace that inspires innovation, encourages strategic thinking and creativity, and celebrates your achievements. No matter where you work within the organization, you are empowered to challenge the status quo, embrace risk-taking, and pioneer new ideas. Our supportive and collaborative environment encourages bold ambitions and continuous learning so that everyone can grow and thrive.

Main

Purpose of the Job

The Manager, Distributor Management position for Nestlé Waters and Premium Beverage is responsible for leading distributor growth through the distributor network. Specifically, by leading, managing, and training distributor professionals on their team to ensure achievement of Nestlé’s sales, trade, share, distribution and retail headquarter/in-store excellence objectives.

This position is responsible for day-to-day direction and management of the distributor to meet assigned objectives, including building and maintaining distributor relationships, managing distributor strategy and execution in local markets, retail headquarters/in-store expectations, and leading efforts during market optimization projects. They lead distributor execution plans for assigned projects to ensure continuity of service to our customers and are accountable for achievement of headquarter/store sales volume and trade for assigned retailers in specific categories.

Location

Remote with travel up to 50-60%

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 headquarters / 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 National Account CAMs (all formats), CCSD, Channel Managers, DDMs, REM, FTM, Supply Chain, HUB, CDS, AA, RSR, Director, etc.

Qualifications

• Bachelor’s degree preferred, or equivalent experience (7 years of relevant 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

Critical Experiences

• 3+ 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
• Demonstrated ability to collect, analyze, and interpret complex datasets to identify trends, patterns, and…