Field Sales & Account Lead (B2B Hospitality Sales)

Field Sales & Account Lead (B2B Hospitality Sales)

At Nespresso, we place people and specialty coffee at the heart of what we do. As part of our team, you'll be empowered to inspire, care, act, and innovate to reach your full potential and reimagine what coffee can be. As a certified B Corporation, we're committed to driving our triple bottom line People, Profit, and Planet by delivering an exceptional coffee experience that elevates our community, suppliers, farmers, and each other, channeling our growth-minded spirit to set new standards in global coffee culture. Quality, sustainability, diversity, and inclusion are core to who we are and critical to our vision of driving positive change. Throughout our factories, boutiques, and office locations, Nespresso careers are brimming with best-in-class opportunities for your development and growth. Join us!

The Field Sales & Account Lead (B2B Hospitality Sales) will be responsible for acquiring mid-large regional/national customers part of Nespresso B2B Strategic Customer Segments, obtained through close partnerships directly through Nespresso direct account relationships. These B2B accounts include Hotels, Restaurants and Cafes, Office Channels, Luxury Retail Stores, Cruise Lines and more, for example. This role will also execute key B2B account commercial and marketing plans to achieve yearly Sales objectives (acquisition and growth) together with the direct Sales team and Distribution network. This role will also ensure profitability of key accounts according to Nespresso Sales targets (P&L) under guidance of the Field Sales Manager. The Field Sales & Account Lead will also be responsible for developing solutions that align with customer needs, owning key account partnerships within your region, as well as securing new key account partnerships together with Distribution Partners and Nespresso Direct Sales team, managing budgets and delivering results that meet or exceed targets. The Sales territory for this role includes the following states: Illinois, Iowa, Minnesota, Wisconsin, Indiana and Michigan. However, candidates must be located in the greater Chicago, Illinois area or within commutable distance to Chicago. When not travelling within the field/territory for Sales visits, this role is a remote-based opportunity.

Responsibilities:

• Sustainable Acquisition
• Develop a robust pipeline of National & Regional Key Account opportunities that are aligned with business objectives and customer strategies to ensure sustainable key account acquisition.
• Negotiate commercial agreement with new accounts in line with P&L standards.
• Build complete customer plans for potential accounts that are aligned with business objectives and customer strategies.
• Use of CRM system to target, acquire and develop new accounts.
• Execute customer plans for potential accounts and deliver on net sales and profitability objectives.
• Expand focus into Nespresso Strategic Customer Segments.
• Customer Lifecycle Management
• Effectively manages existing Key Account and National customers, ensuring growth & compliance with Distributors and Territory Managers.
• Liaise regularly with Customer Account Manager team, other Field Sales & Account Leads, as well as with the B2B Field Sales manager and Channel Sales team to ensure development and cohesive execution plans for key accounts.
• Execute Accounts plans to ensure customer satisfaction and loyalty (training, promotions, visibility, etc.).
• Conduct quarterly and yearly business reviews to update customer accounts on business, opportunities, successes, competitive activity, opportunities, etc.
• Ensure to maintain and grow the Top 15 customers.
• Leverage the COE/Key Account Specialist team to execute volume driving and retention programs.
• Build long-term partnership with customers to capture new business opportunities.
• Customer/Market Knowledge and Best Practices
• Analyze and know the market, its developments and foresee future trends in collaboration with the local Marketing team.
• Understand customers and end-consumers in order to develop actions that enable growth and expansion in strategic segments (examples: legal, Healthcare, Hospitality, finance & consultancy, tech, creative, real estate, higher Education, Luxury Residential, Fitness, etc.).
• Monitor and report all competitive activities and share it with Marketing.
• Share know-how with the market and to HQ (best practice sharing).
• Cascade information collected during tradeshows, events and key account meetings to the RDM and TM team.
• Challenge areas of improvement supported by concrete action plans (best practices implementation); requests support/tools with a business case to ring the partnership.
• Premium Brand Values and Customer Experience
• Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the customer environment.
• Ensure professional Sales experience in accordance with the Nespresso brand image.
• Optimize Brand Equity and visibility through the Nespresso Experience, brand exposure and product trials.
• Be an ambassador of all Nespresso sustainability programs and ensure awareness and implementation of recycling and sustainability initiatives in customer environment.
• Compliance
• Adherence to all Company principles and policies including Nestl trade policy, local Sales policy, local Trade Terms, Safety and legal regulations.
• Ensure that all commercial B2B activities are managed according to Nestl and Nespresso business principles.
• Ensure that all company policies, procedures and business ethics codes are communicated and implemented within the team.
• Execute international commercial guidelines (e.g. Sales and Trade Terms, Segment & Strategic Segment guidelines, etc.).
• Coordinate with accounting to secure accurate payment from customers.
• Manage all aspects of business including but not limited to budgets, travel and expense (T&E), and strategic partnerships.
• Accurately forecast capsule consumption and machine purchases for market.

Requirements:

• Must possess a High School Diploma or GED; Bachelor's Degree in Business Administration, Psychology or in a related field desired.
• 4-5+ years of Account Management or Sales experience with a proven track record of success selling within the Hospitality industry and/or Office/Workplace channel required, preferably with C-Suite level exposure and negotiation experience.
• 1+ years of experience selling in commercial Hospitality & Travel workplace is highly desired.
• Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) required.
• Must have excellent communication (oral and written), collaboration, teamwork, organizational and stakeholder management skills (including the ability to develop and maintain strong, cross-functional stakeholder relationships) is required.
• Must possess strong presentation, negotiation, analytical, leadership and listening skills, while also being detail oriented.
• Current or prior experience working and selling on behalf of a medium or large organization within the Coffee of CPG industry is highly desired.
• Must be willing and able to work under pressure to meet tight deadlines with minimal supervision.
• Must be goal-oriented, metrics driven and a go-getter with strong self-initiative.
• Ability to work through business transformation and change management is required.
• Willing and able to travel up to 40% based on the needs of the team and the business.
• The approximate pay range for this position is $120,000 to $130,000. Please note that 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. Nestle Offers performance-based incentives and a competitive total rewards package, which includes a 401k with a 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: Nestle in the US Benefits | Nestl Careers