Picture this. You’re one year out of uni, standing in the fan zone at the Melbourne Grand Prix, giving out free Kit Kats while F1 cars scream past in the background. And you’re getting paid for it.
That’s a real day in the life of Charlotte Tse, a NextGen Sales and Marketing Graduate at Nestlé. Her official title is Territory Sales Manager, which sounds very grown-up, and it is. But as she’ll tell you, the job is a lot more interesting than the title suggests.
Okay, so what does a Territory Sales Manager do?
Ever noticed those big chocolate displays at Woolies or Coles? The towers of Kit Kats near the checkout, the shelves that always seem perfectly stocked? Someone makes all of that happen. In Charlotte’s territory, that someone is her.
“My key responsibilities include managing sales performance, customer relationships and in-store execution across my territory, making sure our Nestlé brands continue to grow,” she says.
Translation: she looks after how Nestlé products show up in stores across her patch, works with the people who run those stores, and keeps an eye on the numbers to make sure it’s all working. If sales are up in her territory, that’s her win.
The part that surprised her
Most people expect a grad role to involve a fair bit of watching from the sidelines. Making coffee runs, sitting in on meetings, maybe getting handed a spreadsheet or two. Charlotte’s experience was the opposite.
“What surprised me the most about my first year was how quickly we were trusted with real responsibility. From day one, I was leading a team of 7 and making meaningful decisions that impacted the sales outcomes of my territory.”
Leading a team of seven in your first year out of uni is not the typical grad story, and it’s a big part of why she rates the program.
Her favourite project so far (yes, it involves F1)
When Kit Kat teamed up with Formula One, Charlotte’s territory became her playground.
“It was so much fun activating all of our towers and displays throughout Woolies and Coles, and I was also part of the fan zone at the Melbourne Grand Prix, where I got to share the love and give out free Kit Kats.”
So the next time you spot a massive Kit Kat display at your local supermarket, know that somewhere, a grad like Charlotte planned exactly where it would sit and how it would look. And occasionally, that same grad gets to hang out trackside at one of the biggest sporting events in the country.
What got her here
Charlotte’s not going to tell you she was born with a sales gene. Her skills came from doing the work, mostly in customer-facing roles before Nestlé.
“Working closely with customers helped me build confidence in my communication style, and taught me how to listen to customers and their needs,” she says. “You also have to be adaptable. It’s a very fast-paced environment and the landscape is always changing.”
That’s worth sitting with if you’re currently working retail or hospo and wondering if it counts for anything. Every shift where you deal with a tricky customer, read the room, or think on your feet is building skills Charlotte uses every day in her role now.
Her advice if you’re eyeing off a career at Nestlé
She keeps it simple.
“My biggest advice is to stay curious. Nestlé offers so many opportunities for young professionals and you’re encouraged to ask questions and learn about the business. You get to take ownership early in your career, so just go for it.”
Ask the questions. Put your hand up. The ownership part comes faster than you’d think.
Want to follow in Charlotte’s footsteps?
If a first year that involves real responsibility (and the occasional trip to the Grand Prix) sounds like your kind of thing, Nestlé’s NextGen Graduate Program could be your way in. Head here to learn more and find out how to apply.
