Customer Account Manager (Cash & Carry & Club) REMOTE
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) – Cash & Carry & Club is responsible for managing, growing, and retaining high‑value, brand‑accretive customer partnerships across the Cash & Carry and Club channels. This role leads customer strategy, drives profitable growth through innovation and pipeline execution, and serves as the primary point of contact for assigned national and regional accounts, Restaurant Depot, Smart & Final and Costco.
The CAM is accountable for delivering growth through disciplined pipeline management, joint business planning, customer‑led innovation, and cross‑functional collaboration, while ensuring excellence in execution across pricing, programs, contracts, brokers, and order management.
This is a remote position where residence near a major airport is required. Travel will be up to 50%.
Key Accountabilities & Responsibilities
Customer & Commercial Leadership
* Establishes and cultivates executive‑level relationships with decision makers across assigned Cash & Carry and Club customers
* Leads strategic customer planning, including joint business plans, growth strategies, and long‑range opportunities
* Develops a deep understanding of customer structures, decision criteria, and go‑to‑market models to drive influence and results
* Acts as the voice of the customer internally, translating insights into actionable strategies
Growth, Pipeline & Innovation
* Owns and manages a Salesforce pipeline ≥4x annual growth target, prioritizing Top X opportunities
* Delivers new business wins documented as “Won” in Salesforce
* Drives innovation sales versus target, including category expansion, line extensions, and new product launches
* Identifies and leads execution of RFPs and strategic opportunities at top customers
* Builds customer proposals grounded in consumer insights, category analytics, and customer needs
Financial, Pricing & Program Management
* Oversees contract management, pricing adjustments, and program development in partnership with RGM and Finance
* Ensures timely execution of pricing actions across all assigned customers
* Supports Business Unit growth expectations through disciplined opportunity conversion
* Manages customer forecasting, promotional planning, and performance tracking
Cross‑Functional & Broker Leadership
* Leads and measures broker performance and KPIs, ensuring alignment to customer priorities
* Collaborates cross‑functionally with Commercial Development, Brand, RGM, Supply Chain, Finance, and the Business Solution Center (BSC)
* Oversees order management in partnership with BSC to ensure service excellence
* Educates and aligns internal teams to unlock end‑to‑end portfolio expansion
Essential Activities
* Conducts regular 1:1 pipeline and performance reviews with manager
* Leads customer strategy reviews, gap analyses, and innovation presentations
* Travels to customer headquarters and field operations; conducts virtual calls as required
* Maintains Salesforce opportunity hygiene, risk management, and forecasting accuracy
* Attends internal stakeholder and planning meetings across commercial and supply chain teams
* Executes customer‑specific initiatives such as seasonal programs and pre‑books
Critical Behaviors & Competencies
* Manages effectively through ambiguity and complexity
* Demonstrates agility, accountability, and bias for action
* Exhibits strong executive presence and influence
* Takes calculated commercial risks to unlock growth
* Operates with an enterprise mindset, navigating cross‑functional priorities
* Owns personal development and continuous learning
Qualifications & Experience
Required
* 10+ years of progressive sales experience within foodservice, retail, or adjacent channels
* Proven experience managing national or regional customer accounts
* Strong understanding of pricing, contracts, forecasting, and pipeline management
* Demonstrated ability to influence cross‑functionally and externally at senior levels
* Proficiency in CRM tools (Salesforce preferred)
* Strong analytical, presentation, and communication skills
Preferred
* Experience within Cash & Carry, Club, Club/Deli, or Foodservice at Retail channels
* Understanding of category management and consumer‑led innovation
* Experience working cross‑functionally with supply chain, operations, or demand planning teams
* Understanding of how supply chain considerations impact customer programs, innovation launches, and ongoing account execution
* Bachelor’s degree required; advanced degree a plus
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 or please dial 711 and provide this number to the operator:.