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Manager Customer Account

Nestle Purina PetCare

Last Updated: 1/15/23

Job Description

Manager Customer Account
Job Description

The Account Manager is responsible for joint business planning with customers to drive volume, profit and share growth within PetCare category. Responsibilities include proactively managing, monitoring, evaluating and updating the overall business plan to meet all sales objectives. In addition, the Account Manager is responsible for implementing Nestle Purina PetCare brand strategies and tactics with customers by working closely with key decision makers and utilizing category management initiatives and implementing Distribution, Shelving, Merchandising, and Pricing objectives.

Primary Responsibilities:

  • Lead the joint business planning process with the customer
  • Utilize the Nestle Purina PetCare Trade Management Tool to create optimal customer plans.
  • Develop and implement trade promotion strategies and tactical plans with the customer
  • Proactively monitor and update the customer's overall business plan, including managing trade budgets, spending and volume, to achieve all sales objectives versus plan
  • Conduct post event analysis to evaluate promotional volume, consumption, profit and spending results versus plan and leverage findings to maximize future promotional opportunities
  • Monitor and manage deduction balances and conduct post audits
  • Conduct category business reviews to discuss the state of the business, consumer trends, key business drivers, incremental opportunities.
  • Leverage team-dedicated Category Management resources appropriately
  • Understand Nestle Purina Pet Care's brand strategies and tactics and implement them by working closely with the customer's key decision makers, including buyers, category managers, merchandising leaders, etc
  • Utilize sound category management practices to proactively link consumer and shopper insights/trends and opportunities
  • Develop accurate monthly forecasts in order to project annual sales volume and margin contribution along with maximizing supply chain efficiencies by tracking shipments, consumption data and inventory changes
  • Proactively call out potential risks or threats to monthly forecasts
  • Sell-in new items to customer and work with key customer personnel to achieve optimal distribution
  • Leverage Customer Marketing resources to develop and implement collaborative marketing programs in alignment with brand and customer strategies
  • Identify profitable opportunities to grow incremental volume
  • Communicate understanding of Nestle Purina brand strategies and tactics with team and customer
  • Accurately forecast projected monthly and annual sales volume and margin contributions.
  • Identify profitable opportunities to grow incremental volume
  • Continuously monitor and analyze customers overall business plan and progress in meeting goals and adjust activities as needed
  • Manage expenditure of financial resources in a fiscally responsible manner through use of Nestle Purina Trade Management Tool (TMT)
  • Assess any customer’s competitive position, behaviors and strategies and leverage an alignment with Nestle Purina Pet Care strategic goals to maximize sustainable sales, share and profit growth
  • Lead the development of annual customized customer “go to market” programs

LOCATION: Grand Rapids, MI

Travel: Must be able to travel 20% | This role may require up to 20% travel as business needs require. We’re following local guidelines to keep our employees safe and non-essential business travel is currently paused due to COVID-19. Please feel comfortable asking your Recruiter for more details on current essential or non-essential travel practices and policies.

Basic Qualifications:


  • Bachelor’s degree from an accredited institution required
  • 3+ years in sales, account management, business development or category development activity with a manufacturer, distributor or retail operations required
  • Bachelors Degree in Business Administration, Marketing or Finance preferred


  • Strong Interpersonal, Facilitation and Presentation skills
  • Sound Financial and Forecasting skills
  • Headquarter Selling and Negotiation skills
  • People leadership, Project Management and Analysis skills
  • Decision making skills

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 Purina. 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. We hope you'll consider sharing in our mission--you'll join a cohort of others who have chosen to call Nestlé Purina home.

The Nestlé Companies are equal employment and affirmative action employers and look for diversity in qualified candidates for employment.

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 [Register to View] to notify of us of any needs related to completing the job application.

Job: Manager Customer Account
Primary Location: Grand Rapids, MI US
Other Location: United States--
Career Area: Professional
Nestle Purina PetCare Company

Company Details

Saint Louis, Missouri, United States
Nestlé Purina PetCare has been advancing pet nutrition for over 80 years. Our team of over 18,000 employees and 400 scientists, including nutritionists, aim to develop products that deliver comprehensive nutrition to help ensure the long healthy lives of pets and make discoveries that can further enhance the lives of pets everywhere. Nestlé Purina is focused on delivering world-class products with...