Sales - Retail
Revenue. Volume. Margin. Share. Scale. These are the foundations for everything we do in the NWNA Retail Sales Organization. Whether selling our bottled water portfolio to a local convenience store, a regional supermarket chain, or a national mass merchandiser, we are relentless in our daily mission of building productive and mutually profitable relationships with our customers. Decision-making in Retail Sales is guided by processes that demand our rigorous analysis of our customers, consumers, and industry. Success is driven by our people's passion and capacity to execute on our sales, service, and financial commitments. Below is a snapshot of a few of our key opportunities.
Retail Sales Representative
Retail Sales Representatives call on and sell to assigned retail stores to ensure store level conditions meet or exceed standards. This includes shelf conditions, distribution, display support, rack/cooler management, retail pricing and secondary product location. They must be able to analyze sales, profit margin, and market share data to determine issues and opportunities at the retail level.
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Retail Unit Leader
Retail Unit Leaders (RULs) manage, educate, and train a team of Retail Sales Representatives on a day-to-day basis. In some instances, they even have responsibility for some key accounts and various Retail District Manager contacts. RULs must have a thorough and detailed knowledge of retail sales at the retail outlet level in order to determine short- and long-term opportunities and issues. RULs must effectively prioritize and understand cross-channel objectives and communicate them throughout their RSR teams. RULs accomplish agreed-upon objectives by leading, training, educating, and building a positive team environment within their market team.
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Territory Account Manager
Territory Account Managers sell Nestlé Waters North America’s products and programs to high-volume target accounts in Foodservice, Convenience Store, and/or Independent Supermarket chain accounts. They develop and maintain business in existing accounts and acquire new accounts throughout an assigned geography. Territory Account Managers identify sales opportunities by prospecting, cold-calling, networking, and/or fact-finding. They create and present promotional, placement and new item programs and communicate product and category information to decision makers in key accounts. They negotiate contractual agreements for placement, merchandising, promotion and/or equipment at accounts.
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Key Account Manager
Key Account Managers develop and manage their designated region assignment to achieve assigned sales and profit goals for the various marketplace channels in which we do business. They develop and implement a Customer Sales Plan consistent with national and geographic strategies and tactics aimed at driving increased volume and distribution of our entire portfolio of brands in all units in all their accounts.
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Customer Development Manager
Customer Development Managers manage the “Field Management” (Supervisor, District Manager, Region Director, Division Manager) level for Supermarket, C-Store and Foodservice customers. They focus primarily on retail market conditions on assigned accounts. Customer Development Managers develop sales strategies, tactics and presentations for targeted field managers and for other market sales people to ensure volume, shelving and merchandising goals are achieved at the retail level.
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Regional Account Manager
Regional Account Managers develop and manage the designated region assignment to achieve assigned sales and profit goals. They ensure alignment and execution of region marketing plans and sales objectives; and they penetrate key region customers. They do this by leading and supporting the organizational development of direct reports (usually Territory Account Managerss, Key Account Managers, and other Market Development roles), other internal resources, as well as that of their business partners. Regional Account Managers ensure that Nestlé Waters North America attracts, retains, and develops organizational capacity and capability to deliver on assigned goals. Regional Account Managers have sales leadership responsibility for large geographies, and for customers that tend to be large, not only in terms of size, but also in quantity and geographic dispersion.
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National Account Manager
National Account Managers develop strategies, tactics, and objectives at each Region level that are consistent with the customers’ National Agreement and Nestlé Waters North America’s corporate strategy. They interface with Nestlé Waters North America and customer supply chain and transport personnel to identify best service methods for customer and best-cost methods internally. They build, manage and enhance Region Buyer. National Account Managers are the "Go To" resource for the customer in managing the bottled water category. They understand, and articulate to sales leaders and key decision-makers, how Region level decisions affect customers at the National level on both a strategic and financial basis. National Account Managers are known for continually improving forecasting methods and results.
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Senior National Account Manager
Senior National Account Managers tend to have more than a decade of experience in sales and marketing, which enables them to sell to and partner with major national customers. They have a proven track record of consistently growing accounts business. By leading effective sales planning, sales forecasting and budgeting, they make smart business decisions based on profit and loss. Senior National Account Managers have intimate knowledge of supply chain, both internal and the customers’. They set sales and distribution objectives in line with company's strategic plan and are responsible for implementing these plans. In addition, they partner and develop opportunities with all levels and areas of the customer (Sales, Supply Chain, Marketing, Foodservice, etc.).
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Frank
Relief Route Sales Representative