At Nespresso, we place people and specialty coffee at the heart of what we do. As part of our team, you'll be empowered to inspire, care, act, and innovate to reach your full potential and reimagine what coffee can be. As a certified B Corporation, we're committed to driving our triple bottom line – People, Profit, and Planet – by delivering an exceptional coffee experience that elevates our community, suppliers, farmers, and each other, channeling our growth-minded spirit to set new standards in global coffee culture. Quality, sustainability, diversity, and inclusion are core to who we are and critical to our vision of driving positive change. Throughout our factories, boutiques, and office locations, Nespresso careers are brimming with best-in-class opportunities for your development and growth. Join us!
JOB SUMMARY:
The B2B Regional Sales Manager is responsible for coaching, leading, motivating, and inspiring the B2B Territory Manager Sales Team to achieve agreed objectives and sales plans. They will drive maximum profitability and growth in alignment with the Market Business Strategy. Additionally, they will collaborate with the Inside Sales team to drive K&I (knowledge and insights) and GET (goals, execution, and tracking) results as required. The Regional Sales Manager will leverage insights to ensure the successful implementation of Nespresso US Market Business Strategy, under the guidance of the Director of Field Sales. This role will provide support to our East region and will require 50% travel.
RESPONSIBILITIES:
Assist in development and communication of key priorities and targets for the sales organization:
- Act as a key link between the field operations and the NN Strategy, by coordinating and implementing the B2B strategy with the B2B Leadership Team
- Assist in developing the annual targets for the Sales Force with the Director of Field Sales and Sr Manager Commercial Excellence
- Assist in ensuring Inside Sales is engaging in a high value manner, providing feedback around what's working/what's not in order to drive consumption, solicit new business, completing assignments as given
- Co-ordinate and review the pipeline of potential customers & growth opportunities on a regular basis for efficient Customer Lifecycle Management
- Propose and follow up of Sales Force specific regional actions / promotions to reach the sales targets
- Provide input for Commercial Excellence to ensure reporting is leveraged to drive and support the business requirements/priorities
- Provide timely feedback to senior management regarding team performance
- Accountable and Responsible to ensure achievement of agreed sales targets/KPIs:
- Execute in accordance with all commercial guidelines (e.g. Sales and Trade Terms, Hotel/Travel/Leisure/Workplace/Office segment guidelines) Sales Force SIP, NA programs, Regional and National Account Parnership Terms, Regional and National Distributor Partner Goals & Programs, etc.
- Ensure achievement of agreed Field Sales plan and targets/KPIs
- Perform and share regular and accurate evaluation of Sales Force productivity (monthly, weekly, daily) and potential actions to be taken to achieve/exceed
- Support National Account and Partnership execution and compliance
- Propose new Regional Account Partners, drive new and existing regional business by servicing as point of contact
- Regular communication and collaboration with Key Account Team in the assigned geography
- Challenge the sales organization to ensure its effectiveness and meet evolution of business requirements
- Control expenses to meet budget guidelines
- Support strategic partnerships and tradeshows/events to maximize ROI and brand awareness
- Ensure effective cross functional collaboration with B2B peers to achieve overall objectives achievement and ensure customer satisfaction
- Ensure proper reporting of team and usage of CRM tool
- Provide any identified trends to Director of Field Sales or any potential gaps in team development or competitive set
- Regularly analyze direct Office and HORECA data, by market and segment, to identify gaps, declines, and notable increases
Manage the team to achieve or exceed business targets:
- Drive and Inspire performance: empower and enable people, give and receive feedback, evaluate and differentiate performance, constantly challenge the set up to ensure its results and effectiveness
- Hire, develop, and retain high performing teams while aligning with the people process cycle
- Create and support a positive culture and mindset - ensure alignment, lead by example, promote an open, inclusive culture and share/live by Nestle values in a sustainable way
- Develop people: coach, define effective (70-20-10) development plan and identify talent, building the right capabilities for the team and for the organization long-term success
Share, implement and sustain best commercial practices by working closely with core cross-functional groups such as TMs, TQM, CoE (Center of Excellence), Commercial Excellence, Partnerships/Distribution, NAMs, Finance, HR, Trade Marketing, Supply Chain, etc. :
- Cascade information in a timely manner to the team
- Identify, implement, sustain and share best practice (market/HQ)
- Challenge areas of improvement supported by concrete action plans
- Evaluate the need for new or improved tools and applications while ensuring maximum use/adoption of sales & programs
- Establish communication protocol and routine with all groups/teams
REQUIREMENTS:
- High School Diploma or GED
- Bachelor's Degree preferred
- 5+ years of Sales Management and/or Key Account experience with a proven track record of success required, preferably in the hospitality/HORECA channel
- 2+ years of experience in managing, leading, and developing employees preferred
- Strong business management skills
- High ethics and professional standards
SKILLS:
- Knowledge of and/or experience with direct office independent and/or National Accounts preferred
- Strong segment and channel business knowledge preferred. Demonstrated skills as a change agent/entrepreneur preferred
- Proven analytical skills in data collection and management
- Excellent communication skills
- Experienced and strong negotiation skills in both sales and the distributor network preferred
- 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 preferred
The approximate pay range for this position is $140,000- $160,000 base. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to knowledge, skills, and abilities as well as geographic location.
Nestle offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefits packages may vary depending on the position. Learn more at:
About Us | Nestlé Careers (nestlejobs.com)
Requisition ID#332816
It is our business imperative to remain a very inclusive workplace.
To our veterans and separated service members, you're at the forefront of our minds as we recruit top talent to join Nestlé. The skills you've gained while serving our country, such as flexibility, agility, and leadership, are much like the skills that will make you successful in this role. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestlé seeks such skilled and qualified individuals to share our mission where you’ll join a cohort of others who have chosen to call Nestlé home.
Nestlé Nespresso USA is an equal opportunity employer and is looking for diversity in qualified candidates for employment. If you require an accommodation in order to view or apply to open position, please dial 711 and provide this number to the operator: 1-800-321-6467.
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