Nestle Waters North America Key Account Manager, HoReCa, San Francisco in San Francisco, California

As the nation s leading bottled water company, Nestl Waters North America is dedicated to providing customers with healthy hydration options. Alongside that, we re also committed to developing our people enabling them to make the most of the many elements that help them to succeed.

Nestl Waters consists of five business units: Corporate, Commercial, Supply Chain, Technical & Production and ReadyRefresh by Nestl . Whichever one of these areas you choose to join, you ll find yourself collaborating with a highly talented team on work that s challenging, engaging and incredibly rewarding. You ll be an essential element of our success: trusted, empowered and supported to make a lasting impact on the very future of our business. It s a chance to use your knowledge, skills and experience to shine brightly and achieve your ambitions all while delivering healthy hydration to millions of customers.

An essential element of our ongoing growth, the Commercial team at Nestl Waters is the perfect place for ambitious and aspiring individuals to achieve their dreams while building fulfilling careers. Roles on the Commercial team include sales and account professionals and all offer the chance to truly impact our business at our hundreds of Retail partners. Pair this with the support you need to work with confidence and triumph in everything you do and you have a winning combination. Join this part of Nestl Waters, and you ll be able to use your talent to have a direct and meaningful impact on our success as you deliver healthy hydration to millions of our customers. Not only that, but you ll discover your accomplishments are recognized with a range of outstanding benefits designed to help you prosper both at work and outside of work.

We are currently seeking a Key Account Manager - HoReCa (Hotels, Restaurants & Cafes) located in San Francisco, CA and reporting in to the Territory Sales Manager. First, this position aims to penetrate targeted restaurants & hotel establishments, in the Northern California market. Success is realized by building and leveraging effective relationships with both distributors and major final clients to maximize sales and premiumization by:

  • Strategically gaining new business prospects through cold calling activity in addition to maintaining existing market territory developing partnerships with strategic HoReCa customers

  • Offering training and product selling approach education for wait staff in our customer locations on how to present our products with their unique product features and benefits

  • Participating in programs and events to achieve our volume and margin objectives

  • Coaching and training distributor sales force on selling the NWNA portfolio.

Key responsibilities for this position include, but are not limited to:

  • Identify new customer and sales opportunities by prospecting, cold-calling, networking using local distributor s team and industry sources. Call on, sell and close prospective customers

  • Grow NWNA business at existing customers via SKU expansion and volume gains by performing wait staff training and developing when relevant strategic partnerships

  • Build strong relationship with distributor/wholesaler partners and manage the profitable sell-through of NWNA Retail products to assigned Premium Brand customers through distributor work-with, training, and networking

  • As appropriate, actively participate in special events where NWNA Premium Brands are represented

  • Develop Customer Growth Plans for assigned HoReCa customers through application of the ICP Strategies and Channel Guardrails

  • Manage and penetrate assigned customers at all levels and develop relationships that enable achievement of plans and objectives and represent all company functions in all interactions with customers. Responsibilities include effective and efficient coverage plans for all assigned customers including close coordination with Italian and French Business Units

  • Own responsibility for the customer Marginal Contribution and Net Net Sales growth and effectively manage to accomplish assigned financial objectives

  • Ensure all required information (customer plans, volume, forecasting, spending and execution details) is accurately entered into HYDRO on a timely basis for direct and indirect customers. Ensure customer contact information, authorized distribution lists and contracts are attached

  • Ensure promotional programs for assigned customers comply with approved trade fund spending levels and ensure compliance with Nestl financial standards

  • Prepare and deliver effective selling presentations that implement approved Customer Plans

  • Always strive to improve customer performance through effective negotiating skills throughout the year in all aspects of your customer s business

  • Leverage management tools to analyze data on a variety of critical business drivers. Review KPI reports on a monthly basis for each distributor to ensure accuracy and to analyze and leverage data on critical business drivers

  • Identify short and long term developmental opportunities throughout the year through the PDP process. Participate in opportunities through training, relationship building and experiences to highlight strengths and focus on opportunities

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

  • Other responsibilities and activities as requested


Key qualifications for this position include, but are not limited to:

  • Bachelor Degree preferred

  • 3+ years of professional sales experience and distributors management

  • 30%. Willing and able to travel within territory such as Napa, Monterey, as well as corporate related meetings

  • 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

  • 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

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

  • Training Skills - Ability to perform sales force training aimed to reinforce brand awareness and sales skills.

We offer competitive pay based on education, experience, and other qualifications. We offer comprehensive benefits including medical, prescription, dental, vision, flex, life, disability, EAP, 401(k) with match, profit sharing, tuition reimbursement, paid vacation, and more.

Nestl Waters North America is the nation s leading bottled water company. Our water brands include Poland Spring, Arrowhead, Ozarka, Deer Park, Zephyrhills and Ice Mountain, Nestl Pure Life, S. Pellegrino, Perrier and Acqua Panna. Our tea brands are Nestea, Tradewinds and Sweet Leaf. We re passionate about creating shared value for society in all kinds of ways: from providing careers and benefits to communities where we operate to environmental stewardship most notably responsible water management, lightweight packaging and advancing recycling in America. As a valuable part of our team, you ll receive a competitive total rewards package something that will provide you with the support you need to thrive both inside and outside of work. It s not just the work that you ll find fulfilling here though. As you build a career with us, you ll receive exactly the kind of benefits you d expect from a leading name in healthy hydration. The only question is, what elements will help you succeed at Nestl Waters?

The Nestle companies are equal opportunity and affirmative action employers and are looking for diversity in candidates for employment: Minority/Female/Disabled/Protected Veteran

Category: Sales, Nestle Waters, Management