Position Summary

As a B2B Business Development & Account Manager Horeca, you are responsible for driving strong and sustainable growth of the Nespresso Professional business within the Brussels and Wallonia region of the BeLux market.
Your role is first and foremost a hunter role: your priority is to identify, approach and convert new Horeca customers (hotels, restaurants, cafés, …) through intense and structured prospecting activity.

In parallel, you manage a portfolio of around 50 existing B2B Horeca clients, ensuring retention and development through upselling, cross-selling and best-in-class customer service.

You master the B2B Sales Approach, maintain a rigorous and strategic pipeline, and are fully driven by results, customer satisfaction and opportunity creation. You act as the single point of contact for your prospects and customers and as a proud ambassador for Nespresso Professional.

A day in the life of a B2B Business Development & Account Manager Horeca

Prospection – Your Core Mission (70%)

• Manage the full sales cycle from identification to closing of new Horeca customers
• Intensive prospecting: daily field visits, door-to-door, cold calling, social selling, networking, trade fairs
• Build and nurture a strong pipeline with high activity levels
• Generate leads through proactive commercial actions
• Identify and qualify new business opportunities in your territory
• Present Nespresso Professional concepts, machines and premium coffee solutions to decision-makers
• Prepare, negotiate and follow up on commercial offers until signature
• Coordinate machine installation and customer onboarding

Account Management – 50 Existing Clients (30%)

• Act as the single point of contact for your assigned portfolio
• Secure renewals, detect risks and ensure customer satisfaction
• Develop accounts through up- & cross-selling (new venues, service packages, coffees, accessories…)
• Reactivate dormant customers
• Conduct structured field visits and business reviews
• Ensure CRM accuracy, reporting, and follow-up on all contractual aspects

What will make you successful

• Bachelor’s degree (minimum)
• 1 to 3 years of sales experience, with a strong track record in prospecting and new business acquisition
• Proven experience in cold calling, door-to-door visits, negotiation, and closing
• Experience in managing and developing a B2B portfolio
• Good knowledge of the Horeca sector, coffee machines, or foodservice solutions
• Proficiency in MS Office and CRM tools
• Excellent communication skills (oral and written)
• Strong commercial mindset, resilience, and target-driven approach
• Ability to work under pressure, rigorous and organized
• Team player, proactive and persistent
• Fluent in Dutch and French; good command of English

What we offer

• A human and passionate working environment
• A close-knit, proud, and ambitious team
• A fixed-term contract
• An attractive package (13th month, company car, net expenses, extra-legal benefits)

At Nespresso, we believe that every individual deserves the utmost respect and should be treated as such. It is important that everyone feels welcome and safe at Nespresso, regardless of gender, religion, cultural background, age, disability or sexual orientation. Nespresso consciously works to create diverse, passionate teams.

You make the difference. Who else?