Location: Western Cape
Company: Nestle Nespresso
Qualification: Degree/Diploma in Business Management
Experience: At least 5 years of experience in a B2B (direct sales) environment, with a minimum of 2 years demonstrated commercial HORECA experience
Closing Date: 15 July 2024
Position Summary: The HORECA Key Account Manager will be responsible for executing the strategic segment and Key Account strategies defined at HQ/Market in the South African region. The focus will be on large key account deals, ensuring best-in-class execution as per Nespresso Professional standards for all venue deals and visibility. The role involves setting up and implementing Key Account commercial and marketing activities to achieve yearly objectives in terms of acquisition and growth. Additionally, the Key Account Manager will ensure the profitability of Key Accounts according to Nespresso targets.
A day in the life of a Nespresso HORECA Key Account Manager: Participate in market sizing analysis and define Key Account opportunities with B2B key stakeholders.Build complete Customer Plan to ensure sustainable Key Account acquisition.Utilize CRM system to target, acquire, and develop new accounts.Execute plans for assigned potential accounts aligned with business objectives and customer strategies.Negotiate commercial agreements with new accounts.Develop Key Accounts together with the commercial Manager.Maintain and grow the top 20 customers.Build long-term partnerships with new and existing customers to capture new business opportunities.Execute account plans to ensure customer satisfaction and loyalty through training, PR events, promotions, and visibility.Ensure new large deals within customers to sustain capsule volume growth.Use CRM system to maintain and develop existing accounts.Define and manage Key Account Sales budget in cooperation with the B2B Commercial Manager.Analyze the market, its developments, and future trends in collaboration with the local Marketing team.Leverage market knowledge and best practices to drive growth and expansion.Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the HORECA environment.Optimize Brand Equity and visibility through the Nespresso Experience, brand exposure, and product trials.Adhere to all company principles and policies, including Nestlé trade policy, local Sales policy, local Trade Terms, Safety, and legal regulations.Ensure that all commercial B2B activities are managed according to Nestlé and Nespresso business principles.Coordinate with accounting to secure accurate payment from customers.What will make you successful: At least 5 years of experience in a B2B (direct sales) environment, with a minimum of 2 years demonstrated commercial HORECA experience.Experience in driving cross-functional teams in strategic and high-value new business pursuits.Demonstrated success in previous sales roles with a strong B2B mindset and negotiation skills.Strong HORECA insight.Good financial knowledge, P&L management, internal F&C processes.Strong work ethic, integrity, and honesty.Customer-centric approach with strong interpersonal and communication skills, good at networking and strong influencing skills.Entrepreneurial spirit and self-motivation.
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