Distributor Development Manager Jobs in Washington

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At Nestle USA, we're all working towards the same goal - to delight and deliver for our consumers. With a rich portfolio of beloved brands, including DiGiorno, Toll House, and Coffee mate, in 97% of U.S. households, we have a unique opportunity - and responsibility - to be there for every moment in our consumers' lives.

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This position is not eligible for Visa Sponsorship.

Nestle Coffee and Beverage Division is on a mission to elevate how our consumers experience our products. We elevate everyday moments with each sip. With brands like Starbucks, Coffee-Mate, Nescafe, Nesquik, Natural Bliss, Seattle's Best Coffee and Blue Bottle, our diverse product portfolio is brimming with rich and fulfilling opportunities for motivated individuals.

Job Summary and Mission

We are looking for a Commercial Development Manager to serve as the dedicated Small Format commercial lead for the Ready-to-Drink Business Unit. This role owns the connection between RTD business strategy and execution across a complex distributor-led route to market, with accountability for customer planning, assortment, innovation readiness, promotional strategy, trade investment, forecast quality and risk escalation. The CDM will act as the commercial control point across the Business Unit, Field Sales, Finance, Marketing, Demand Planning and distributor partners to protect and grow a material Small Format RTD business, improve planning discipline and ensure commercial decisions are managed through a customer, channel and financial lens.

Summary of Key Responsibilities:

• Serve as the dedicated Commercial Development owner for the RTD Small Format channel, including Drug, Convenience and distributor-led partners as applicable.
• Translate RTD brand and BU strategies into executable Small Format customer, channel and distributor plans that build brand equity, grow market share and deliver financial objectives.
• Develop and deploy clear communication, selling stories and cohesive business plans for Field Sales, distributor partners and cross-functional stakeholders.
• Establish a strong customer-focused approach that brings Small Format requirements into Go-To-Market plans across DSD and wholesaler routes to market.
• Leverage customer, category, shopper and distributor insights to identify growth opportunities and provide direct input into volume, trade, margin and P&L decisions.

• Lead annual, monthly and in-month business planning for RTD Small Format, including performance management, risks, opportunities and recovery actions.
• Own the commercial linkage across assortment, pricing, promotion, trade investment, innovation readiness, forecast accuracy and customer execution.
• Partner with Field Sales and distributor teams to identify execution gaps, prioritize corrective actions and improve follow-through against customer and channel plans.
• Provide Small Format expertise to the BU by translating distributor priorities, selling system dynamics and customer decisions into financial implications.
• Serve as the key liaison to Field Sales and Finance for incremental funding, trade deployment and commercial spend management.
• Use TPM/TPO and related planning tools to support scenario planning, optimize sales and trade plans and evaluate post-promotional effectiveness.
• Partner with Finance and Demand Planning to improve forecast discipline, understand volume drivers and manage the P&L implications of customer and channel decisions.
• Lead monthly Small Format business reviews, including strategy objectives, deploy rates, trade efficiency, customer actions and risk escalation.
• Serve as the Commercial lead for Small Format innovation launches and support customer, channel and distributor readiness through the I2L process.
• Act as the RTD Small Format authority for Division brand teams, Field Sales, Finance, Demand Planning and leadership stakeholders.
• Develop and deploy Commercial Action Plans that align brand objectives, growth drivers, category strategies, activation tactics, trade strategy and shopper insights.
• Build Small Format channel and customer strategies based on approved category, customer and channel plans.

• Understand and strategically optimize Small Format class of trade and Direct Store Delivery partnerships to drive sustainable, profitable growth for Nesquik RTD and the broader RTD portfolio.

Qualifications and Skills

• Experience managing distributor-led, DSD, Small Format, Convenience, Drug or Wholesaler channels required.
• Minimum 4 years of experience in Sales, Commercial Development, Category Management, Customer Planning or Marketing preferred.
• Bachelor's degree required; equivalent experience may be considered in lieu of degree.
• Strong understanding of customer planning, trade strategy, promotional effectiveness, pricing, assortment and commercial execution.
• Ability to connect customer and distributor decisions to volume, trade spend, margin, forecast and P&L outcomes.
• Strong cross-functional leadership skills with the ability to influence across Sales, Marketing, Finance, Demand Planning, Supply Chain and external partners.
• Proven ability to diagnose business performance gaps, develop corrective action plans and drive accountability across stakeholders.
• Knowledge of Strategic and Integrated Commercial Planning processes, including customer planning, financial reporting and route-to-market execution.
• Experience using tools and data sources such as Nielsen, VIP, BW, TPM/TPO, Source, customer POS, shipment data or other commercial planning systems preferred.
• Ability to build clear, compelling customer and channel selling stories for Field Sales and retailer or distributor sell-in.

The approximate target compensation range for this role is $135,000-$173,000. 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 background, knowledge, skills, and abilities as well as geographic location of the position.

Nestle 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 Nestle Benefits | Nestle Careers 

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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 Nestle. 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. Nestle seeks such skilled and qualified individuals to share our mission where you'll join a cohort of others who have chosen to call Nestle home.
 

The Nestle 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. 

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Job Requisition: 410001