This role is primarily to handle account management of existing accounts which includes key global and local key account chains and protecting Nespresso’s existence in the account in a sustainable and profitable status. The role also entails business development either in existing account or penetrating/expanding via new accounts and chains.

DUTIES AND RESPONSIBILITIES:

Business Development

• Analyze and understand business of potential customers and see where the opportunity will come in for Nespresso.
• Prepare sales funnel of prospective accounts and regularly updates the funnel from lead generation to receipt of PO.
• Prepare financial simulations on the offer to the account ensuring that the desired contribution margins of Nespresso are met.
• Negotiate contracts with the client and establishing a timeline of performance and ensuring a profitable solution for Nespresso
• Present to potential customers harping on the FAB and the profit story for the customer.
• Package a calendar of activities/ tie ups with the accounts locking in partnership with the account

Key Account Management

• Prepare demand forecast to ensure stocks requirements of the account are met
• Ensure that demand delivery requirements of the account are met ( correct quantity as required & correct timing of delivery )
• Conduct joint business planning with the account to ensure mutual beneficial activities done .
• Conduct top to top management with account specifically the key accounts.
• Resolve key client issues and complaints.
• Conduct business review specifically with key accounts.
• Prepare renewal of contract with account .
• Ensure good receivables and market hygiene management.
• Ensure productivity of on loan equipment with the account.

Others

• Create and maintain masterlist of accounts and ensuring that this is updated regularly.
• Share category and channel trends with the account.
• Offer benchmarking on certain proficiencies e.g. sustainability efforts of Nespresso and other good practices within the organization.
• Offer and present new coffee concoctions that will provide differentiation with accounts.
• Attend supplier summit of account representing Nespresso
• May conduct special projects of task as may be assigned.

MINIMUM QUALIFICATIONS:

• At least 2 years of sales experience. Must have experience in HoReCa (Hotels, Restaurants/Cafes) industry.
• Proven track record of results, specifically in sales
• Effective listening, negotiation, and presentation skills
• Strong work ethic, integrity and transparency
• Strong customer focus, interpersonal and communication skills

Please refer to job description.