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Territory Sales Manager, Hospitality & Dining - Boston

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Job location: Boston, Massachusetts Position type: Professional Req No: 18008117
Nestle Nespresso is looking for a Territory Account Manager to increase our sales through the creation and execution of a selling strategy with Hotels and Restaurants (HORECA) in the Greater Boston Area.

The Territory Sales Manager will acquire new high volume customers in the HORECA segment of Nespresso B2B and evolve the business with existing customers in the assigned geographical territory to deliver upon agreed objectives/targets.

This newly created position is ideal for a results-driven, strategic seller that is familiar with the Boston area and accustomed to selling into premium hotel and restaurant accounts.

The Territory Account Manager is responsible for:

Sustainable Acquisition:
- Aligned with the sales field plan, the Territory Account Manager will identify sales opportunities within designated territory to acquire new accounts
- Identify and contact key decision makers using diverse methods and tools (cold calling/visit, social media, events...)
- Use of CRM system to manage leads (C4C)
- Acquire new customers by following the Nespresso HORECA guidelines, focusing on high-volume customers
- Use P&L approach for specific offers to reach the sales targets
- Liaise with B2B Sales Support and Call Center teams to ensure flawless execution of lead management activities - Support Distribution colleagues as needed to close new HORECA opportunities

Customer Lifecycle Management (Existing Customer Development):
- Tailor our value proposition to increase business with existing customers / maximize penetration rate in a customer (share of throat)
- Use P&L approach for specific offers to reach the sales targets
- Use of CRM system to grow / maintain existing customers
- Maintain and nurture relationship with key decision makers after the initial purchase to build partnership
- Liaise with B2B colleagues and all functions to ensure flawless execution of customer lifecycle management - Provide market intelligence to the sales team

Customer Knowledge and Continuous Improvement:
- Solid understanding of the territory and customers’ needs
- Understand future trends and use this knowledge to capture business opportunities with leads and existing customers
- Leverage this know-how to the sales team (Best practice sharing)
- Monitor and report all competitive activities and share it with trade marketing and team
- Challenge areas of improvement and suggest ideas to close gaps

- Collect accurate inputs to ensure compliance of the sales process
- Compliance with Nestlé and Nespresso business principles and policies including Nestlé Nespresso trade policy, local Sales policy, local Trade Terms, Safety and legal regulations.
- Manage all aspects of his/her territory including but not limited to budgets, travel and expense, and strategic partnerships
- Accurately forecast capsule consumption and machine purchases for market


High School Diploma or GED required.
Bachelor’s Degree, preferred

5+ Years’ experience in Field Sales role working with and/or managing DSD food service preferred
2+ Years’ experience in commercial HORECA experience strongly preferred
Experience with medium to large account management preferred
Excellent communication skills and the ability to actively listen and learn a new brand
Demonstrated good level leadership/project management skills
Strong negotiation skills
Travel 25-30%

The Nestlé Companies are equal employment and affirmative action employers and looking for diversity in qualified candidates for employment.
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