Sales Strategy Manager Jobs in Virginia (NOW HIRING)

Foods you love. Brands you trust. And a career that empowers you to grow.
At Nestlé 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.
Joining Nestlé means becoming part of an inclusive workplace that inspires innovation, encourages strategic thinking and creativity, and celebrates your achievements. No matter where you work within the organization, you are empowered to challenge the status quo, embrace risk-taking, and pioneer new ideas. Our supportive and collaborative environment encourages bold ambitions and continuous learning so that everyone can grow and thrive.
This position is not eligible for Visa Sponsorship.
Nestlé USA's Coffee & Beverage Division is home to a dynamic portfolio of iconic brands including Starbucks, Coffee-Mate, Nescafé, Nesquik, Natural Bliss, and Seattle's Best Coffee. We are committed to delivering growth by elevating everyday moments for consumers while strengthening partnerships with our customers. Our organization thrives on collaboration, agility, and innovation to win in a fast-paced and evolving marketplace.
Position Summary
The eCommerce Strategy Manager, Emerging Channels and Capabilities, plays a critical role in shaping how the Coffee and Beverage Division grows and evolves across the digital commerce landscape. This role is responsible for building strategies, capabilities, and ways of working that strengthen digital shelf performance, improve conversion, support emerging channel expansion, and ensure the Division is prepared for the next wave of commerce across retailer platforms, social environments, fulfillment models, and AI-enabled shopping experiences.
While Agentic Commerce and AI readiness will be a significant early focus, the role is broader than AI alone. The Manager will serve as a strategic connector across Brand, Sales, Category Development, Supply Chain, Digital Shelf, Retail Media, IT, Data Governance, Analytics, Global, and CDG teams to translate evolving shopper behaviors, customer requirements, technology shifts, and commercial priorities into clear action plans. This individual will help the Division test, scale, and operationalize new capabilities that improve visibility, availability, content quality, assortment execution, and overall eCommerce performance.
Key Responsibilities
Lead Agentic Commerce Strategy

• Own the Division's multi-year roadmap and execution plan for Agentic Commerce, ensuring readiness across retailer AI assistants, agentic shopping experiences, and external AI discovery ecosystems.
• Partner with IT, Digital Enablement, and Regulatory teams to define the structured data, metadata, product attributes, and clarity signals required for AI-based recommender engines to interpret and elevate C&B products.
• Be accountable for Leadership-aligned AI visibility metrics-including visibility ranking, recommendation frequency, attribute accuracy, digital completeness, and AI-generated product representation-and translate performance gaps into strategic priorities.

• Partner with SRM, Category, and CDCE to ensure data, content, commercial inputs, and annual resourcing needs are aligned to the Division's Agentic Commerce strategy.
• Provide AI-informed commercial inputs for joint business planning, line reviews, and omni-category assessments.

Digital Shelf & Conversion Excellence

• Set the Division's standards for AI-ready digital shelf excellence, ensuring PDP content, taxonomy, navigation, variation structures, and product attributes improve both human conversion and machine readability.
• Partner with the eCommerce Enablement team to use Salsify, Syndigo, NIQ, and emerging AI visibility tools to diagnose performance gaps, prioritize interventions, and inform content, data, and technology needs.
• Connect content, paid search, retail media, reviews, availability, and external authority signals into a unified conversion strategy across the digital path to purchase.
• Translate digital shelf and AI visibility diagnostics into brand and customer action plans tied to visibility, share of voice, answer accuracy, recommendation rate, and conversion performance.

Capability & Channel Expansion

• Define the Division's capability expansion roadmap across Direct Fulfillment, Social Commerce, retail AI shopping assistants, next-generation routes-to-market, and eCommerce-specific pack and commercialization strategies.

• Evaluate and prioritize new platforms, AI shopping programs, personalization capabilities, and fulfillment innovations through business cases that assess size of prize, shopper behavior shifts, data requirements, operational complexity, and expected commercial impact.
• Determine where C&B should test, scale, or deprioritize emerging channels by assessing profitability, supply chain readiness, customer fit, technology requirements, investment needs, and planning implications.
• Capture learnings from pilots across retailer AI experiments, social commerce activation, agentic discovery, substitution logic, and new fulfillment models to inform future scaling decisions.

Cross-Functional Leadership & Integration

• Act as the strategic integrator across Brand, CD, Supply Chain, Sales, Digital Shelf, Retail Media, IT, Data Governance, and Analytics-translating agentic commerce priorities into aligned decisions, clear ownership, and coordinated execution.
• Lead education and capability building on Agentic Commerce so teams understand changes in the shopper journey, the actions they own, and how AI visibility insights should inform planning.
• Drive enterprise alignment on data governance, retailer requirements, and operating model implications to ensure the Division has the standards and processes needed to keep product data, content, and performance signals accurate and actionable.

• Provide Leadership with strategic readouts on AI visibility performance, competitive gaps, emerging risks, investment needs, and recommended interventions.
• Establish a closed-loop KPI system aligned to Leadership-level AI visibility priorities, enabling teams to identify gaps, assign owners, measure impact, and optimize beyond traditional operational metrics.

Business Optimization & Assortment Execution

• Serve as the Division's conduit for business optimization, translating agentic commerce capabilities, digital shelf insights, customer needs, and commercial priorities into clear execution plans.
• Operationalize new eCommerce and AI-enabled capabilities by defining the processes, tools, handoffs, and ways of working needed to move from strategy to scalable execution.
• Partner cross-functionally to support assortment execution needs, including item setup, pack architecture, content readiness, availability considerations, and retailer-specific commercialization inputs.
• Identify capability gaps and execution barriers, then create simple playbooks, routines, and recommendations that help teams activate new capabilities more independently.

Qualifications & Experience

• Bachelor's Degree required; advanced degree preferred.
• 5+ years in eCommerce, digital strategy, category leadership, or data-driven commercial roles preferred.
• AI-Fluency and familiarity with retailer agents and external AI tools (e.g., Rufus, Sparky, ChatGPT, Gemini, Copilot, Claude) is required.
• Experience with data modeling, metadata governance, digital shelf tools, and retail media preferred.
• Strong analytical skillset with the ability to convert complex data into simple strategic stories.
• Proven influence skills across cross-functional teams; ability to lead without authority.
• Comfortable navigating ambiguity and building net-new capabilities.

Success Profile

• Thinks several steps ahead; operates as a future architect, not a process executor.
• Highly curious and proactive in understanding emerging AI retail technologies.
• Translates ambiguity into structured frameworks and repeatable processes.
• Balances strategic vision with hands-on execution.
• Inspires cross-functional partners and elevates organizational digital maturity.

C&B
The approximate pay range for this position is $130,000 to $184,000. 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 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)
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: 411935
Foods you love. Brands you trust. And a career that empowers you to grow.
At Nestlé 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.
Joining Nestlé means becoming part of an inclusive workplace that inspires innovation, encourages strategic thinking and creativity, and celebrates your achievements. No matter where you work within the organization, you are empowered to challenge the status quo, embrace risk-taking, and pioneer new ideas. Our supportive and collaborative environment encourages bold ambitions and continuous learning so that everyone can grow and thrive.
This position is not eligible for Visa Sponsorship.
Nestlé USA's Coffee & Beverage Division is home to a dynamic portfolio of iconic brands including Starbucks, Coffee-Mate, Nescafé, Nesquik, Natural Bliss, and Seattle's Best Coffee. We are committed to delivering growth by elevating everyday moments for consumers while strengthening partnerships with our customers. Our organization thrives on collaboration, agility, and innovation to win in a fast-paced and evolving marketplace.
Position Summary
The eCommerce Strategy Manager, Emerging Channels and Capabilities, plays a critical role in shaping how the Coffee and Beverage Division grows and evolves across the digital commerce landscape. This role is responsible for building strategies, capabilities, and ways of working that strengthen digital shelf performance, improve conversion, support emerging channel expansion, and ensure the Division is prepared for the next wave of commerce across retailer platforms, social environments, fulfillment models, and AI-enabled shopping experiences.
While Agentic Commerce and AI readiness will be a significant early focus, the role is broader than AI alone. The Manager will serve as a strategic connector across Brand, Sales, Category Development, Supply Chain, Digital Shelf, Retail Media, IT, Data Governance, Analytics, Global, and CDG teams to translate evolving shopper behaviors, customer requirements, technology shifts, and commercial priorities into clear action plans. This individual will help the Division test, scale, and operationalize new capabilities that improve visibility, availability, content quality, assortment execution, and overall eCommerce performance.
Key Responsibilities
Lead Agentic Commerce Strategy

• Own the Division's multi-year roadmap and execution plan for Agentic Commerce, ensuring readiness across retailer AI assistants, agentic shopping experiences, and external AI discovery ecosystems.
• Partner with IT, Digital Enablement, and Regulatory teams to define the structured data, metadata, product attributes, and clarity signals required for AI-based recommender engines to interpret and elevate C&B products.
• Be accountable for Leadership-aligned AI visibility metrics-including visibility ranking, recommendation frequency, attribute accuracy, digital completeness, and AI-generated product representation-and translate performance gaps into strategic priorities.

• Partner with SRM, Category, and CDCE to ensure data, content, commercial inputs, and annual resourcing needs are aligned to the Division's Agentic Commerce strategy.
• Provide AI-informed commercial inputs for joint business planning, line reviews, and omni-category assessments.

Digital Shelf & Conve