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Job Description: 

The Regional Partnership Manager (B2B) will ensure the complete alignment and execution of the B2B Route-To-Market (RTM) Strategy with key Partnerships (Distribution Partners, Broadliners, GPO's Facility/Property Management, etc.) at a local level. This role negotiates local partnership agreements with Regional Partners (i.e.: local distributors) and owns the roll out and local operational relationships, as an extension of the Customer Account Manager - Partnerships. 
 

The Regional Partnership Manager also collaborates and wires in the Nespresso Sales team at all levels for flawless execution under direction of the Channel Sales Manager. This position is the local operational point of contact for distribution teams, direct field teams and/or Sales support partners including training and onboarding of sales and technical teams of partner network. In addition, the Regional Partnership Manager will build key relationships that help penetrate the customer base of Nespresso USA’s Partner network to increase market share within Nespresso Strategic Customer Segments. This role manages the territory for the Northeast USA, along with Ohio and Michigan. This is a remote-based opportunity, however, applicants must reside either in Boston, Massachusetts or within commutable distance to Boston, Massachusetts. 

Responsibilities: 

Manage & Evolve the Regional B2B Partnership Strategy 

•    Analyze and assess current distribution network in assigned geographic area and make recommendations for improvement and execute strategy to meet the short-term goals and long term partnership objectives.
•    Evolve footprint from OCS to expanded partnership capabilities across Nespresso Strategic Customer segments.
•    Vet, propose and execute strategic, new local partnerships as approved by B2B leadership.  
•    Facilitate QBR's for Regional Partners (in collaboration with Sr. Regional Partnership Manager) which outline growth opportunities and celebrate successes and best practices.
•    Work closely with the NAM, NPM, RSMs and TMs, as well as Distribution Sales Teams, to drive B2B business.
•    Manage assigned budget, sales incentives and operational costs within geographical scope, as approved by the Senior Regional Partnership Manager.
•    Ensure successful implementation of the B2B Partnership RTM and MBS Strategy.                                                      

•    Develop annual activation plan with regional partners based on shared objectives.
•    Develop relationships with national and regional Distribution Partners at every level.
•    Work together with trade marketing to ensure maximum visibility and presence within partnership network environment; This can include ideating tools and processes to ensure compliance and tailor these to regions based on same rationale. 
•    Work with Technical Quality Management team to design a tailored after sales service training plan for assigned partners.
•    Work with the B2B Sales Trainer, to define annual sales training plan for sales force in immediate partnership network.
•    Participate in and support relevant tradeshows as approved by Leadership team.
•    Leverage Regional Partnership feedback to create new business opportunities and deliver differentiated consumer experiences.  
 

Flawless Partner Strategy Execution 

•    Closely monitor Partner results and execution against annual plans and reporting key trends to Leadership.
•    Ensure consistent process for thorough review of results against targets with all partners including new strategic segments for both Workplace and Hospitality clients. 
•    Serve as the local point of contact for communication across to Sales organization pertaining to the Partnerships within assigned geographic area.                                                                                                                                                     
•    Delivers practical tools, programs and solutions to keep Nespresso top-of-mind with the partnership network to support the National Partnership Strategy.                                                                                                                                          
•    Implement local partnerships as assigned by Nespresso Global HQ with the guidance of the Customer Account Manager (Partnerships).   
•    Execute the expansion of target segment partnership network owning end to end locally (GPO's, Broadliners, Facility/Property Management, etc.).

Premium Brand Values & Customer Experience 

•    Ensure the consistency of the Nespresso brand and the consumer and customer experiences in the Workplace  and Hospitality/Travel environments.
•    Ensure a professional sales experience in accordance with the Nespresso brand Image.
•    Optimize brand equity and visibility through the Nespresso Experience, brand exposure and product trials.                                                                                                                                                                                           
•    Be an ambassador of all Nespresso sustainability programs and ensure awareness and implementation of recycling and sustainability initiatives in customer environment.

Compliance 

•    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.                                                                 
•    Manage all aspects of business including but not limited to budgets, T&E, and strategic partnerships. 
•    Accurately forecast capsule consumption and machine purchases for market.

Requirements: 

•    High School Diploma or GED required; Bachelor’s degree preferred. 
•    3-4+ years of Customer Account Management and/or Field Sales experience required. 
•    2-3+ years of experience working with or managing a DSD (Distribution Service) and/or Food Service network required. 
•    Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) required. 
•    Must possess knowledge of non-traditional Out of Home CPG business in core and strategic segments (Workplace, Hospitality & Dining, etc.) landscape (local & National Accounts). 
•    Must have excellent communication (oral and written), presentation, leadership, organizational and stakeholder management skills (including the ability to develop and maintain strong, cross-functional stakeholder relationships). 
•    Must be a creative and strategic thinker with strong business acumen. 
•    Willing and able to work under pressure to meet tight deadlines with minimal supervision required. 
•    Must have excellent negotiation skills working with both Sales and Distributor networks. 
•    Must be able to rapidly assess and succinctly summarize the current situation and process flow with respect to markets, competition, distributor practices and current market trends. 
•    Must also have a clear and proven ability to develop and implement successful sales and trade marketing strategies. 
•    Experience working through change management and ambiguity required. 
•    Willing and able to travel up to 40% based on the needs of the team and the business required. 
 

The approximate pay range for this position is $130,000 to $145,000. 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 a company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefit packages may vary depending on the position. Learn more at: About Us | Nestlé Careers (nestlejobs.com)

Requisition ID:
346411 

It is our business imperative to remain a very inclusive workplace.
 
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