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National Account Manager, Office Coffee Sales

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Job location: New York, New York Position type: Professional Req No: 18009013
Nestle Nespresso is looking for a National Account Manager to be the strategic lead for our national Office Coffee Sales channel of our B2B business across the U.S.

The National Account Manager will ensure the definition and execution of National Account strategies for large national offices in close partnership with National Distribution Partners. This person will set-up and implement National Account commercial and marketing plan to achieve yearly objectives (acquisition and growth) together with National Distribution Partners. The National Account Manager will ensure profitability of National Key Accounts according to Nespresso targets (P&L).

As Offices National Account Manager, you own national accounts partnerships, regional execution, budgets and results while developing solutions that align with customer needs together with National Distribution Partners.


Sustainable Acquisition:
-Develop a robust pipeline of National Account opportunities that are aligned with business objectives and customer strategies to ensure sustainable key account acquisition -Build complete customer plans for potential accounts that are aligned with business objectives and customer strategies -Follow Global Strategic Accounts defined by headquarters; communicate regularly with Global Strategic Account Manager in Switzerland headquarters and supply reporting/support/feedback as requested
-Use of CRM system to target, acquire and develop new Accounts
-Execute customer plans for potential Accounts
-Negotiate commercial agreement with new Accounts -Assist in determining relevant events and other trade marketing activities which drive new account acquisition
-Develop annual programs that will drive volume and brand presence in line with national strategies
-Delivery of net sales and profitability objectives

Customer Lifecycle Management:
-Effectively manages existing National customers, ensuring growth & compliance with distributors & territory managers
-Following the B2B strategic segments, build complete Customer Account Plan to drive the overall business and achieve profitable sales objectives
-Liaise regularly with Office Territory Managers and with Regional Distribution Managers to ensure development and execution of Key Account plans together -Execute Accounts plans to ensure customer satisfaction and loyalty (training, promotions, visibility...)
-Drive execution of national account programs through national buyers and field level management group
-Conduct quarterly and yearly business reviews to update national accounts on business, opportunities, successes, competitive activity, opportunities, etc.
-Consistently pursues incremental opportunities to increase volume and presence
-Ensure to maintain and grow the Top 15 customers -Leverage the Call Center/Key Account Specialist team to execute volume driving and retention programs
-Build long term partnership with customers to capture new business opportunities and define tailored concepts together with trade marketing
-Ensure new large deals sustain capsule volume growth
-Use of CRM system and key account tools to maintain and develop existing Accounts

National Distribution Partner management:
-Develop yearly activation plan with national distribution partner based on shared objectives
-Develop relationships with national distribution partner at every level
-Together with national account team of the National Distribution Partner, drive business planning, creation of acquisition programs, tailored activations and concepts, depending on the customer needs.
-Responsible to ensure correct execution of agreement with national distribution partner (targets, investments, business planning, after sales service, brand visibility, etc.)
-Work together with trade marketing to ensure maximum visibility and presence within distribution partner environment
-Work together with Technical Quality Management to design a tailored after sales service training plan for National Distribution Partners
-Work together with B2B Trainer, to define yearly sales training plan for sales force national distribution partner.
-Attend National meetings of National Distributor Partners and ensure Nespresso brand presence
-Creation of concepts together with National Distribution Partner to create new business opportunities and deliver differentiated consumer experiences

Flawless execution of commercial activities:
-Assist with development and management of Trade Marketing budget which pertains to National Accounts
-Align and execute HQ strategies and initiatives as needed to support GSA efforts, and to properly grow/drive focus business.
-Collaborate effectively with B2B colleagues and all functions (i.e. trade marketing, CRM, CRC, TQM, Distro, NAM Team, sustainability...) to deliver overall commercial plan and guarantee high standards of customer relationship management

Customer/Market knowledge and best practices:
-Analyze and know the market, its developments and foresee future trends in collaboration with the local Marketing team
-For selected industries (law, financial, tech, creative, consultancy, real estate) understand customers and end-consumers in order to develop actions that enable growth and expansion
-Monitor and report all competitive activities and share it with marketing -Share know-how with the market and to HQ. (Best practice sharing)
-Cascade information collected during tradeshows, events and key account meetings to the team
-Challenge areas of improvement supported by concrete action plans (best practices implementation); requests support/tools with a business case to ring the partnership
Maintain Premium Brand Values and Customer Experience:
-Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the OFFICE environment.
-Ensure a professional sales experience in accordance with the Nespresso Brand Image.
-Optimize Brand Equity and visibility through the Nespresso Experience, brand exposure and product trials
-Be an ambassador of all Nespresso sustainability programs and ensure awareness and implementation of recycling and sustainability initiatives in customer environment

Compliance: - Adherence to all Company principles and policies including Nestlé trade policy, local Sales policy, local Trade Terms, Safety and legal regulations
- Ensure that all commercial B2B activities are managed according to Nestlé and Nespresso business principles
- Ensure that all company policies, procedures and business ethics codes are communicated and implemented within the team
- Execute international commercial guidelines (e.g. Sales and Trade Terms, Segment & Strategic Segments guidelines, etc.).
- Coordinate with accounting to secure accurate payment from customers - Manage all aspects of business including but not limited to budgets, T&E, and strategic partnerships
- Accurately forecast capsule consumption and machine purchases for market

-Bachelor’s Degree, required

-5+ years National Account experience with a proven track record of success, in the Office channel with C-level exposure and negotiation experience, required
-3+ years managing Distribution Partners, strongly preferred
-Strong analytical skills and experience using internal and external data sources
-Experience in strategic planning and execution.
-Experience negotiating and dealing with change management.
-Experience in facilitating customer and group meetings.
-Proficient in Microsoft Word, Power Point and Excel.
-Organized, reliable and resourceful professional with practical experience and understanding of sales processes.
-Ability to work independently, multi-task and prioritize under pressure and within tight budget constraints.
-Work requires professional written and verbal communication and interpersonal skills.
-Ability to motivate teams to produce quality materials within tight timeframes and simultaneously manage several projects.

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