Key Account Manager

2 days ago

Jeddah, Saudi Arabia Nestle Full time

You’re energized by challenges, creative brand-buildingand great coffee?

The Nespresso story began with a simple but revolutionary idea: enable anyone to create the perfect cup of coffee - just like a skilled barista. From this beginning more than 30 years ago, the Nespresso brand concept, the Nespresso Trilogy: exceptional coffees, smart and stylish coffee machines and personalized, exclusive services, has revolutionized the way people enjoy their coffee and has evolved from pioneer to being the reference in portioned premium coffee.

Nespresso worldwide since its launch has enjoyed growth year on year. Our ambitions for coming years are sky high. Currently we are looking for
**Key Account Manager** with the mission to:
Make Nespresso the best-in-class brand with our strategic partners by ensuring commercial development and brand visibility. The main goal is to increase the sell-out, the turnover and visibility. To ensure that the visibility of Nespresso is consistent with its position on the market and that the Nespresso image is respected.

**A Day in the Life of a Key Account Manager**:
**Establish the Sales strategy for Key Account**
- Implementation and development of KA growth strategy and recommend actions to meet goals, based on the Operational Plan
- Actively participate in distribution strategy (prospect, selection, evaluation of the POS according

to Nespresso Strategic Plan)
- Elaborate and implement KA plans and ensure main stakeholders (internal and external -MP) are aligned to them
- Develop sales strategies together with field structure at POS level for machine listing and activities execution
- Establish a competitive set / risk management, using market Insight competition & shopper insight
- Look and prospect for new national accounts. Assess their potential and develop together with the field organization

**Manage relationship with Key Accounts (KA) and partners)**:

- Build strong relationship with existing and new accounts as well as strong performance mindset, nurture positive and efficient long term relationship all levels, including machine partners.
- Negotiate with the KA the necessary actions and activities to establish Nespresso as category leader
- Generate interest/demand at KA level in the category by communicating consumer trends & developments, and premium positioning of Nespresso.
- Ensure the proper information and alignment with machine partners about the strategies and actions in Key Accounts.
- Support machine partners buyers and field structure with updates about key accounts status, opportunities and threats.
- Develop and implement incentive actions in order to motivate KA and POS Staff to keep Nespresso at top-of-mind.

**Build complete KA plan to drive the overall business and manage the execution**:

- Execute the B2C sales strategy in collaboration with and through the field structure.
- Identify right contact persons (Buyers, Sales, Marketing) and involve them in the development and

implementation of the Key Account Plans.
- Set up annual targets by Key Account and develop a detailed Key Account business and operational plan.
- Target plans with: new members, machines volume and value, in-store activities, P&L follow-up and reporting.
- Define and agree promotional activities (Windows, In-store displays, Path-to-Purchase, Events, Catalogue, Demos etc.,) with buying office and merchandising head-office team.
- Liaise and coordinate with Trade Marketing to organize those activities. Actively facilitate and implement local initiatives with KA POS's
- Ensure cross functional communication within Nespresso about the activities (F&C, HR, Retail, Supply Chain, Marketing, CRC)
- Forecast management in cooperation with machine partner, vendor, agents.
- Align the global machine supply with consumers demand and market strategy by sharing on Nespresso commercial and marketing activities.
- Ensure accurate sell-in & sell-out forecast per Key Account and implement the contract terms between Nespresso and machines partners.
- Control and ensure sufficient stock level per account. Liaise with machine partner and buying office and KA.
- Ensure perfect coordination of logistics operations towards KAs in collaboration with SC
- Liaise with field structure demo program for KA

**Shopper experience to get members**
- Establish visibility strategy (# POS, type of installation, P2P, machine display): ensure the commitment to Nespresso presence in all concerned stores
- Maintain customer satisfaction and loyalty (demonstration, club/coffee comm., MShopper)
- Execution of machines launches
- Promotional activities & incentives: Innovate and improve promotional mechanics and redemption mechanics
- Function as a Sales Representative for the POS dedicated and of KA's under responsibility.
- Visit POS regularly with sales Promoters according to territorial planning and priorities.
- Monitor and report competitive activities, including periodic visits to SDA channels where

Nespress

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