Business Development Manager, Nestle USA

>> My name is Ed Beaurain and I am the business development manager for Nestle focused on the Convenience Channel trade so like 7-Eleven, Wawa, Sheetz and my main focus is selling our ice cream portfolio, so brands like Haagen-Dazs, Dreyer's, Edy's Drumstick, the fun stuff, the good stuff. So my active role is to help really grow our revenue while focusing on minimizing our trade which is what we spend to get that revenue, to be as profitable as possible. So it's going after new distribution, but where we have distribution focusing on growing the category. So it's just kind of really the goal at the end of the day is to really grow our share of the ice cream segment within convenience and make the retailers really make as much money as possible through margin. So some opportunities that kind of my role is, is really analytics. So work through Nielsen which is the data that kind of scans through the register. A great opportunity would be as you see a lot of shelf sets out there especially if you go in grocery stores and there's a lot of those items that aren't pulling their weight for the size that they have, the space that they have in the set, so really fixing the mix and using analytics to maximize to space. I work within the frozen space so that space costs a lot of money to run. And I want to make sure that I have the right items in there depending on the part of the country that they're in, so something that would be surprising with ice cream is that vanilla bean versus vanilla sells very differently in the south than it does in the northeast and getting that out to the sales team to execute against would be a great opportunity to increase share within the ice cream portfolio. So my schedule really is it depends. So currently, I'm working from home but it's really everyday understanding how our sales are versus a year ago, versus our forecast. So as we kind of go into the last quarter of the year, Nestle is a huge organization but I have a certain number that I'm held to, to hit so understanding how that number is trending for the month, how we're spending to get that number, so we call it trade, making sure we're not spending too much to get that money because that's not profitable and also working with my sales team for key appointments such as accounts like Sheetz, going into accounts like Wawa, 7-Eleven, some of those big accounts where we have really top to tops with them so we'll go in and present the category, macrotrends, microtrends that are affecting them, demographic shifts and specifically how is that really affecting our category and how we can go ahead and help grow their business based on our insights and our research.