HORECA Key Account Manager (CPT) at Nestle

A day in 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) enviornment, with a minimum of 2 years demostrated commercial HORECA experience. 
• Experience in driving cross-functional teams in strategic and high-value new business pursuits.
• Demonstrated success in previous sales roles with 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