The Nestlé Professional Solutions at Nestlé USA leverages its position as the world's largest food and beverage company to bring brands that you enjoy in your home, to other areas of your life such as the workplace, restaurants, hotels, and your neighborhood College or University. Our portfolio of products and solutions includes beloved brands such as Stouffer's, Coffee mate, Nescafé, and Starbucks. With our extensive networks and industry knowledge, we offer unparalleled support and guidance to foodservice operators, ensuring their success in a competitive market. We strive to contribute to a healthier future by providing the finest ingredients and operational knowledge to every @type of foodservice operation. The strength of our trusted brands is supported by a team of skilled professionals who are dedicated to deepening their industry experience. Our team of culinary experts and skilled product developers partner closely with foodservice professionals to generate creative, branded food and beverage solutions that address a wide variety of needs. Our employees thrive on opportunities to grow and develop within the food-service industry, ensuring that we are always at the forefront of industry trends and innovations.
This position is not eligible for Visa Sponsorship.
Position Summary
The Customer Account Manager (CAM) - Cash & Carry & Club is responsible for managing, growing, and retaining high-value, brand-accretive customer partnerships across the Cash & Carry and Club channels. This role leads customer strategy, drives profitable growth through innovation and pipeline execution, and serves as the primary point of contact for assigned national and regional accounts, Restaurant Depot, Smart & Final and Costco.
The CAM is accountable for delivering growth through disciplined pipeline management, joint business planning, customer-led innovation, and cross-functional collaboration , while ensuring excellence in execution across pricing, programs, contracts, brokers, and order management.
This is a remote position where residence near a major airport is required. Travel will be up to 50%.
Key Accountabilities & Responsibilities
Customer & Commercial Leadership
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
Growth, Pipeline & Innovation
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
Financial, Pricing & Program Management
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
Cross-Functional & Broker Leadership
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
Essential Activities
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
Critical Behaviors & Competencies
Manages effectively through ambiguity and complexity
Demonstrates agility, accountability, and bias for action
Exhibits strong executive presence and influence
Takes calculated commercial risks to unlock growth
Operates with an enterprise mindset , navigating cross-functional priorities
Owns personal development and continuous learning
Qualifications & Experience
Required
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
Preferred
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
LI-AA1
The approximate pay range for this position is $120,000 to $1600,000.00. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to knowledge, skills and abilities as well as geographic location.
Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefit packages may vary depending on the position. Learn more at About Us | Nestlé Careers (nestlejobs.com)
Nestle in the US Benefits.
It is our business imperative to remain a very inclusive workplace.
To our veterans and separated service members, you're at the forefront of our minds as we recruit top talent to join Nestlé. The skills you've gained while serving our country, such as flexibility, agility, and leadership, are much like the skills that will make you successful in this role. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestlé seeks such skilled and qualified individuals to share our mission where you'll join a cohort of others who have chosen to call Nestlé home.
The Nestlé Companies are equal employment opportunity employers. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by applicable law. Prior to the next step in the recruiting process, we welcome you to inform us confidentially if you may require any special accommodations in order to participate fully in our recruitment experience. Contact us at accommodations@nestle.com or please dial 711 and provide this number to the operator: 1-800-321-6467.
This position is not eligible for Visa Sponsorship.
Review our applicant privacy notice before applying at https://www.nestlejobs.com/privacy.
Job Requisition: 398948
