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**Job Success Profile**

**Position Level: Leaders**

**Job Family**:
**Generating Demand**

**Sub Job Family**:
**General Sales/Key Account Management**

**Job and Job ID**:
**B2C Key Account Manager**

**Job Groupings**:
**Manager**

**Region / Market / Country**:
**Saudi Arabia**

**Position Dimensions / Scope**
- Sales Promoters**Location**:
**Jeddah**
- Enter Dimensions / scope _
- information _
- e.g. Net Proceeds of Sales (NPS): Number of Units or Factories: _
- Budget : _
- Number of direct subordinates / indirect subordinates: Business or Product categories _

**Company**:
**Nestlé Nespresso**

**Department**:
**Commercial B2C**

**Position Title**:
**Key Account Manager**

**Direct Report to**:
**B2C Commcercial Director**

**Indirect Report to**:
**BEO**

**Main Purpose of Job**

**_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. _**

**Key Outputs**:
**_List the main results which the job must deliver in order to achieve its purpose. _**

**Measurements / Performance Indicators**

**Market insight**:

- Know and analyze the market, its developments and foresee future trends.
- Understand consumer, trade and market insights mastering available analytical tools in the market (e.g. GFK, CRM)
- Monitor, analyze and communicate the actual machine market and turn findings into valuable strategies or concepts
- Understand, check and use coffee machine market data (e.g. GFK, CRM).
- Comply with Nespresso information systems (reporting, NesSoft) to ensure accurate market intelligence and customer relationship management.
- Weighted Distribution
- % of Market Shares
- Nespresso HH & regions penetration
- Coffee capsules evolution in respective KA's, including generic

**Establish the Sales strategy for KA on his/her competence**:

- 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
- Negotiate annual KA plan (follow up MP Plan also)
- Definition of KA strategic role
- # and value of new members vs. targets (OP, LE) per KA
- % of market share
- ND and WD distribution
- ROI of promotional activities in the KA

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

- **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.**
- Satisfaction and loyalty of KA stakeholders
- % of attendees of KA main stakeholders to Nespresso events
- % of participants in Nespresso Academy
- # Machine partners MGMT: meetings, plan accuracy, service level agreement
- # of Academy training sessions per year per KA

**Excel in execution. Build complete KA plan to drive the overall business**:

- 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 functio