Customer Development Manager

Newark, NJ, United States
Mar 02, 2017
May 17, 2017
Contract Type
Full Time

Nestle Infant Nutrition dba Gerber Products Company is seeking a Customer Development Manager to join its Retail Sales Team in Florham Park.

The primary responsibilities of this position are to drive the performance of assigned business and national alternative packs through trade and channel strategies and develop national WIC retail strategy. The Customer Development Manager will facilitate collaborative communication between the Commerical Team (marketing, sales, finance, supply, etc) and Retail Field Sales. The position will be focused against creating and delivering the “Go-To-Market” strategies to ensure the achievement of the Division's volume, RIG, profit and share targets.

Success in the role is defined as being a channel, customer, and WIC retail expert to the Division and the Division Brand as well as the business/WIC expert for Retail Field Sales. The position is responsible for Cereal and Beverage products, WIC strategy, as well as supporting alternative pack stratetegies across all channels and retail customers.

Functional Responsibilities:

1.) Drive alignment between internal and external (i.e. Retail Field Sales) teams regarding brand performance. This includes monitoring and tracking category and new item performance, participation in Mid-Month Sales calls, and completing Monthly Sales Review commentary for assigned businesses. Also represents Retail Sales during the Monthly Business Process including the Monthly Sales Review (MSR) and Monthly Gap Review (MGR). {20%}

2.) Act as point person for communication between the Retail Field Sales teams and the Division for Gerber Cereal, Import Cereal and Beverage. Along with Category Management, will participate in all relevant new item initiatives by developing pricing, promotion, merchandising and customer/channel strategies on assigned businesses. Lead the creation, communication and dissemination of “gold standard” selling materials. {20%}

3.) Act as the WIC Retail Sales expert, creating synergies between WIC Director and Retail Field Sales to drive growth in WIC eligible products at Retail. Work closely with analytics and consumer research to identify areas of opportunity for the business. Develop National communication strategy and materials for Retail Field Sales. {20%}

4.) Manage the National forecasting process for alternative packs to drive growth and minimize waste. Lead the monthly forecasting process, month end sales summary and monthly waste management. {15%}

5.) Actively participate in the annual planning process (Integrated Commercial Plan). Includes reviewing learnings from previous year, evolving trade strategies, securing/managing a national trade budget and assigning retail customer annual shipment and trade targets. {15%}

6.) Continually develop retail customer and channel insights, including competitive intelligence. {10%}


  • Bachelors Degree Required
  • Training and experience in the following areas: Highly developed Presentation skills, Interpersonal Skills, Negotiation Skills, Sales skills, Time Management, Project Management
  • 3 years CPG relevant experience, preferably Retail Sales account management - either internal or field based, and/or category management; Experience with healthcare/pharma a plus


  • Ability to analyze, interpret and develop recommendations from disparate data sources
  • Strong technical skill set including Shipment and Consumption analytics experience
  • Financial strength understanding Manufacturer and Retailer Profitability
  • Solid understanding of customer management
  • Ability to collaborate and effectively work cross functionally

Working Requirements:

  • Must be able to travel up to 20% of total time to key retail accounts