Senior Director (Distribution)

The Nestlé Professional Solutions at Nestlé USA leverages its position as the worlds largest food and beverage company to bring brands that you enjoy in your home, to other areas of your life such as the workplace, restaurants, hotels, and your neighborhood College or University. Our portfolio of products and solutions includes beloved brands such as Stouffers, Coffee mate, Nescafé, and Starbucks. With our extensive networks and industry knowledge, we offer unparalleled support and guidance to foodservice operators, ensuring their success in a competitive market. We strive to contribute to a healthier future by providing the finest ingredients and operational knowledge to every type of foodservice operation. The strength of our trusted brands is supported by a team of skilled professionals who are dedicated to deepening their industry experience. Our team of culinary experts and skilled product developers partner closely with foodservice professionals to generate creative, branded food and beverage solutions that address a wide variety of needs. Our employees thrive on opportunities to grow and develop within the food-service industry, ensuring that we are always at the forefront of industry trends and innovations.

This position is not eligible for Visa Sponsorship.

The Senior Director of Distribution leads our team at Nestlé Professional Solutions (NPS) to deliver annual sales objectives and sales plans. With distribution accounting for over 80% of our sales volume, including our significant partnership with Sysco, this role is critical to the success of NPS, a newly created division of Nestlé. Reporting to the VP of Sales, you will have the opportunity to establish the strategic direction for the development of customer and distributor sales strategies in line with business requirements. Your success will be measured by your ability to develop winning strategies, drive profitable revenue growth, lead category development, excel in customer management, and demonstrate excellence in selling and negotiating.

As the Senior Director of Distribution, you will lead a team of senior managers (five direct reports and four indirect reports) and work closely with the Non-Commercial National Account Senior Director, as they are the two biggest engines of our sales volume. This partnership is crucial to our success and offers a unique opportunity for career-building work.

NPS, created just last year by combining SL and Nestle Professional out-of-home businesses, is at the forefront of innovation in the industry. This incredible role requires a leader who is highly strategic, thinks outside the box, and can delve into existing partnerships and business models to define innovative approaches that will have a significant impact on the business. As the Senior Director of Distribution, you will be responsible for establishing the strategic direction for the development of customer and distributor sales strategies in line with business requirements.

The Sr Director, Distribution will:

Develop and own strategic plan for key distributor partners (Sysco, USFS, Vistar, DOT)

Communicate key priorities and strategy for Distribution sales organization

Ensure achievement of sales targets/KPIs for Distribution sales

Challenge the Distribution team to ensure the route-to-market strategy is meeting the evolving needs of the business

Drive & ensure effective collaboration with Commercial Development, Marketing, Supply Chain, Finance, etc. to drive overall objectives

Build and elevate business relationships with key Distribution Customers to drive strategic alignment and business growth

Lead and manage distribution sales team

Develop distribution sales plan aligned with commercial plan

Continuously improve distribution sales plan through performance reviews

Deliver distributor plan and close gaps for profitable growth

Manage Top to Top relationships with distributors

Collaborate on joint business planning with distributors

Optimize promotion plans based on evaluation and trade investment

Drive improvement in executing commercial propositions

Understand and communicate shopper insights specific to distributors channels

Understand distributor operating model and link with strategies

Facilitate channel understanding within Field sales team

Proactively share competitive insights by channel

Create customer plan and prioritize commercial initiatives

Identify and mitigate business continuity risks

Experience Required:

15 years in Sales leadership managing & leading teams, 8 years in Distribution sales

Previous experience and existing relationships with key distribution partners is a plus.

Successfully delivered on KPIs, especially top and bottom-line business results Has multi-category experience Has coordination experience in foodservice and/or selling environment.

Advanced knowledge of the interrelationship of key functions and their key initiatives- Sales, CD, Marketing, Finance, HR, Supply Chain, Technical and Globe & IS/IT

Knowledge of Customer Best Practice, Market Intelligence, Category/Channel/ Shopper trends, and shopper Insight into actionable ideas knowledge of trade and distribution

Advanced digital literacy and knowledge (current trends, ability to adjust and uplevel tool usage to drive efficiency)

The approximate pay range for this position is $200,000 to $250,000. 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 | Making an Impact | Nestle Careers (nestlejobs.com) .

Requisition ID: 321749

It is our business imperative to remain a very inclusive workplace.

To our veterans and separated service members, youre at the forefront of our minds as we recruit top talent to join Nestlé. The skills youve 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.

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This position is not eligible for Visa Sponsorship.

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