Job Information
Nestle Manager Customer Accounts (Remote) in New York, New York
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!
POSITION SUMMARY:
As the Manager of Customer Accounts in the Hotels, Travel, and Leisure segments, your primary responsibility is to develop tailored solutions that meet the needs of customers within these industries. This includes securing new national partnerships, expanding existing partnerships, overseeing regional execution, and managing budgets to achieve or surpass targets. Additionally, you will collaborate closely with National/Regional Distribution Partners and the Direct Sales team to define and execute strategies for large, national hotel, travel, and leisure opportunities. You will also be responsible for implementing commercial and marketing plans for National Accounts, ensuring the achievement of yearly objectives in terms of acquisition and growth through our dual route to market. Ultimately, your role will focus on driving profitability for National Accounts in alignment with Nespresso targets (P&L), under the guidance of the Director of Field Sales. The segments covered in this role include accommodations (hotels, cruises), transportation (airports/airlines, trains), and attractions (theme parks, concessions, entertainment venues). This is a fully remote opportunity with an anticipated 40% travel requirement nationwide.
RESPONSIBILITIES:
Sustainable Acquisition
Develop a robust pipeline of National Account opportunities aligned with business objectives and customer strategies for sustainable acquisition
Build comprehensive customer plans for current and potential accounts
Understand both Direct and Indirect routes-to-market to solicit, secure, launch, and drive new business
Balance PRO vs Classic opportunities according to specific business objectives
Follow Nespresso US and Global Strategic Accounts, communicating regularly with the Global Strategic Account Manager and providing reporting/support/feedback as requested
Use CRM systems to target, acquire, and develop new accounts
Execute customer plans for potential accounts
Negotiate commercial agreements with new accounts
Participate, lead, and execute strategic partnership opportunities via Partnership network, RFP, RFQ, and other inquiries
Assist in determining relevant events and trade marketing activities to drive new account acquisition
Develop annual programs to drive volume and brand presence in line with national strategies
Deliver net sales and profitability objectives
Partnership relations
Develop relationships with the key account team of the national partnership network, in collaboration with Regional Partnership Managers and the National Account Manager - Partnerships team
Execute partnerships with the national account team of all partners through business planning, creation of acquisition programs, and tailored activations and concepts based on customer needs
Expand current partnerships by building relationships with dedicated teams from national and regional partners, in tandem with the Nespresso National Account Team
Customer Lifecycle Management
Effectively manage existing National customers, ensuring growth and compliance with regional and national partners through collaboration with territory managers
Build comprehensive Customer Account Plans to drive overall business and achieve profitable sales objectives
Regularly liaise with Regional Sales Managers, Key Account Managers, and Regional Partnership Managers to develop and execute National Account plans together
Execute account plans to ensure customer satisfaction and loyalty through training, promotions, and visibility initiatives
Drive the execution of national account programs via national buyers and field-level management groups
Maintain and grow the Top 10 accounts through systematic QBRs and Joint Business Planning with customers
Leverage the CoE/Key Account Specialist team to execute volume-driving and retention programs.
Build long-term partnerships with customers to capture new business opportunities and define tailored concepts with trade marketing
Ensure new large deals sustain capsule volume growth
Utilize CRM systems and national account tools to maintain and develop existing accounts
Flawless Execution of Commercial Activities
Assist in developing and managing the Trade Marketing budget for NAs
Align and execute HQ strategies and initiatives to support GSA efforts and drive business growth
Collaborate effectively with B2B colleagues and all functions (e.g., trade marketing, CRM, COE, TQM, Partnerships, NAM Team, sustainability) to deliver the overall commercial plan and ensure high standards of customer relationship management
Customer/Market Knowledge and Best Practices
Analyze the market, foresee future trends, and collaborate with the local Marketing team
For strategic segments, understand customers and end-consumers to develop growth and expansion actions
Monitor and report competitive activities, sharing insights with marketing
Share know-how with the market and HQ (best practice sharing)
Cascade information from tradeshows, events, and key account meetings to the team
Identify areas for improvement with concrete action plans and request support/tools with a business case to strengthen the partnership
Premium Brand Values and Customer Experience
Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the Hospitality & Travel environment
Maintain a professional sales experience in line with the Nespresso Brand Image
Enhance Brand Equity and visibility through the Nespresso Experience, brand exposure, and product trials
Act as an ambassador for all Nespresso sustainability programs, promoting awareness and implementation of recycling and sustainability initiatives in the customer environment
Compliance
Adhere to all Company principles and policies, including Nestlé trade policy, local Sales policy, Trade Terms, Safety, and legal regulations
Manage all commercial B2B activities according to Nestlé and Nespresso business principles
Communicate and implement company policies, procedures, and business ethics codes within the team
Execute international commercial guidelines (e.g., Sales and Trade Terms, Segment & Strategic Segments guidelines)
Coordinate with accounting to secure accurate customer payments
Manage all business aspects, including budgets, T&E, and strategic partnerships
Accurately forecast capsule consumption and machine purchases for the market
REQUIREMENTS:
High School Diploma or GED required; Bachelor's Degree strongly preferred
Experience in Commercial, Sales, or equivalent preferred
5+ years of National Account experience with a proven track record of success in the Hospitality channel, including C-level exposure and negotiation experience
3+ years of experience working with national distribution partners and/or GPO partnerships {preferred}
Proficient in Microsoft Word, PowerPoint, and Excel
SKILLS:
Strong analytical skills with experience using internal and external data sources
Lead and execute strategic partnership opportunities (Partnership network, RFP, RFQ, and other inquiries)
Experience in strategic planning, execution, and change management
Skilled in facilitating customer and group meetings
Organized, reliable, and resourceful with a solid understanding of sales processes
Ability to work independently, multitask, and prioritize under pressure and within tight budget constraints
Excellent written, verbal communication, and interpersonal skills
Capable of motivating teams to produce quality materials within tight timeframes while managing multiple projects
The approximate pay range for this position is $125,000- $145,000 base. 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 company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefits packages may vary depending on the position. Learn more at:
About Us | Nestlé Careers (nestlejobs.com) (https://www.nestlejobs.com/nestle-in-the-us)
Requisition ID#331372
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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.
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