Key Account Manager

We are the Nestle Nespresso SA Company and are proud to be one of the fastest
growing operating unit of Nestle. Our passionate, entrepreneurial-minded team
has transformed Nespresso into the reference in portioned coffee and one of
the world's most trusted brands. Our growth comes from our commitment to
research and development in order to pioneer and be the reference in the
portioned coffee sector to provide the very highest quality coffees that could
be enjoyed in the comfort of consumers' own homes and also savored at out-of-
home locations, such as restaurants, hotels, offices and luxury retail
businesses. We guarantee quality by taking a careful, thoughtful approach in
how we source our ingredients, produce and market our premium coffee products.
With corporate headquarters in Lausanne, Switzerland, Nespresso is present in
over ‎60 countries and counts over ‎12,000 employees worldwide. To learn more
visit www.nespresso.com.

You're energized by challenges, creative brand-building… and great coffee?

The Nespresso story began with a simple but revolutionary idea: enable anyone
to create the perfect cup of coffee - just like a skilled barista. From this
beginning more than ‎30 years ago, the Nespresso brand concept, the Nespresso
Trilogy: exceptional coffees, smart and stylish coffee machines and
personalized, exclusive services, has revolutionized the way people enjoy
their coffee and has evolved from pioneer to being the reference in portioned
premium coffee.
Nespresso worldwide since its launch has enjoyed growth year on year. Our
ambitions for coming years are sky high. Currently we are looking for Key
Account Manager with the mission to:
Make Nespresso the best-in-class brand with our strategic partners by ensuring
commercial development and brand visibility. The main goal is to increase the
sell-out, the turnover and visibility. To ensure that the visibility of
Nespresso is consistent with its position on the market and that the Nespresso
image is respected.

A Day in the Life of a Key Account Manager:

Establish the Sales strategy for Key Account
* Implementation and development of KA growth strategy and recommend actions to meet goals, based on the Operational Plan
* Actively participate in distribution strategy (prospect, selection, evaluation of the POS according
to Nespresso Strategic Plan)
* Elaborate and implement KA plans and ensure main stakeholders (internal and external -MP) are aligned to them
* Develop sales strategies together with field structure at POS level for machine listing and activities execution
* Establish a competitive set / risk management , using market Insight competition & shopper insight
* Look and prospect for new national accounts. Assess their potential and develop together with the field organization

Manage relationship with Key Accounts (KA) and partners):
* Build strong relationship with existing and new accounts as well as strong performance mindset, nurture positive and efficient long term relationship all levels, including machine partners.
* Negotiate with the KA the necessary actions and activities to establish Nespresso as category leader
* Generate interest/demand at KA level in the category by communicating consumer trends & developments, and premium positioning of Nespresso.
* Ensure the proper information and alignment with machine partners about the strategies and actions in Key Accounts.
* Support machine partners buyers and field structure with updates about key accounts status, opportunities and threats.
* Develop and implement incentive actions in order to motivate KA and POS Staff to keep Nespresso at top-of-mind.

Build complete KA plan to drive the overall business and manage the
execution:
* Execute the B2C sales strategy in collaboration with and through the field structure.
* Identify right contact persons (Buyers, Sales, Marketing) and involve them in the development and
implementation of the Key Account Plans.
* Set up annual targets by Key Account and develop a detailed Key Account business and operational plan.
* Target plans with: new members, machines volume and value, in-store activities, P&L follow-up and reporting.
* Define and agree promotional activities (Windows, In-store displays, Path-to-Purchase, Events, Catalogue, Demos etc.,) with buying office and merchandising head-office team.
* Liaise and coordinate with Trade Marketing to organize those activities. Actively facilitate and implement local initiatives with KA POS's
* Ensure cross functional communication within Nespresso about the activities (F&C, HR, Retail, Supply Chain, Marketing, CRC)
* Forecast management in cooperation with machine partner, vendor, agents.
* Align the global machine supply with consumers demand and market strategy by sharing on Nespresso commercial and marketing activities.
* Ensure accurate sell-in & sell-out forecast per Key Account and implement the contract terms between Nespresso and machines partners.
* Control and ensure sufficient stock level per account. Liaise with machine partner and buying office and KA.
* Ensure perfect coordination of logistics operations towards KAs in collaboration with SC
* Liaise with field structure demo program for KA

Shopper experience to get members
* Establish visibility strategy (# POS, type of installation, P2P, machine display): ensure the commitment to Nespresso presence in all concerned stores
* Maintain customer satisfaction and loyalty (demonstration, club/coffee comm., MShopper)
* Execution of machines launches
* Promotional activities & incentives: Innovate and improve promotional mechanics and redemption mechanics
* Function as a Sales Representative for the POS dedicated and of KA's under responsibility.
* Visit POS regularly with sales Promoters according to territorial planning and priorities.
* Monitor and report competitive activities, including periodic visits to SDA channels where
Nespresso is not present.

Category Management/merchandising
* Initiate and implement Category Management initiatives in collaboration with Nespresso Trade Marketing and KAs.
* Implement the Nespresso POSM strategy: Nespresso highest visibility in-store and out-of-store
* Negotiate or adjust POS merchandising investments according to POS classification/potential
* Support the Nespresso corner strategy implementation at the most important stores belonging to
the KAs.

Accountable and responsible to achieve KA agreed targets and KPIs
* Monthly reporting of sell-out, machine ranging, number of stores, new members and demonstration days per account. Report and follow-up competitors activities at trade level
Sales growth; Sell in / Sell out / NNS
* NM Acquisition / HVC/Recruitment growth
* MS (GFK, NPD, Nielsen)
* Trade CRM
Profitability growth
* Tools that helps to have a better accuracy in investments (POS materials, margin, etc.)
* Investments vs. ROI, pre / post evaluations
* WIN-WIN: Sustainability (long-term) & profitability per key account (creating value): When appropriate - negotiate commercial agreements with KA in collaboration with Sales Manager.
* Be active participant in Monthly Business Reviews inside the organization.

What Will Make You Successful
* University degree or extensive practical experience
* Successful track record with more than ‎5 years experience in sales environment in distribution of high end or mass market products
* Proven track record in Account Management or Business Development
* Category Manager in retail industry
* Exposure to customer
* Premium Brand Management preferred
* Demonstrate expertise in household appliance category or in the coffee branch
* Demonstrated success in previous roles

We Offer:
Interesting and challenging work in an international company - a branch of
worldwide and well recognized FMCG concern
Possibility to work in a dynamic team of professionals and leaders
Possibility to work with challenging projects and responsible tasks
Atmosphere full of respect, professionalism
Possibility of development & career advancement
If you find the challenge exciting and match up, we have great culture and
will work rigid to make you feel welcome and valued from day one.
We are Nestle, the largest food and beverage company. We are ‎308,000 employees
strong driven by the purpose of enhancing the quality of life and contributing
to a healthier future. Our values are rooted in respect: respect for
ourselves, respect for others, respect for diversity and respect for our
future. With more than CHF ‎91.4 billion sales in ‎2018, we have an expansive
presence with ‎413 factories in more than ‎85 countries. We believe our people
are our most important asset, so we'll offer you a dynamic inclusive
international working environment with many opportunities across different
businesses, functions and geographies, working with diverse teams and
cultures. Want to learn more? Visit us at www.nestle.com.