Deli Channel Development Manager

Cleveland, OH, United States
Jan 16, 2017
Apr 03, 2017
Contract Type
Full Time

Foods people love. The life beyond what you imagined. And the city that rocks.

When you partner Nestlé USA and Northeast Ohio, the result is a rich experience that offers you a fulfilling personal and professional life.

Did you know that the Cleveland metropolitan area is consistently ranked as one of the most affordable and livable regions in the US?  From its diverse communities to its endless arts, entertainment and sports experiences, Cleveland continues to rock.

At our Nestlé USA Cleveland campus, located in the Solon suburb of Cleveland, you will discover the ways that Nestlé USA values and supports our employees and community.  Offering you a strong culture with competitive benefits, you will have limitless opportunities to learn, and advance your career.  Giving back continues to be a part of the Nestlé tradition.  As the world's leading nutrition, health and wellness company, our focus is not only about nourishing our customers, it's about enriching you.




The Channel Development Manager has primary responsibility for the development and execution of the channel plan within Nestle Professional Beverages for the Deli Channel.

This role and the activities of the channel organization are the key points of interface between sales and marketing.  This position will work closely with various sales teams to coordinate the development and execution of sales strategies that are aligned with strategic and tactical marketing plans. The role and the channel organization are intended to accelerate our overall business increasing the effectiveness of both sales and marketing strategies.


  • Lead in the development and implementation of channel plans, including channel assessment, customer segmentation and prioritization, distribution assessment, channel communication, and product mix prioritization.

  • Drive annual commercial planning process and recommend channel plan that achieves objectives for revenues, share, and margins.

  • Recommend sales and marketing strategies that improve the effectiveness of the sales approach at each stage of the sales funnel and improve close ratios.

  • Recommend and manage annual marketing budget for a given channel(s).

  • Assess and recommend industry trade shows, industry events and organizations that support the channel plan.

  • Develop channel based communication plans to drive internal knowledge, outlining optimal brand strategy, product assortment and applicable beverage solutions. 

  • Interface with sales and marketing teams to enhance communications at all levels of the sales organization.

  • Support new key product launches in the responsible channel(s).

  • Lead in the direction of collection of market and competitive data.  Personally interact with customers to gather information on industry developments and to identify opportunities.  Identify market trends and utilize data analysis in the development of strategies.

  • Create and maintain an environment of partnership and collaboration with sales, and with other departments, to ensure the attainment of overall company goals.

  • Actively develop employees through coaching and professional skills training. Ensure career & succession planning, and talent management processes are in place


  • Undergraduate degree required, ideally in Business or Marketing or equivalent.  MBA degree preferred.

  • Commercial Foodservice, B2B or CPG experience required. Grocery Retail industry experience is preferred.

  • Minimum of 10 years of marketing and sales management with demonstrated record of achievement and advancement. Five years of sales experience is desirable.

  • Professional experience should include customer marketing, product management and/or brand management, working in cross functional teams, having budget ownership and understanding of accounting principles.

  • Must be able to travel 25%-50%.


  • Highly developed analytical and problem-solving skills that leverage quantitative and qualitative information sources.

  • Ability to directly and indirectly manage others, work autonomously and in a team environment, to get along with others and with senior management both internally and externally.

  • Strong cross-functional team leadership.

  • Positive, motivated team player with the ability to work effectively in a fast paced environment.

  • Advanced Microsoft Office skills (Word, Excel and PowerPoint).

  • Demonstrates proven success in developing and implementing product / market strategies.

  • Foodservice sales or marketing experience is essential. Channel related experience a plus. Past marketing roles that were aligned to or directly working with a sales organization is a plus. 

  • Strong work ethic, high energy and commitment are essential.  This includes a desire to travel in the field with the sales force and to work directly with customers to understand the market.

  • Strong marketing skills, including ability to read a market and determine an effective course of action. Results orientation must be evident from previous accomplishments.  A good delegator who motivates his / her staff and provides the opportunity for them to grow professionally while maintaining accountability.

  • Strong influence skills, including the willingness to listen and be influenced by others. 

  • Ability to win the respect of the sales force and the desire to work in partnership with them to achieve company goals.

  • Strong project management skills and ability to effectively manage a cross-functional team.