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Key Account Manager - HORECA

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Nestlé

Oct 31

Applications are closed

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    Marketing
  • Dubai

Requirements

  • 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.

Responsibilities

  • Ensuring the implementation of Key Account Commercial & Marketing OOH Activities to achieve yearly objectives (acquisition & growth) specifically targeting Premium Hotels, Cafes, and Restaurants/Bars in Abu Dhabi & Dubai.
  • Managing the profitability of Key Accounts according to Nespresso targets (P&L) across all HoReCa Channel Strategic Segments (Premium Hotels, Cafes, and Restaurants).
  • 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.
  • 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.
  • 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.
  • 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.

FAQs

What is the primary responsibility of the Key Account Manager - HORECA at Nespresso?

The primary responsibility is to oversee the execution of HoReCa Channel Strategic Segment and Key Account Strategies for the UAE market, specifically targeting premium hotels, cafes, and restaurants/bars in Abu Dhabi and Dubai.

What type of market analysis is expected in this role?

The role requires conducting comprehensive market analysis to understand market dynamics, trends, and future projections, particularly in the B2B OOH HoReCa Channel Market in the UAE.

What is expected regarding key account relationships?

The Key Account Manager is expected to foster strong relationships with existing and potential key accounts, ensuring a performance-driven mindset and long-term positive relationships at all levels.

Are there specific qualifications required for this position?

Yes, a university degree in Commercial or Economics Management is required, along with extensive commercial experience, particularly in handling HORECA channels.

What kind of experience is preferred for candidates applying for this role?

Candidates should have demonstrated success in various challenging sales roles, including direct sales experience in a similar business model, with the ability to present commercial proposals effectively.

Is there a coaching and mentoring aspect to this position?

Yes, the Key Account Manager is responsible for coaching and developing the office sales team, providing on-the-job training and sharing success stories.

Will the Key Account Manager be involved in implementing marketing activities?

Yes, the role involves implementing Key Account Commercial & Marketing OOH Activities to achieve yearly objectives focused on acquisition and growth.

What kind of work environment does Nespresso promote?

Nespresso promotes an inspiring and meaningful workplace environment centered around people, coffee, and sustainable living.

What is the focus of the annual key account plans developed by the Key Account Manager?

The annual key account plans focus on high-level targets for acquisition, retention, and growth of key accounts within the HoReCa channel.

Does Nespresso value diversity and inclusion in the workplace?

Yes, Nespresso actively cultivates diversity, inclusion, and belonging in the workplace and celebrates individuality and uniqueness among its employees.

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Nestlé

Unlocking the power of food to enhance quality of life for everyone, today and for generations to come.

Retail & Consumer Goods
Industry
1-10
Employees

Mission & Purpose

As the world’s largest food and beverage company we are driven by a simple aim: unlocking the power of food to enhance quality of life for everyone, today and for generations to come. To deliver on this, we serve with passion, with a spirit of excellence, offering products and services for all stages of life, every moment of the day, helping people care for themselves and their families. Our culture is based on our values rooted in respect: respect for ourselves, respect for others, respect for diversity and respect for the future. We can trace our origin back to 1866, when the first European condensed milk factory was opened in Cham, Switzerland, by the Anglo-Swiss Condensed Milk Company. One year later, Henri Nestlé, a trained pharmacist, launched one of the world’s first prepared infant cereals ‘Farine lactée’ in Vevey, Switzerland. Today, we employ around 273,000 people and have factories or operations in almost every country in the world. With our headquarters still based in the Swiss town of Vevey, we had sales of CHF 84.3 billion in 2020. Our portfolio covers almost every food and beverage category –offering products and services for all stages of life, every moment of the day, helping people care for themselves and their families. House rules: https://nes.tl/HouseRules

Culture & Values

  • Respect for ourselves

    Respect starts with self-respect. Being true to ourselves, while acting with integrity, fairness and authenticity.

  • Respect for others

    Respecting others is about meeting our promises. It’s about quality in our products, our brands and everything we do.

  • Respect for diversity

    Respect for other ways of thinking, other cultures and all aspects of society requires inclusiveness and openness in all our interactions.

  • Respect for the future

    Respect for the future of our planet and future generations compels us to act with responsibility and courage, even if it’s difficult.

Benefits

  • Competitive remuneration

    You’ll be recognized for your contribution with a competitive salary and benefits package. And you may benefit from savings plans, insurances, loans, and discounted or free Nestlé products. You could even grab a bargain on retail products, services and activities.

  • Location-specific opportunities

    Our working environments vary greatly, so depending on your job and your location, you could benefit from flexible working opportunities, volunteering programs, the ability to bring a pet to work, and much more.

  • International mobility

    We offer opportunities to develop your career in different countries around the world. Global mobility plays an important part in developing Nestlé’s talent and our brands.

  • Health and wellbeing at work

    Our employee health programs will help you develop and maintain a healthy lifestyle, with health checks, health care, onsite cafeterias and fitness centres, sport and other activities.

  • Employee support

    More than ever, it is important that you are emotionally supported while at work and at home to be resilient and feel good as you carry out your everyday activities. We provide access to confidential counsellors to help when the unexpected happens or you are feeling overwhelmed.

  • Parental leave

    With a minimum of 18 weeks paid parental leave for the primary caregiver, plus the opportunity to take further leave, your new family life can get off to a great start. Your work location may provide additional benefits and resources such as dedicated feeding rooms or creches.

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