POSITION SNAPSHOT

Nestlé Maroc SA

Based in Casablanca

Full-time

POSITION SUMMARY

Ensure the execution of the strategic segment and Key Account strategies defined at HQ

Set-up & implement Key Account commercial & marketing activities to achieve yearly objectives (acquisition & growth).

Ensure profitability of Key Accounts according to Nespresso targets (P&L)

A DAY IN THE LIFE OF A B2B KEY ACCOUNT MANAGER - NESPRESSO

Sustainable Acquisition

• With B2B key stakholders, 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 sytem 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 Sales 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 sytem to maintain and develop existing Accounts

Flawless execution of commercial activities

• Define and manage Key Account Sales budget for the year in cooperation with the B2B Commercial Manager
• Align and execute HQ strategies and initiatives (Customer segmentation by industry/ international accounts)
• Collaborate effectively with B2B colleagues and all functions (i.e. marketing, CRM, CRC, TQM...) to deliver overall commercial plan and guarantee high standards of customer relationship management

Customer/Market knowledge and best practices

• Analyze and know the market, its developments and foresee future trends in collaboration with the local Marketing team
• For the related segment and strategic segments, understanding of customers and end-consumers into actions that allow growth and expansion
• Leverage this know-how to the market and to the HQ. (Best practice sharing)
• Cascade information collected during (inter)national conventions and meetings to the team
• Monitor and report all competitive activities and share it with marketing dpt
• Challenge areas of improvement supported by concrete action plans (best practices implementation)

Team Management & Performance Tracking

• Lead, coach, and develop a dedicated B2B sales team
• Set clear individual and team targets and ensure consistent follow-up
• Monitor team performance through structured KPIs and regular reviews
• Support the team in the field (client visits, negotiations, closing deals)
• Identify training needs and drive continuous skill development
• Foster a positive, high-performance, and collaborative team culture
• Ensure effective organization of sales activities (pipeline management, account allocation, prioritization)

Premium Brand Values and Customer Experience

• Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the Office or HORECA 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

WHAT WILL MAKE YOU SUCCESSFUL

• Bachelor’s or Master’s degree in Business, Marketing, or related field
• At least 3-5 years in B2B (direct sales) environment
• At least 3 years in Field Sales or Account Management or Business Development
• C-level negotiation experience
• Proven experience in sales team management
• 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