Key Account Manager Premium Brands
Nestle Waters North America - Stamford, CT

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We are currently seeking a Key Account Manager On-Premise, Premium Brands New York metro market . The Key Customer Manager, Premium Brands penetrates targeted restaurants and hospitality establishments by building and leveraging effective relationships to maximize distribution. Train and educate Wait Staff. Participate in programs and events to achieve our volume and margin objectives.

Major responsibilities include :
Top 325 Customers : Build effective relationships and grow NWNA volume and SKUs in all Top 325 customers (250 IB, 75 P). Act as consultants on Premium Brands, both internally and externally, as well as gathering competitive information for effective planning and selling. Responsibilities include effective and efficient coverage plans for these assigned customers

New Business/Customers Opportunities : Identify new customer and sales opportunities by prospecting, cold-calling, networking using industry sources. Call on, sell and close prospective customers

Customer Development / Wait Staff Training: Grow NWNA business at existing customers via SKU expansion and volume gains by performing wait staff training and merchandising

Negotiation / Contracts (Where Feasible): Negotiate contractual agreements for exclusivity, placement, merchandising and promotion

Selling: Ensure best selling practices are followed through preparation and delivery of effective selling presentations that implement approved Customer Plans

Distributor/Wholesaler Relationships: Build relationships with distributor/wholesaler partners and manage the profitable sell-through of NWNA Retail products to assigned Premium Brand customers through distributor work-withs, training, and networking

Product Placement & Point of Purchase Materials : Enhance on-premise placement of NWNA products with point-of-purchase materials and / or equipment (as required)

Special Events: As appropriate, actively participate in special events where NWNA Premium Brands are represented

Performance Tracking / Reporting : Use the SAM Tool to report on the Top 325Accounts for business objectives, sales results, market conditions, opportunities, execution plans and other Key Performance Indicators (KPIs)

Trade Funds : Ensure promotional programs for assigned customers comply with approved trade fund spending levels and ensure compliance with Nestlé financial standards

HYDRO: Ensure proper, timely information is in HYDRO including volume and spending, forecasting and execution as well as updated customer contact information

Training and Development : Identify short and long term developmental opportunities throughout the year through the PE/PDG process. Participate in opportunities through training, relationship building and experiences to highlight strengths and focus on opportunities

Budgets : Manage budgets (P Card, T&E, PFME, NPTE)

Other responsibilities and activities as requested

Key Competencies and Experience:
Headquarters Management – Management of customer headquarter accounts and setting up and executing programs

Customer Planning – Development of customer plans for headquarters accounts

Trade Funds – Management of trade fund and activities and budgets in HYDRO that will impact volume

Forecasting – Forecasting of volume (direct or indirect) on a monthly and annual basis in HYDRO and reconciliation of actual results versus forecast

Customer Contribution – Management of customer contribution and ability to impact contribution drivers

Product Portfolio – Management and selling of a portfolio of multiple brands / SKUs

Channel Experience – Experience selling within a specific channel with knowledge of channel dynamics

Required Skills

Relationship Building – Skills at building and maintaining cross-functional relationships internally and customer relationships externally

Presentation Building Skills – Development of presentation documents drawing from all available sources

Presenting Skills – Delivery of presentations in one-on-one or group situations to deliver a specific message and obtain a pre-planned result

Negotiating Skills – The ability to achieve pre-planned results in a meeting or discussion by negotiating for those results with an individual or group

Bachelors Degree Preferred

1 yrs of professional Sales experience

This is a tremendous opportunity! We offer a competitive salary based on education, experience, and other qualifications. This position is eligible for bonus. Nestle Waters North America offers comprehensive benefits including medical, prescription, dental, vision, flex, life, disability, EAP, 401(k) with match, profit sharing, tuition reimbursement, paid vacation, and more!

Nestle Waters North America (NWNA) is the largest bottled water company in the United States, distributing 7 of the top 10 brands in North America. We have the #1 national brand, Nestle Pure Life and many of the nation's strongest regional brands, including Poland Spring, Arrowhead, Ozarka, Deer Park, Zephyrhills and Ice Mountain.

Revenue. Volume. Margin. Share. Scale. These are the foundations for everything we do in the NWNA Retail Sales Organization. Whether selling our bottled water portfolio to a local convenience store, a regional supermarket chain, or a national mass merchandiser, we are relentless in our daily mission of building productive and mutually profitable relationships with our customers. Decision-making in Retail Sales is guided by processes that demand our rigorous analysis of our customers, consumers, and industry. Success is driven by our people's passion and capacity to execute.

Equal Opportunity Employer