Key Account Manager, Hotels & Restaurants

Nestlé Waters

Job Description


Job Description - Key Account Manager, Hotels & Restaurants (20004111)


As the nation’s leading bottled water company, Nestlé Waters North America is dedicated to providing customers with healthy hydration options. Alongside that, we’re also committed to developing our people – enabling them to make the most of the many elements that help them to succeed.

Nestlé Waters consists of five business units: Corporate, Commercial, Supply Chain, Technical & Production and ReadyRefresh by Nestlé. Whichever one of these areas you choose to join, you’ll find yourself collaborating with a highly talented team on work that’s challenging, engaging and incredibly rewarding. You’ll be an essential element of our success: trusted, empowered and supported to make a lasting impact on the very future of our business. It’s a chance to use your knowledge, skills and experience to shine brightly and achieve your ambitions – all while delivering healthy hydration to millions of customers.

An essential element of our ongoing growth, the Commercial team at Nestlé Waters is the perfect place for ambitious and aspiring individuals to achieve their dreams while building fulfilling careers. Roles on the Commercial team include sales and account professionals and all offer the chance to truly impact our business at our hundreds of Retail partners. Pair this with the support you need to work with confidence – and triumph in everything you do and you have a winning combination. Join this part of Nestlé Waters, and you’ll be able to use your talent to have a direct and meaningful impact on our success as you deliver healthy hydration to millions of our customers. Not only that, but you’ll discover your accomplishments are recognized with a range of outstanding benefits designed to help you prosper both at work and outside of work.

We are currently seeking a Key Account Manager, Hotels & Restaurants to be located in New York, NY and report to the Division Sales Manager, HoReCa

Key responsibilities include but are not limited to the following:

  • New Business: Identify new customer and sales opportunities by prospecting, cold-calling, networking using local distributor’s team and industry sources. Call on, sell and close prospective customers.

  • Customer Development / Wait Staff Training: Grow NWNA business at existing customers via SKU expansion and volume gains by performing wait staff training and developing relevant strategic partnerships

  • Distributor/Wholesaler Relationships: Build strong relationships with distributor/wholesaler partners and manage the profitable sell-through of NWNA products to assigned Premium Brand customers. This will include distributor work-with, training, and networking

  • Special Events: As appropriate, actively participate in special events where NWNA Premium Brands are represented

  • Customer Planning: Develop Customer Growth Plans for assigned HoReCa customers through application of the ICP Strategies and Channel Guardrails

  • Customer Management: Manage and penetrate assigned customers at all levels and develop relationships that enable achievement of plans and objectives and represent all company functions in all interactions with customers. Responsibilities include effective and efficient coverage plans for all assigned customers including close coordination with Italian (S. Pellegrino/Acqua Panna) and French (Perrier) Business Units.

  • Profitability: Own responsibility for the customer Marginal Contribution and Net Net Sales growth and effectively manage to accomplish assigned financial objectives

  • HYDRO: Ensure all required information (customer plans, volume, forecasting, and spending and execution details) is accurately entered into HYDRO on a timely basis. Ensure customer contact information, authorized distribution lists and contracts are attached

  • Trade Funds: Ensure promotional programs for assigned customers comply with approved trade fund spending levels and ensure compliance with Nestlé financial standards

  • Selling: Prepare and deliver effective selling presentations that implement approved Customer Plans

  • Negotiating: Always strive to improve customer performance through effective negotiating skills throughout the year in all aspects of your customer’s business

  • Performance Tracking: Leverage management tools to analyze data on a variety of critical business drivers. Review KPI reports on a monthly basis for each distributor to ensure accuracy and to analyze and leverage data on critical business drivers

  • Training and Development: Identify short and long term developmental opportunities through the formal PDP process. Participate in opportunities through training, relationship building and experiences to highlight strengths and focus on opportunities

  • Budgets: Effective management of T&E budget


Key qualifications for this position include, but are not limited to:

  • Bachelor Degree preferred

  • 5+ years of professional sales experience

  • Travel percentage: 5%. Willing and able to travel domestically in the U.S 

  • Channel Experience – Experience selling in Foodservice, most specifically hotels and restaurants with knowledge of channel dynamics is preferred

  • Presentation Building Skills – Development of presentation documents drawing from all available sources

  • Negotiating Skills - The ability to achieve pre-planned results in a meeting or discussion by negotiating for those results with an individual or group

  • Training Skills - Ability to perform sales force training aimed to reinforce brand awareness and sales skills.

To our veterans and separated service members: you are at the forefront of our minds as we recruit top talent to join Nestlé. The skills that you have gained while serving our country, such as adaptability, agility, and leadership, are aligned with the skills that we look for when we think about what success looks like at Nestle. We hope that you will consider sharing in our mission and purpose to enhance quality of life and contribute to a healthier future.

Nestlé Waters North America is the nation’s leading bottled water company. Our water brands include Poland Spring, Arrowhead, Ozarka, Deer Park, Zephyrhills and Ice Mountain, Nestlé Pure Life, S. Pellegrino, Perrier and Acqua Panna. We’re passionate about creating shared value for society in all kinds of ways: from providing careers and benefits to communities where we operate to environmental stewardship – most notably responsible water management, lightweight packaging and advancing recycling in America. As a valuable part of our team, you’ll receive a competitive total rewards package – something that will provide you with the support you need to thrive both inside and outside of work. It’s not just the work that you’ll find fulfilling here though. As you build a career with us, you’ll receive exactly the kind of benefits you’d expect from a leading name in healthy hydration. The only question is, what elements will help you succeed at Nestlé Waters?


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