Manager Customer Account Hospitality

About Nestlé Professional

Nestlé Professional is dedicated to offering the finest ingredients, operational knowledge, and unwavering support to foodservice operations throughout the US. Our team of culinary experts and skilled product developers collaborates closely with foodservice professionals to create innovative, branded food and beverage solutions tailored to diverse needs. As a business serving other businesses, we prioritize speed, service, and precision to deliver delicious ideas for our clients, both small and large. Satisfy your appetite for an exciting career at Nestlé Professional.

This position is not eligible for Visa Sponsorship.

The strength of our trusted brands is built upon a team of skilled professionals committed to deepening their industry experience. Our culinary experts and product developers partner closely with foodservice professionals to generate creative, branded food and beverage solutions addressing a wide variety of needs. Our employees thrive on opportunities for growth and development within the food-service industry, ensuring we remain at the forefront of industry trends and innovations.

This remote role primarily focuses on effectively managing, retaining, and driving growth within existing and new corporate business partner relationships. Leveraging Nestlé Out of Home’s robust portfolio of brands, we seek an experienced and accomplished executive sales manager to establish, manage, grow, and retain high-value, brand-accretive, mutually beneficial partnerships across various customer channels in Hospitality.

As the primary relationship owner for these hospitality accounts, you will oversee contract management, program development, and expansion initiatives. Collaboration with field sales teams and engagement with all business and support functions within the out of home division (Nestlé Professional Solutions) will be essential for seamless execution and success in this Manager Customer Account Hospitality role.

Summary of Core Responsibilities & Qualifications

Strategic Partnership Leadership

• Establish and cultivate executive-level relationships with decision-makers in assigned hospitality accounts.
• Build effective proposals based on customer needs, consumer insights, and customer decision criteria, utilizing a storytelling approach.
• Create and execute strategic joint business planning and reporting for both business partners and internal stakeholders.
• Source and analyze insights and analytics to drive business decisions.
• Acquire in-depth knowledge and expertise in customer channels to become a trusted subject matter expert.

Deal Making

• Generate, manage, and execute complex and high-impact partnership contracts and programs with both existing and potential new business partners.
• Conduct thorough cost-benefit analyses of high-value partnerships to assess their potential value.
• Demonstrate strong executive presence and maturity.
• Lead negotiation and execution of complex, high-value contracts and national programs.

Cross-Functional Collaboration & Program Management

• Lead teams and work across marketing, category, digital, finance, and field sales to analyze business performance and shape initiatives that can be successfully implemented across the system.
• Direct new program implementation and national account rollouts, ensuring alignment with enterprise priorities and objectives.
• Act as a representative for both the customer and the company when engaging with internal and external key stakeholders.

Summary of Requirements: Ideal Candidate Will Have

• 4-year Bachelor’s degree.
• Direct B2B sales experience at Fortune 500 companies, premium/luxury brands, food & beverage (8+ years).
• National program management (3+ years), preferably in the hospitality industry.
• Complex contract negotiations (3+ years), preferably in the hospitality industry.
• Foundational financial acumen.
• Functional knowledge of marketing, operations, finance, and competitive strategy.
• Ability to adapt strategies, plans, and thrive in ambiguous environments.
• Functional knowledge of Request for Proposal (RFP) processes and proposal submissions.
• Skilled at simplifying complicated material to communicate in a concise and effective way.

Key skills/competency

• Strategic Partnership Leadership
• Complex Contract Negotiation
• National Program Management
• B2B Sales (Fortune 500)
• Financial Acumen
• Cross-Functional Collaboration
• Customer Insights Analysis
• Proposal Development (storytelling)
• Hospitality Industry Expertise
• Executive Relationship Management