Sr Manager Sales Operations

Foods you love. Brands you trust. And a career that empowers you to grow.

At Nestlé USA, we’re all working towards the same goal – to delight and deliver for our consumers. With a rich portfolio of beloved brands, including DiGiorno, Toll House, and Coffee mate, in 97% of U.S. households, we have a unique opportunity – and responsibility – to be there for every moment in our consumers’ lives.

Joining Nestlé means becoming part of an inclusive workplace that inspires innovation, encourages strategic thinking and creativity, and celebrates your achievements. No matter where you work within the organization, you are empowered to challenge the status quo, embrace risk-taking, and pioneer new ideas. Our supportive and collaborative environment encourages bold ambitions and continuous learning so that everyone can grow and thrive.

This position is not eligible for Visa Sponsorship.

Senior Manager, Sales Transformation (Foodservice B2B)

Arlington, Virginia

Nestlé Professional Solutions serves foodservice operators with 25 trusted brands and custom solutions, earning Technomic’s #1 industry leader position in 2025. We combine industry expertise and Nestlé’s global scale to delight consumers and grow our customers’ businesses through iconic brands including Starbucks®, Minor’s®, Coffee mate®, and Stouffer’s®.

The Senior Manager, Sales Transformation owns current Sales technology needs and future transformation as a non-technical business leader. Drawing on foodservice B2B expertise, the role prioritizes seller and customer requirements, manages the Digital partnership, and provides Sales release sign-off. It sets priorities, governance, decision rights, and measures, mobilizing owners across people, processes, capabilities, data, and technology to simplify seller work and strengthen customer value.

Reports to: Senior Director, Commercial Development

Key Responsibilities

Sales Transformation Strategy and Operating Model

• Owns the Sales transformation agenda and future operating model, aligning priorities with business strategy and customer needs.
• Turns the vision into a practical roadmap and mobilizes accountable owners to deliver across all sellers including employees, brokers, and other business partners.

Sales Technology Business Ownership

• Serves as the non-technical Sales business owner and primary partner to Digital, ensuring technology investments address seller and customer needs.
• Owns business priorities, requirements, and acceptance, including Sales sign-off and business readiness before release.

Commercial Process Excellence

• With a deep understand of buyer and seller behavior and actions, leads end-to-end improvements in how Sales works, bringing functions together to simplify processes, clarify ownership, and strengthen customer value.
• Ensures technology, data, and automation enable a more effective, scalable commercial system rather than reinforce existing complexity.

Sales Capabilities and Change Adoption

• Owns the business approach to transformation readiness and adoption, partnering with Sales Enablement and leaders to build capabilities and embed new ways of working.
• Ensures changes are practical for sellers, supported through transition, and sustained in daily execution.

Cross-Functional Leadership and Business Value

• Drives execution through influence, aligning leaders and functional owners around shared outcomes and resolving barriers.
• Establishes governance and visibility into progress, risks, and business value; holds initiatives accountable for measurable results, continuous improvement, and responsible use of data and technology.

Experience

• 8+ years in Sales, Sales Operations, Commercial Development, Strategy, management consulting, or related roles.
• Proven cross-functional transformation leadership from strategy through implementation, adoption, and measurable impact.
• Expertise in complex B2B sales, route-to-market models, customer/channel needs, cross-functional dependencies, and broker interfaces; sales effectiveness, operating-model design, capability building, change management, and value realization.
• Experience influencing senior leaders and mobilizing teams without authority.
• Experience partnering with technology teams, prioritizing requirements and acceptance criteria, coordinating user acceptance testing, and providing business release sign-off.
• Advanced business and financial acumen, including developing business cases tied to financial outcomes.
• Advanced communication, facilitation, executive storytelling, conflict resolution, and stakeholder management.
• Ability to structure ambiguity, solve problems, balance priorities, and sustain momentum.
• Advanced AI business fluency: Strong business use of AI tools including Copilot, OpenAI, and Anthropic, with a working knowledge of LLMs and demonstrated ability to leverage analysis tools and build, deploy, and improve AI agents and workflows.
• Advanced PowerPoint and Excel skills; Salesforce/CRM, Power BI, project management, process-mapping, and Microsoft Copilot.
• Foodservice industry experience preferred.
• Change management, process improvement, product management, or program management certification preferred.

Basic Qualifications

• Bachelor’s degree required; MBA preferred.
• Ability to travel up to 20%.

Success Measures

• Creates balanced technology portfolio and transformation roadmap with ownership, decision rights, milestones, and measures.
• Effective Digital partnership and Ways of Working, validated acceptance criteria, and Sales release sign-off.
• Sustained adoption of Sales processes, tools, data, and practices.
• Increased Sales productivity because of reducing seller administration time and complexity.
• Sales leaders, employees, and brokers ready for current and emerging technology.
• Transparent business value, risk, dependency, and corrective-action tracking.
• Stronger cross-functional alignment and faster barrier resolution.

Salary: $161,136.05 to $233,911.15 per year

Bonus Eligibility: Yes

The pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to knowledge, skills and abilities as well as geographic location. It is not typical for an individual to be hired at top of range.

Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefit packages may vary depending on the position. Learn more at https://www.nestlejobs.com/nestle-in-the-us-benefits

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. 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. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestlé seeks such skilled and qualified individuals to share our mission where you’ll join a cohort of others who have chosen to call Nestlé home.

The Nestlé Companies are equal employment opportunity employers. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by applicable law. 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 accommodations@nestle.com or please dial 711 and provide this number to the operator: 1-800-321-6467.

This position is not eligible for Visa Sponsorship.

Review our applicant privacy notice before applying at https://www.nestlejobs.com/privacy.

Job Requisition: 426417

Foods you love. Brands you trust. And a career that empowers you to grow.

At Nestlé USA, we’re all working towards the same goal – to delight and deliver for our consumers. With a rich portfolio of beloved brands, including DiGiorno, Toll House, and Coffee mate, in 97% of U.S. households, we have a unique opportunity – and responsibility – to be there for every moment in our consumers’ lives.

Joining Nestlé means becoming part of an inclusive workplace that inspires innovation, encourages strategic thinking and creativity, and celebrates your achievements. No matter where you work within the organization, you are empowered to challenge the status quo, embrace risk-taking, and pioneer new ideas. Our supportive and collaborative environment encourages bold ambitions and continuous learning so that everyone can grow and thrive.

This position is not eligible for Visa Sponsorship.

Senior Manager, Sales Transformation (Foodservice B2B)

Arlington, Virginia

Nestlé Professional Solutions serves foodservice operators with 25 trusted brands and custom solutions, earning Technomic’s #1 industry leader position in 2025. We combine industry expertise and Nestlé’s global scale to delight consumers and grow our customers’ businesses through iconic brands including Starbucks®, Minor’s®, Coffee mate®, and Stouffer’s®.

The Senior Manager, Sales Transformation owns current Sales technology needs and future transformation as a non-technical business leader. Drawing on foodservice B2B expertise, the role prioritizes seller and customer requirements, manages the Digital partnership, and provides Sales release sign-off. It sets priorities, governance, decision rights, and measures, mobilizing owners across people, processes, capabilities, data, and technology to simplify seller work and strengthen customer value.

Reports to: Senior Director, Commercial Development

Key Responsibilities

Sales Transformation Strategy and Operating Model

• Owns the Sales transformation agenda and future operating model, aligning priorities with business strategy and customer needs.
• Turns the vision into a practical roadmap and mobilizes accountable owners to deliver across all sellers including employees, brokers, and other business partners.

Sales Technology Business Ownership

• Serves as the non-technical Sales business owner and primary partner to Digital, ensuring technology investments address seller and customer needs.
• Owns business priorities, requirements, and acceptance, including Sales sign-off and business readiness before release.

Commercial Process Excellence

• With a deep understand of buyer and seller behavior and actions, leads end-to-end improvements in how Sales works, bringing functions together to simplify processes, clarify ownership, and strengthen customer value.
• Ensures technology, data, and automation enable a more effective, scalable commercial system rather than reinforce existing complexity.

Sales Capabilities and Change Adoption

• Owns the business approach to transformation readiness and adoption, partnering with Sales Enablement and leaders to build capabilities and embed new ways of working.
• Ensures changes are practical for sellers, supported through transition, and sustained in daily execution.

Cross-Functional Leadership and Business Value

• Drives execution through influence, aligning leaders and functional owners around shared outcomes and resolving barriers.
• Establishes governance and visibility into progress, risks, and business value; holds initiatives accountable for measurable results, continuous improvement, and responsible use of data and technology.

Experience

• 8+ years in Sales, Sales Operations, Commercial Development, Strategy, management consulting, or related roles.
• Proven cross-functional transformation leadership from strategy through implementation, adoption, and measurable impact.
• Expertise in complex B2B sales, route-to-market models, customer/channel needs, cross-functional dependencies, and broker interfaces; sales effectiveness, operating-model design, capability building, change management, and value realization.
• Experience influencing senior leaders and mobilizing teams without authority.
• Experience partnering with technology teams, prioritizing requirements and acceptance criteria, coordinating user acceptance testing, and providing business release sign-off.
• Advanced business and financial acumen, including developing business cases tied to financial outcomes.
• Advanced communication, facilitation, executive storytelling, conflict resolution, and stakeholder management.
• Ability to structure ambiguity, solve problems, balance priorities, and sustain momentum.
• Advanced AI business fluency: Strong business use of AI tools including Copilot, OpenAI, and Anthropic, with a working knowledge of LLMs and demonstrated ability to leverage analysis tools and build, deploy, and improve AI agents and workflows.
• Advanced PowerPoint and Excel skills; Salesforce/CRM, Power BI, project management, process-mapping, and Microsoft Copilot.
• Foodservice industry experience preferred.
• Change management, process improvement, product management, or program management certification preferred.

Basic Qualifications

• Bachelor’s degree required; MBA preferred.
• Ability to travel up to 20%.

Success Measures

• Creates balanced technology portfolio and transformation roadmap with ownership, decision rights, milestones, and measures.
• Effective Digital partnership and Ways of Working, validated acceptance criteria, and Sales release sign-off.
• Sustained adoption of Sales processes, tools, data, and practices.
• Increased Sales productivity because of reducing seller administration time and complexity.
• Sales leaders, employees, and brokers ready for current and emerging technology.
• Transparent business value, risk, dependency, and corrective-action tracking.
• Stronger cross-functional alignment and faster barrier resolution.

Salary: $161,136.05 to $233,911.15 per year

Bonus Eligibility: Yes

The pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to knowledge, skills and abilities as well as geographic location. It is not typical for an individual to be hired at top of range.

Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefit packages may vary depending on the position. Learn more at https://www.nestlejobs.com/nestle-in-the-us-benefits

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. 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. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestlé seeks such skilled and qualified individuals to share our mission where you’ll join a cohort of others who have chosen to call Nestlé home.

The Nestlé Companies are equal employment opportunity employers. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by applicable law. 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 accommodations@nestle.com or please dial 711 and provide this number to the operator: 1-800-321-6467.

This position is not eligible for Visa Sponsorship.

Review our applicant privacy notice before applying at https://www.nestlejobs.com/privacy.

Job Requisition: 426417