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. We're committed to 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 first-rate opportunities to push the boundaries of coffee exploration.

　　Job Description:

　　The Customer Account Manager (B2B National Accounts) will be responsible for developing solutions that align with customer needs across relevant strategic segments, securing new national account partnerships, driving regional execution, managing budgets and delivering results that meet or exceed targets. This role will ensure the definition and execution of National Account strategies for large, national offices in close partnership with National Distribution Partners (B2B) and with the Direct Sales team.

　　This role will also set-up and implement the National Account Commercial & Marketing plan to achieve yearly objectives (acquisition & growth) through Nespresso’s National Partnership network and Direct Sales team. The Customer Account Manager will also develop and execute expansion into strategic segments (i.e. workplaces, co-working, and associations), while ensuring profitability of National Office accounts according to Nespresso targets (P&L) under the guidance of the Sr Customer Account Manager. This is a remote-based opportunity. Preference will be given to candidates who reside in the greater San Francisco, California metropolitan area.

　　Responsibilities:

　　Sustainable Action

　　• Develop a robust pipeline of National Account workplace opportunities that are aligned with business objectives and customer strategies to ensure sustainable national account acquisition.

　　• Build complete customer plans for potential accounts that are aligned with business objectives and customer strategies.

　　• Follow Strategic Accounts defined by Nespresso US and with HQ; communicate regularly with Global Strategic Account Manager in HQ and supply reporting/support/feedback as requested.

　　• Map, build and execute expansion in core and strategic segments including (workplace, co-working and associations)

　　• Use of CRM system to target, acquire and develop new Accounts.

　　• Execute customer plans for potential Accounts.

　　• Participate, lead and execute discussions around National RFQ and RFP opportunities for both direct and indirect accounts.

　　• Negotiate commercial agreement with new Accounts.

　　• Assist in determining relevant events and other trade marketing activities which drive new account acquisition.

　　• Develops annual programs that will drive volume and brand presence in line with national strategies.

　　• Delivery of net sales and profitability objectives.

　　Partnership Relations

　　• Develops relationships with key account team of national partnership network from a sales perspective in conjunction with the Channel Sales Manager and the Customer Account Manager and Partnerships teams.

　　• Execute partnerships together with national account team of all partners via business planning, creation of acquisition programs, tailored activations and concepts, depending on the customer needs.

　　• Expand partnership into new strategic segments by building relationships with dedicated teams from such National and regional partners in tandem with Customer Account team.

　　Customer Lifecycle Management

　　• Following the B2B strategic segments, build complete Customer Account Plan to drive the overall business and achieve profitable sales objectives.

　　• Liaise regularly with Sr Specialist Field Sales, Managers Field Sales and Managers Channel Sales to ensure development and execution of National Account plans together.

　　• Execute Accounts plans to ensure customer satisfaction and loyalty (training, promotions, visibility, etc.).

　　• Drives execution of national account programs through national buyers and field level management group.

　　• Conducts quarterly and yearly business reviews to update national accounts on business, opportunities, successes, competitive activity, opportunities, etc.

　　• Consistently pursues incremental opportunities to increase volume and presence.

　　• Ensure to maintain and grow the Top 15 customers.

　　• Leverage the COE/Direct Sales/Key Account teams to execute volume driving and retention programs.

　　• Build long term partnership with customers to capture new business opportunities and define tailored concepts together with Trade Marketing.

　　• Ensure new large deals sustain capsule volume growth.

　　• Use of CRM system and key account tools to maintain and develop existing accounts.

　　Flawless Execution of Commercial Activities

　　• Assist with development and management of Trade Marketing budget which pertains to National Accounts.

　　• Align and execute HQ strategies and initiatives as needed to support GSA efforts, and to properly grow/drive focus business.

　　• Collaborate effectively with B2B colleagues and all functions (i.e. Trade Marketing, CRM, Customer Contact Center, Technical & Quality Management Partnership, National Accounts Team, sustainability, etc.) to deliver overall commercial plan and guarantee high standards of customer relationship management.

　　Customer/Market Knowledge and Best Practices

　　• Analyze and know the market, its developments and foresee future trends in collaboration with the local Marketing team.

　　• For strategic segments (workplace, co-working, and associations) understand customers and end-consumers in order to develop actions that enable growth and expansion.

　　• Monitor and report all competitive activities and share it with the Marketing team.

　　• Share know-how with the market and to HQ. (Best practice sharing).

　　• Cascade information collected during tradeshows, events and key account meetings to the team.

　　• Challenge areas of improvement supported by concrete action plans (best practices implementation); requests support/tools with a business case to win the partnership.

　　Premium Brand Values and Customer Experience

　　• Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the Workplace environment.

　　• Ensure a 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 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.

　　• 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 Segments guidelines, etc.).

　　• Coordinate with accounting to secure accurate payment from customers.

　　• Perform additional duties and tasks as assigned by the Sr Customer Account Manager.

　　• Manage all aspects of business including but not limited to budgets, T&E, and strategic partnerships.

　　• Perform additional duties and tasks as assigned by the Sr Customer Account Manager.

　　Requirements:

　　• High School Diploma or GED required Bachelor’s degree preferred.

　　• 5+ years of National Account experience with a proven track record of success working within the Office/Workplace channel with C-level exposure and negotiation experience required.

　　• 3+ years of experience working with National Distribution Partners (Sodexo, Aramark, US Foods, Sysco, etc.) is highly preferred.

　　• Must have strong analytical skills and experience using internal and external data sources required.

　　• Demonstrated proficiency in MS Office (Word/Excel/Outlook/PowerPoint) required.

　　• Mus have excellent communication (oral and written), presentation, organizational and stakeholder management skills (ability to build and maintain strong, cross-functional stakeholder relationships).

　　• Must possess strong negotiation and strong time management skills, with the ability to be agile and multi-task.

　　• Willing and able to work under pressure to meet tight deadlines with minimal supervision.

　　• Must have experience in facilitating customer and group meetings.

　　• Must be organized, reliable and resourceful professional with practical experience and understanding of sales processes.

　　• Willing and able to travel up to 50% based on the needs of the team and the business.

　　The approximate pay range for this position is $135,000 to $155,000. 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: About Us | Nestlé Careers (nestlejobs.com)

　　Requisition ID:

　　276554

　　It is our business imperative to remain a very inclusive workplace.

　　To our veterans and separated service members, you're at the forefront of our minds as we recruit top talent to join Nestlé. The skills you've gained while serving our country, such as flexibility, agility, and leadership, are much like the skills that will make you successful in this role. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestlé seeks such skilled and qualified individuals to share our mission where you’ll join a cohort of others who have chosen to call Nestlé home.

　　Nestlé Nespresso USA is an equal opportunity employer and is looking for diversity in qualified candidates for employment. Prior to the next step in the recruiting process, we welcome you to inform us confidentially if you may require any special accommodations in order to participate fully in our recruitment experience. Contact us at [email protected] or please dial 711 and provide this number to the operator: 1-800-321-6467.

　　This position is not eligible for Visa Sponsorship.