POSITION TITLE: Area Sales Manager – Out of Home - HCM
POSITION SNAPSHOT
Function / Team: Sales – Out‑of‑Home (OOH)
Location / Work Model: HCM
Position Summary
Lead and drive sustainable growth of the Nestlé Out‑of‑Home business within an assigned area by executing channel strategy, managing key customers, and coaching the sales team to deliver superior commercial and operational performance.
Key Responsibilities
- Deliver area sales objectives (volume, net sales, margin) and identify growth opportunities by sub‑channel, category, salesperson, and account.
- Own and manage distributor (NDP) performance across finance, warehouse, inventory, delivery, and logistics to ensure compliance with Nestlé standards and long‑term partnership.
- Lead, coach, and develop a team of sales through regular in‑class training and on‑the‑job coaching to meet Nestlé performance standards.
- Drive cross‑functional execution with Channel Marketing, CDT, Sales Operations, R&D, Finance, RTM, and Distributors to ensure aligned account‑level programs.
- Lead area demand forecasting and sales planning; ensure accurate inputs to S&OP and effective promotion and trade spend management
- Monitor performance KPIs (net sales, volume, margin, forecast accuracy, ROI) and recommend corrective actions.
- Act as a role model of Nestlé values, ensuring compliance with commercial policy, competition law, trade compliance, and food safety standards.
Key Requirements
- 3–6 years of sales experience in Foodservice / HoReCa / OOH / B2B.
- Proven experience managing distributors (NDP), sales teams, and key accounts.
- At least 2–3 years in a people‑management or senior sales role.
- Industry Background: B2B Food & Beverage or FMCG experience is an advantage.
- Mobility: Willingness to relocate or travel nationwide when required.
- Commercial Skills: Key account management, negotiation and contracting, financial and trade term understanding, business planning and forecasting.
- OOH / Foodservice Skills: Understanding of foodservice operations, menu and application‑driven selling, cost‑in‑use mindset, ability to translate products into solutions.
- Strong communication and relationship management, strategic thinking with execution discipline, data‑driven decision making, cross‑functional collaboration, customer‑centric mindset.
