Finance Manager (Field Sales)

Nestle USA
12 Oct 2020
27 Oct 2020
Job role
Finance manager
Contract type
Full time

If you're driven by the passion to do something meaningful that changes lives, Nestlé is the place for you. Nestlé USA is one of seven operating companies that make up Nestlé's presence in the United States. We're in 97% of American homes, and as the leading food and beverage company, our goals are to continue to deliver quality food and beverage products, strengthen our local communities, and reduce our environmental and climate impact.

We're determined to challenge the status quo and be better tomorrow than we are today. As individuals and teams, we embrace our entrepreneurial culture and have created a workplace where collaboration is essential, courage is rewarded, speed is expected, and agility is the norm to delight our consumers every single day. Here, you will find limitless opportunities to learn and advance your career, and feel empowered to succeed in the workplace and beyond. Because our focus is not only on nourishing our customers, it's about enriching you.

Position summary:
This position offers the right person a unique opportunity to provide financial oversight of specific sales portfolio teams, as well as playing a key role in the future–state design of Nestle USA trade management systems, analytics and processes.
Financial oversight includes detailed event level planning, promotional spend review, forecasting, reporting, and ad–hoc customer analysis, with an emphasis on maintaining sound financial controls around trade budget and spending. This person will be instrumental in allocating resources to accounts, maintaining control of top line sales, trade spend, and evaluating overall efficiency of trade plans. The Key Performance Indicators are sales volume, real internal growth, organic growth, trade, and profit. The key quality indicators are trade management, forecasting and customer service. Travel estimated up to 25% (Planning Sessions/Design Workshops/Team Meetings)

Primary responsibilities:

Promotional Plans
•Work proactively with Category Account Managers (CAM) during annual planning, ensuring alignment with Commercial Action Plans and ROI thresholds for promotions
•Ensure promotional events are properly set–up by CAMs (based on contracts & yearly plans) on a timely basis in the trade management system (XTEL)
•Review plan adjustments as needed and ensure CAMs maintain trade events accurately throughout the year in XTEL
•Use trade analytics (promotion ROI analysis) to ensure efficient allocation of trade to planning accounts

Business Reviews
•Drive monthly Business Review process, including analytical review of monthly/annual forecasts and promotional plan performance – leading to objective, timely and fact–based communication of volume/trade opportunities and gaps to the Divisions (via Monthly Issues Log)
•Partner with CAMs/ Sales Directors to understand variances to goals, on both sales and trade. Communicate results and work with CAMs to develop solutions for driving sales or for adjusting trade activities to ensure goals are met.
•Work closely with Trade Insight analysts on Post Promotional Analysis and collaborate with CAMs to improve promotional profitability; Division Finance team to understand overall changes in business strategy and impacts to customer, and targets; CAMs to understand consumption data and identify base and incremental volume trends and their impact on financial performance.

Trade and Ad–hoc Analysis
•Review sales and trade rate objectives (via weekly reports) to analyze and provide variance explanation, including understanding implications on customer profitability
•Review Unauthorized Deductions and work closely with CAMs to enable payback
•Perform financial modeling and scenario planning to analyze cross–functional business results and opportunities; provide insight to improve forecasting accuracy
•Partner with CAMs to build and review incremental sales/trade opportunities

Business Processes and Integration
•Act as SME and work stream owner for major projects (Trade System Redesign, Integration of Acquisitions, Other Business Process Revisions)
•Drive efficiency and accuracy in annual planning process
•Focus on process improvements across Sales Finance including establish best practices


•Bachelor's degree, preferably in Accounting, Finance or equivalent
•5+ years of work experience in finance management, preferably in Consumer Goods company/industry with excellent business acumen
•Previous experience with sales analysis, trade fund management a plus
•Intermediate/Advanced proficiency in Excel, including pivot tables, vlookups, and the ability to combine multiple data sets
•SAP or other ERP System experience preferred
•Superior execution skills in a changing environment and ability to work in a fast–paced environment
•Strong data management and analytical skills, and critically important to be able to deliver the message to non–finance professionals.
•Excellent inter–personal communication and the ability to influence others; negotiation skills a plus
•Change agent and a quick learner to the specifics of the customer and sales finance
•Demonstrated critical thinking and analytical problem–solving skills
•Understanding of Customer Profitability concepts and the use of customer P&Ls to drive business decisions


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