Category Accounts Manager at Nestle

A day in the life of a Category Accounts Manager

Customer Planning & Management:

• Develops an understanding of the customer and distributors (organization, strategy, business plans, cost structures, KPIs and key personnel).
• Develop & Execute annual plans to achieve business, Route to market and customer / distributor objectives by developing clear objectives and tactics that are aligned to the integrated commercial plan (ICP). Aligns the customer and Route to Market plan with relevant stakeholders internally and obtains needed functional support for executing it.
• Work cross functionally to identify, prioritize and develop commercial initiatives that meet the needs of the consumer, shopper, customer and Nestle. Ensure plans are informed through an understanding of Shopper, Channel & Customer strategy.
• Sets clear selling goals using SMART objectives for the selling agenda of any topic (e.g. Route to market, category growth projects, pricing, promotion, placing initiatives, new product launches and in-store communication).
• With guidance from Customer Business Manager, partner Joint Business planning with customers and distributors to develop and establish mutually agreed business objectives and plans with shared responsibility and lead the execution thereof.

Drive Sustainable Profitable growth:

• Understands and uses the different sales and profit levers (e.g. product mix, pricing, promotional strategy, customer mix and differentiation) to drive sustainable profitable growth for both Nestlé and the customer.
• Understands the impact of trade spend investments on sales and profitability and optimizes them utilizing simulation scenarios and ROI analysis (e.g. Pre-Post promo evaluation).

Ensure compliance to Pricing strategies:

• Ensure effective planning & management of trade spend to limit impacts on dispute management
• Manage Customer bad goods, overdue and daily sales outstanding
• Effectively negotiate trade activities that promotes sustainable agreements through the various sales and profit levers (product mix, space, customer mix and differentiation) 
• Ensure effective planning & management of trade spend to limit impacts on dispute management
• Understand and manage the total value chain to create competitive gaps, and to eliminate waste and drive sustainable profitable growth for both Nestle and the customer.
• Understands all the facts available before entering into negotiations and questions and listens effectively to develop a comprehensive understanding of the other party’s position.          

Drive Excellence in Execution:

• Ensure alignment with Commercial Development Team, Distributor teams & Field Sales on the Execution of Annual customer plans
• Create and effectively communicate actions for execution by defining clear ownership and deadlines for all involved - Picture of success and regular updates on the same
• Ensure there are clear evaluation and follow-up plans before entering into execution"                

Compliance:

• Adhere to all Company principles and policies including Nestlé trade policy, local Sales policy, local Trade Teams, Safety and legal regulations.  
• Ensure compliance to pricing strategies
• All the employees will strictly abide by the WHO and Local Code in the execution of their job in its letter and spirit.  Employees are prohibited from making any direct contact with pregnant women and mothers of infants and young children in their business capacity."    

What will make you successful

• Commercial Degree or equivalent 
•  At least minimum 2 years in Field Sales, Account Management, Business Development.
• Experience in Sales or Marketing
• FMCG and/or Wholesale experience (in channel and category development), Key Account Management, Commercial Development, Sales Operations and Marketing. 
• Demonstrated success in previous roles.
• Demonstrated ability to successfully lead projects.
• Demonstrated successful use of risk management, analyses, responsible sourcing, and supplier relation management.
• Negotiate successfully in cross-functional and cross-market teams