HORECA Key Account Manager

2 weeks ago

Dubai, United Arab Emirates Nestle Operational Services Worldwide SA Full time

**POSITION SNAPSHOT**

Company: Nespresso

Location: Dubai, UAE

***

Are you passionate about coffee and deeply committed to sustainability and quality? At Nespresso, our core values center around people, coffee, and sustainable living, creating an inspiring and meaningful workplace environment.

**A DAY IN THE LIFE **

**Market Insight**:

- Conduct comprehensive market analysis to understand market dynamics, trends, and future projections.
- Develop a deep understanding of the B2B OOH HoReCa Channel Market in the UAE, with a focus on office key accounts, utilizing available market analytical tools effectively.
- Monitor, analyze, and communicate performance results compared to set plans, including analyzing coffee machine market data from sources such as Euromonitor and Advancy.
- Formulate growth strategies and recommend actionable insights to meet set objectives.

**Establish Sales Strategy (GET, KEEP & INCREASE)**:

- Define key account opportunities within clusters of Premium Hotels, Cafes, and Restaurants, both on an international, regional, and local scale, with a focus on scaling and increasing capsule sales impact.
- Collaborate with B2B Commercial Manager and HoReCa Sales Manager to establish three-year strategic business objectives.
- Develop annual key account plans with high-level targets for acquisition, retention, and growth.
- Implement risk management strategies using market insight competition and shopper insights.
- Drive innovation in Premium HoReCa Venues to enhance brand visibility.

**Manage Key Account Relationships**:

- Foster strong relationships with existing and potential key accounts, ensuring a performance-driven mindset and long-term positive relationships at all levels.
- Engage in public relations and networking activities with current and prospective key customers.
- Coordinate with the market's Marketing and Customer Relationship Center (CRC) functions to maintain high standards of customer relationship management.
- Seek strategic alliances with key decision-makers to enhance brand performance.
- Ensure compliance with CRC Operations Guidelines and adapt to customer expectations while optimizing service delivery.

**Execution Excellence and Business Development**:

- Implement the B2B HoReCa Sales strategy in collaboration with the HoReCa Sales Team.
- Set annual machine sales targets by key account and develop detailed operational plans, including volume, value, P&L tracking, and reporting.
- Identify key contacts and involve them in the development and implementation of Key Account Plans.
- Define and agree on promotional activities with the buying department and merchandising head-office team.
- Facilitate local initiatives and coordinate logistics operations with cross-functional teams.
- Assist in coaching and developing the office sales team, providing on-the-job training and sharing success stories.
- Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in Premium HoReCa environments.
- Adhere to all company principles, policies, and business ethics codes, including Nestlé trade policy, local Sales policy, and safety regulations.
- Execute international commercial guidelines and ensure compliance with Nespresso B2B quality standards.
- Coordinate with accounting to ensure accurate payment from key accounts.

**What will make you successful**
- University degree in Commercial or Economics Management.
- Extensive commercial experience with a strong commercial acumen, consistently achieving KPIs.
- Must have experience handling HORECA channels.
- Demonstrated success in various challenging sales roles, including direct sales experience in a similar business model, with the ability to effectively present commercial proposals to small to medium chain customers.
- Previous experience in line management within a similar environment, with a proven track record of developing and coaching individuals, and the ability to connect and motivate sales teams, including virtual teams and agents.

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