Job description

The Nestlé Professional Solutions at Nestlé USA leverages its position as the world's 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 Stouffer's, 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. Position Summary The Customer Account Manager (CAM) – Foodservice at Retail, West is responsible for delivering profitable growth by leading national and regional customer relationships across Convenience Store, Grocery Deli, and Commissary/Bakery customers within the Western United States. This role owns end-to-end commercial leadership for assigned national accounts and is accountable for growth through pipeline development, customer-led innovation, joint business planning, and disciplined execution . National accounts include, but are not limited to Oxxo, Maverik, AM/PM, Raley’s, and Safeway/Albertsons . The CAM serves as the primary point of contact for these customers, partnering cross-functionally to unlock menu innovation, back-of-house solutions, and differentiated foodservice offerings that drive customer traffic and margin accretion. This is a remote-based position where the ideal candidate will be located on the West Coast and be nearby a major airport. This role will require up to ~50% travel based on business needs. Key Accountabilities & Responsibilities Customer & Commercial Leadership • Owns executive-level relationships with decision-makers across assigned national and regional FS@R customers • Leads customer strategy development, including Joint Business Plans (JBPs), annual growth plans, and long-range opportunity pipelines • Acts as the voice of the customer , translating insights into actionable category, brand, and innovation strategies • Deeply understands customer operating models across deli, bakery, commissary, and foodservice formats Growth, Pipeline & Innovation • Owns and manages a robust Salesforce pipeline (≥4x annual growth target) across Core, Innovation, and Custom solutions • Delivers documented new business wins and innovation launches across hot foods, prepared meals, bakery, and beverage platforms • Partners with Brand, Commercial Development, and Culinary teams to bring customer-ready, scalable solutions to market • Leads RFPs, rollouts, tests, and regional-to-national expansion opportunities Financial, Pricing & Program Management • Leads pricing strategy, contract negotiations, and program development in partnership with RGM and Finance • Ensures timely and disciplined execution of pricing actions, promotional programs, and customer funding • Owns forecasting accuracy, customer performance tracking, and gap-to-plan mitigation Cross-Functional & Broker Leadership • Leads broker execution across assigned customers and geographies, ensuring alignment to customer priorities and KPIs • Collaborates cross-functionally with Brand, RGM, Supply Chain, Deployment, Finance, and the Business Solution Center (BSC) to ensure flawless execution • Oversees order-to-cash performance and service level excellence Essential Activities • Conducts regular pipeline, forecasting, and performance reviews with leadership • Leads customer innovation presentations, line reviews, and growth strategy updates • Travels to customer headquarters and field operations; conducts virtual engagements as required • Maintains Salesforce opportunity hygiene, risk assessment, and forecasting accuracy • Executes customer-specific initiatives including seasonal programs, menu conversions, and regional launches Critical Behaviors & Competencies • Strategic thinker with a growth and ownership mindset • Demonstrates strong executive presence and influencing skills • Manages complexity and ambiguity with agility and bias for action • Operates with an enterprise mindset, balancing customer, brand, and supply chain priorities • Takes calculated commercial risks to unlock sustainable growth Qualifications & Experience Required • 8–10+ years of progressive sales experience within Foodservice, Foodservice at Retail, C-Store, or Grocery Deli • Proven experience managing national or large regional customer accounts • Strong knowledge of pricing, contracts, forecasting, and pipeline management • Demonstrated ability to influence cross-functionally and externally at senior customer levels • Proficiency in CRM tools (Salesforce preferred) • Strong analytical, presentation, and communication skills Preferred • Experience calling on C-Store, Grocery Deli, Bakery, or Commissary platforms • Familiarity with Western U.S. retail and convenience landscapes • Understanding of category management and customer-led innovation • Bachelor’s degree required; advanced degree a plus #LI-AA1 NPROACTIVE The approximate pay range for this position is $120,000 to $160,000.00. 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) Nestle in the US Benefits. 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 nestlejobs.com. Job Requisition: 409934

Requirements

Must-haves

This is a remote-based position where the ideal candidate will be located on the West Coast and be nearby a major airport. This role will require up to ~50% travel based on business needs.
Key Accountabilities & Responsibilities
Customer & Commercial Leadership
Owns executive-level relationships with decision-makers across assigned national and regional FS@R customers
Leads customer strategy development, including Joint Business Plans (JBPs), annual growth plans, and long-range opportunity pipelines
Acts as the voice of the customer , translating insights into actionable category, brand, and innovation strategies
Deeply understands customer operating models across deli, bakery, commissary, and foodservice formats
Growth, Pipeline & Innovation
Owns and manages a robust Salesforce pipeline (≥4x annual growth target) across Core, Innovation, and Custom solutions
Delivers documented new business wins and innovation launches across hot foods, prepared meals, bakery, and beverage platforms
Partners with Brand, Commercial Development, and Culinary teams to bring customer-ready, scalable solutions to market
Leads RFPs, rollouts, tests, and regional-to-national expansion opportunities
Financial, Pricing & Program Management
Leads pricing strategy, contract negotiations, and program development in partnership with RGM and Finance
Ensures timely and disciplined execution of pricing actions, promotional programs, and customer funding
Owns forecasting accuracy, customer performance tracking, and gap-to-plan mitigation
Cross-Functional & Broker Leadership
Leads broker execution across assigned customers and geographies, ensuring alignment to customer priorities and KPIs
Collaborates cross-functionally with Brand, RGM, Supply Chain, Deployment, Finance, and the Business Solution Center (BSC) to ensure flawless execution

Nice-to-haves

Proficiency in CRM tools (Salesforce preferred)
Experience calling on C-Store, Grocery Deli, Bakery, or Commissary platforms
Familiarity with Western U.S. retail and convenience landscapes
Understanding of category management and customer-led innovation
Bachelor’s degree required; advanced degree a plus

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: successfactors
Effort: medium

Benefits

Benefits detected in the listing.

401k