Customer Development Manager (Costco) Job Details | Nestle Operational Services Worldwide SA

Nestlé is a leader in nutrition, science, and wellness, seeking a Customer Development Manager to oversee sales activities for the Costco business. This role involves building strategic relationships, managing customer interactions, and executing brand growth strategies to drive sales performance.

Responsibilities:

• Develop strategic and winning relationships throughout Internal organization and Costco for both inline and .com success
• Particular focus will be retailer specific wins (i.e., displays, distribution gains, ACV enhancement, etc.)
• Establish strong working relationships with all internal teams including Customer Strategy, Finance, Customer Service, shopper and digital teams
• Detailed understanding of the Customers go-to-market model including Category Management strategy, E – commerce strategy and translate to the interna organization
• Deliver target Budget plan and new product distribution goals
• Execute our brand and category growth strategy that aligns with the customer
• Identify new opportunities for growth while mapping out plans and strategy for existing distribution; develop and implement strategic written sales plans in accordance with corporate goals
• Build and manage relationships with Costco Buyers, Assistant Buyers, and regional buying teams to drive assortment decisions and long-term growth
• Foster and grow existing and new relationships within account, gaining a deep understanding of current and potential future needs of our customers
• Educate our business partners on our products, retail goals, and measurement of success
• Build customer presentations that demonstrate innovation, shelf positioning, promotions, communicate pricing, etc
• Manage daily business in partnership with customers, including: UPC product/item setup, maintenance, logistics and inventory management
• Sell-in new products and all promotions
• Responsible for working with agencies to input Trade Investment Management (Osprey): system input, trade fund management, direct sales forecasting and projection activities for the company
• Strong Trade management/budget processing and an efficiency that focus on a strong ROI
• Partner cross-functionally to support Costco depot distribution model, including forecasting, inventory flow, and replenishment planning
• Monthly reporting, sales analytics and insights; understand go-to-market strategy and how to maximize sales efficiency
• Continuously evaluate SKU productivity and recommend pack, pricing, or promotional adjustments to improve velocity
• Perform other duties as required
• P&L management within respective account coverage

Requirements:

• Sales experience in the Grocery, Drug and/or Mass retail channel(s) is required
• Understanding of Costco and the Club channel required
• Prior experience using syndicated data to determine customer needs and establish the most effective pricing and promotional activities that will increase sales and market share for the company and its customers
• Knowledge regarding Project Management, and experience with setting up and managing projects in a complex, fast-moving environment
• Knowledge regarding relationship management, experience and mindset to work with partners in building initiatives that deliver on goals
• Strong cross functional relationships with assigned accounts
• Proficient in MS Office Suite (Word, Excel, Power Point, etc.)
• Ability to manage multiple priorities and multiple brands/categories
• High level of organizational skills, good written and oral communication skills
• Ability to work independently and meet deadlines
• Must be able to multi-task and follow-up when responses are needed
• Deep understanding of the assigned Customer and how to develop demand creation plans
• The ability to utilize creativity and push beyond the obvious, comfortable going into 'unchartered' territory in setting out recommendations and goals
• Problem solver with a solutions oriented mindset
• Must be a dynamic leader who can push past obstacles and overcome objections
• Understand the value of listening to customers, gaining insights and moving objectives forward
• Must be an articulate communicator who can quickly synthesize data
• P&L management and strong financial acumen
• Bachelor's degree in business or related field preferred
• 5+ years' experience preferred; minimum 2 years Managing Large Customers desired
• Experience in consumer goods and Vitamins and supplements is highly preferred