Customer Account Manager (Cash & Carry & Club) REMOTE

Nestlé is the world's largest food and beverage company, and they are seeking a Customer Account Manager to manage and grow high-value partnerships across the Cash & Carry and Club channels. This role involves leading customer strategy, driving profitable growth, and serving as the primary contact for national and regional accounts.

Responsibilities:

• Establishes and cultivates executive‑level relationships with decision makers across assigned Cash & Carry and Club customers
• Leads strategic customer planning, including joint business plans, growth strategies, and long‑range opportunities
• Develops a deep understanding of customer structures, decision criteria, and go‑to‑market models to drive influence and results
• Acts as the voice of the customer internally, translating insights into actionable strategies
• Owns and manages a Salesforce pipeline ≥4x annual growth target, prioritizing Top X opportunities
• Delivers new business wins documented as “Won” in Salesforce
• Drives innovation sales versus target, including category expansion, line extensions, and new product launches
• Identifies and leads execution of RFPs and strategic opportunities at top customers
• Builds customer proposals grounded in consumer insights, category analytics, and customer needs
• Oversees contract management, pricing adjustments, and program development in partnership with RGM and Finance
• Ensures timely execution of pricing actions across all assigned customers
• Supports Business Unit growth expectations through disciplined opportunity conversion
• Manages customer forecasting, promotional planning, and performance tracking
• Leads and measures broker performance and KPIs, ensuring alignment to customer priorities
• Collaborates cross‑functionally with Commercial Development, Brand, RGM, Supply Chain, Finance, and the Business Solution Center (BSC)
• Oversees order management in partnership with BSC to ensure service excellence
• Educates and aligns internal teams to unlock end‑to‑end portfolio expansion
• Conducts regular 1:1 pipeline and performance reviews with manager
• Leads customer strategy reviews, gap analyses, and innovation presentations
• Travels to customer headquarters and field operations; conducts virtual calls as required
• Maintains Salesforce opportunity hygiene, risk management, and forecasting accuracy
• Attends internal stakeholder and planning meetings across commercial and supply chain teams
• Executes customer‑specific initiatives such as seasonal programs and pre‑books

Requirements:

• 10+ years of progressive sales experience within foodservice, retail, or adjacent channels
• Proven experience managing national or regional customer accounts
• Strong understanding of pricing, contracts, forecasting, and pipeline management
• Demonstrated ability to influence cross-functionally and externally at senior levels
• Proficiency in CRM tools (Salesforce preferred)
• Strong analytical, presentation, and communication skills
• Experience within Cash & Carry, Club, Club/Deli, or Foodservice at Retail channels
• Understanding of category management and consumer-led innovation
• Experience working cross-functionally with supply chain, operations, or demand planning teams
• Understanding of how supply chain considerations impact customer programs, innovation launches, and ongoing account execution
• Bachelor's degree required; advanced degree a plus