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Key Account Manager

Key Account Manager

We are currently looking for a Key Account Manager to join our Nespresso Team, who will lead ensure the execution of the strategic segment and Key Account strategies defined at HQ /Market in ANKARA region focusing mainly on large key accounts deals while ensuring best in class execution as per Nespresso Professional standards for all venues deals and visibility.

 

Main Responsibilities;

 

 

-Sustainable Acquisition

With B2B key stakeholders, participate to the market sizing analysis and define the Key Account opportunities

Build complete Customer Plan to ensure sustainable Key Accounts acquisition

Follow Global Strategic Accounts defined by HQ and assigned to the portfolio including regular contact with Global Strategic Account Mgr in HQ

Use of CRM system to target, acquire and develop new Accounts

Execute plans for assigned potential Accounts that are aligned with business objectives and customer strategies

Negotiate commercial agreement with new Accounts

 

-Customer LifeCycle Management

Following the B2B strategic segments approaches, build complete Customer Plan to drive the overall business and achieve profitable sales objectives

Develop Key Accounts together with the Horeca Sales Manager / B2B Commercial Manager

Ensure to maintain and growth the TOP 20 customers

Build long term partnership with new and existing customers to capture new business opportunities

Execute Accounts plans to ensure customer satisfaction and loyalty (training, PR events, promotions, visibility...)

Ensure new large deals within customers to sustain capsule volume growth

Use of CRM system to maintain and develop existing Accounts

 

 

-Premium Brand Values and Customer Experience

Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the HORECA/OFFICE environment.

Ensure a professional sales service in accordance with the Nespresso Brand Image.

Optimize Brand Equity and visibility through the Nespresso Experience, brand exposure and product trials. Ensure, in compliance with the CRC Operations Guidelines, that the organization responds flexibly to customers’ expectations and optimize the service if necessary

 

 

-Adherence to all Company principles and policies including Nestlé trade policy, local Sales policy, local Trade Terms, Safety and legal regulations

Ensure that all commercial B2B activities are managed according to Nestlé and Nespresso business principles

Ensure that all company policies, procedures and business ethics codes are communicated and implemented within the team

Execute international commercial guidelines (e.g. Sales and Trade Terms, Segment & Strategic Segments guidelines, etc.).

Coordinate with accounting to secure accurate payment from customers

 

Qualifications required for this position are as follows;

 

-At least 5 years in B2B (direct sales) environment,  commercial HORECA experience is a plus.

-C-level negotiation experience

-Experience in driving cross functional team in strategic and high value new business pursuits

-Demonstrated success in previous sales roles

-Experience in marketing is an asset

 

 

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

 

 

We are currently looking for a Key Account Manager to join our Nespresso Team, who will lead ensure the execution of the strategic segment and Key Account strategies defined at HQ /Market in ANKARA region focusing mainly on large key accounts deals while ensuring best in class execution as per Nespresso Professional standards for all venues deals and visibility.

 

Main Responsibilities;

 

 

-Sustainable Acquisition

With B2B key stakeholders, participate to the market sizing analysis and define the Key Account opportunities

Build complete Customer Plan to ensure sustainable Key Accounts acquisition

Follow Global Strategic Accounts defined by HQ and assigned to the portfolio including regular contact with Global Strategic Account Mgr in HQ

Use of CRM system to target, acquire and develop new Accounts

Execute plans for assigned potential Accounts that are aligned with business objectives and customer strategies

Negotiate commercial agreement with new Accounts

 

-Customer LifeCycle Management

Following the B2B strategic segments approaches, build complete Customer Plan to drive the overall business and achieve profitable sales objectives

Develop Key Accounts together with the Horeca Sales Manager / B2B Commercial Manager

Ensure to maintain and growth the TOP 20 customers

Build long term partnership with new and existing customers to capture new business opportunities

Execute Accounts plans to ensure customer satisfaction and loyalty (training, PR events, promotions, visibility...)

Ensure new large deals within customers to sustain capsule volume growth

Use of CRM system to maintain and develop existing Accounts

 

 

-Premium Brand Values and Customer Experience

Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the HORECA/OFFICE environment.

Ensure a professional sales service in accordance with the Nespresso Brand Image.

Optimize Brand Equity and visibility through the Nespresso Experience, brand exposure and product trials. Ensure, in compliance with the CRC Operations Guidelines, that the organization responds flexibly to customers’ expectations and optimize the service if necessary

 

 

-Adherence to all Company principles and policies including Nestlé trade policy, local Sales policy, local Trade Terms, Safety and legal regulations

Ensure that all commercial B2B activities are managed according to Nestlé and Nespresso business principles

Ensure that all company policies, procedures and business ethics codes are communicated and implemented within the team

Execute international commercial guidelines (e.g. Sales and Trade Terms, Segment & Strategic Segments guidelines, etc.).

Coordinate with accounting to secure accurate payment from customers

 

Qualifications required for this position are as follows;

 

-At least 5 years in B2B (direct sales) environment,  commercial HORECA experience is a plus.

-C-level negotiation experience

-Experience in driving cross functional team in strategic and high value new business pursuits

-Demonstrated success in previous sales roles

-Experience in marketing is an asset

 

 

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

 

 

BİLKENT / ANKARA, TR

BİLKENT / ANKARA, TR

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