Key Account Manager - HORECA - Nestle Operational Services Worldwide SA

POSITION SNAPSHOT

Company: Nespresso

Grade: I

Location: Dubai UAE

POSITION SUMMARY

Are you passionate about coffee and deeply committed to sustainability and quality At Nespresso our core values center around people coffee and sustainable living creating an inspiring and meaningful workplace environment.

We are currently seeking a candidate to take on the role of overseeing the execution of the HoReCa Channel Strategic Segment and Key Account Strategies for the UAE Market HoReCa Channel. This position entails: Ensuring the implementation of Key Account Commercial & Marketing OOH Activities to achieve yearly objectives (acquisition & growth) specifically targeting Premium Hotels Cafes and Restaurants/Bars in Abu Dhabi & Dubai. Managing the profitability of Key Accounts according to Nespresso targets (P&L) across all HoReCa Channel Strategic Segments (Premium Hotels Cafes and Restaurants).

A DAY IN THE LIFE

Market Insight:

• Conduct comprehensive market analysis to understand market dynamics trends and future projections.
• Develop a deep understanding of the B2B OOH HoReCa Channel Market in the UAE with a focus on office key accounts utilizing available market analytical tools effectively.
• Monitor analyze and communicate performance results compared to set plans including analyzing coffee machine market data from sources such as Euromonitor and Advancy.
• Formulate growth strategies and recommend actionable insights to meet set objectives.

Establish Sales Strategy (GET KEEP & INCREASE):

• Define key account opportunities within clusters of Premium Hotels Cafes and Restaurants both on an international regional and local scale with a focus on scaling and increasing capsule sales impact.
• Collaborate with B2B Commercial Manager and HoReCa Sales Manager to establish threeyear strategic business objectives.
• Develop annual key account plans with highlevel targets for acquisition retention and growth.
• Implement risk management strategies using market insight competition and shopper insights.
• Drive innovation in Premium HoReCa Venues to enhance brand visibility.

Manage Key Account Relationships:

• Foster strong relationships with existing and potential key accounts ensuring a performancedriven mindset and longterm positive relationships at all levels.
• Engage in public relations and networking activities with current and prospective key customers.
• Coordinate with the markets Marketing and Customer Relationship Center (CRC) functions to maintain high standards of customer relationship management.
• Seek strategic alliances with key decisionmakers to enhance brand performance.
• Ensure compliance with CRC Operations Guidelines and adapt to customer expectations while optimizing service delivery.

Execution Excellence and Business Development:

• Implement the B2B HoReCa Sales strategy in collaboration with the HoReCa Sales Team.
• Set annual machine sales targets by key account and develop detailed operational plans including volume value P&L tracking and reporting.
• Identify key contacts and involve them in the development and implementation of Key Account Plans.
• Define and agree on promotional activities with the buying department and merchandising headoffice team.
• Facilitate local initiatives and coordinate logistics operations with crossfunctional teams.
• Assist in coaching and developing the office sales team providing onthejob training and sharing success stories.
• Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in Premium HoReCa environments.
• Adhere to all company principles policies and business ethics codes including Nestl trade policy local Sales policy and safety regulations.
• Execute international commercial guidelines and ensure compliance with Nespresso B2B quality standards.
• Coordinate with accounting to ensure accurate payment from key accounts.

What will make you successful

• University degree in Commercial or Economics Management.
• Extensive commercial experience with a strong commercial acumen consistently achieving KPIs.
• Must have experience handling HORECA channels.
• Demonstrated success in various challenging sales roles including direct sales experience in a similar business model with the ability to effectively present commercial proposals to small to medium chain customers.
• Previous experience in line management within a similar environment with a proven track record of developing and coaching individuals and the ability to connect and motivate sales teams including virtual teams and agents.

People are at the heart of our success all 14000 of them for Nespresso globally. We actively cultivate diversity inclusion and belonging in the workplace. We celebrate individuality believing that your authenticity and uniqueness can help us to grow and thrive together