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Territory Sales Manager, Office Coffee Sales - San Francisco

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Job location: San Francisco, California Position type: Professional Req No: 18008661
Nestle Nespresso is hiring a Territory Sales Manager based in the Bay Area to manage and grow the Office Coffee Sales division. Nespresso has a large presence in the Bay Area within Office Coffee Sales, but there is a significant opportunity to grow the account base and make an impact within our growing, dynamic team.

The role’s main priorities are to develop and ensure successful implementation of the B2B route-to-market strategy. This individual will ensure aggressive B2B channel growth thorough the office segment analysis, support, and direction to distribution field teams to ensure excellence in execution in all segments and markets. The Territory Sales Manager will ensure complete alignment with the distribution teams and/or sales support partners to drive the B2B route to market strategy and provide/develop all sales tools, programs and training. This role will ensure growth in points of distribution (doors) as well as machines and capsules. Additionally, this role will be responsible for driving sales execution in Offices (sell-out) in our top National and/or high profile, high volume customers.


Drive growth in new and same store Office accounts through distribution:
•Grow the existing customer base through new account acquisition and conversion of leads.
•Leverage, manage and drive distributors to grow the overall Office business including the sell-in for the high profile/volume and/or national account customers
•Maintain a direct customer base of 100+ high profile/volume and/or national accounts and ensure excellence in execution
•Align with and ensures implementation of the overall B2B RTM strategy, working closely with the direct Nespresso territory sales team, sales partners and Distribution sales reps
•Create the programs, tools, support and processes as needed to ensure exceptional execution and measureable results

Territory Management:
•Closely monitor sales and distribution results and execution against annual plans & contract terms within his/her designated territory
•Consistently look for areas of new growth for the Office business, ensuring 100% alignment with the internal distribution team and distributor partners
•Schedule regular work-withs and branch visits with distributors to ensure territory growth
•Maintain a direct relationship with his/her high profile/volume and/or national customers and proactively works with them to increase Nespresso sales (sell-out)
• Consistently build local relationships and partnerships in order to secure new account growth and adoption of the Nespresso brand 
• Serves as the local expert on his/her territory, knowing when new accounts are opening, who the decision makers are, what drives their decisions, etc. •Manages all aspects of his/her territory including budgets, account development, distributors, etc.

Ensure compliance across performance tracking measures and deliverables to ensure exceptional execution while regularly analyzing sales data and insights to evaluate and improve performance:
•Establish clear expectations of short and long-term measures of success with core customers and distributors
•Drive the integration and adoption of KPIs, expectations and measures of success through the Distributor
•Work closely with all members of the field team (peers) to assess progress and make adjustments to business approach as needed
•Create processes and operating rhythms to manage his/her territory to drive the business forward
•Utilize all distributor data & insights to drive, own and manage his/her business
•Ensure accurate and timely data reporting on all execution KPIs

Work closely with core cross-functional groups to ensure alignment and superior execution of agreed upon trade strategies. Groups include Other Territory Account Managers, Finance, Trade Marketing, Supply Chain, etc.
•Creates and evaluates the need for new or improved tools and applications while ensuring maximum use/adoption of sales tools & programs
•Establish communication protocol and routine with all groups/teams
•Evaluate use of tools and templates and develop appropriate training to ensure distributor adoption
•Collaborate with territory sales teams & distributors to ensure alignment across targets/goals

High School Diploma or GED required.
Bachelor’s Degree, preferred
Experience in Commercial, Sales, or equivalent preferred

•5 years’ experience working with or managing a DSD and/or food service network, preferred
•Experience in managing, leading and developing third party distributors
•Knowledge of and/or experience with direct office independent and/or National Accounts
•Strong segment and channel business knowledge
•Strong business management skills
•Demonstrated skills as a change agent/entrepreneur
•Proven Analytical Skills in Data Collection & Management
•Excellent Communications skills and the ability to actively listen and learn a new brand
•Experienced and Strong Negotiation Skills in both sales and the distributor network
•Clear and proven ability to implement execution standards into customer contracts and trade outlets
•Ability to rapidly assess and succinctly summarize the current situation/process flow with respect to markets, competition, distributor practices and trends
•High ethics and professional standards

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