Key Account Manager

Nestlé is one of the world’s leading food and beverage company, with 2000 global iconic brands and operating in 188 countries.

At Nestlé we work for unlocking the power of food to enhance quality of life for everyone, today and for generations to come. That is our purpose.

We are the Good food, Good life company. We believe in the power of food to enhance lives. Good food nourishes and delights the senses. It helps children grow healthy, pets thrive, parents age gracefully and everyone live life to the fullest. Good food brings us together. Good food also respects our planet and protects resources for future generations.

Get to know us better at www.nestle.com

Join Nestlé Team and be a Force For Good!
 

We are currently looking for a Key Account Manager to join our Nespresso team.

Location: İstanbul

Type of contract: Permanent
 

As a Key Account Manager, you will have the following responsibilities;

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 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)
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

Which profile are we looking for?
 

At least 3-5 years in B2B (direct sales) environment
At least 3 years in Field Sales or Account Management or Business Development
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 

For KAM HORECA : A minimum of 2 years demonstrated commercial HORECA experience

For KAM OFFICE : A minimum of 2 years demonstrated commercial industry/consultancy experience 

        
 What are our employee community values?

Safety, quality, compliance and respect are pillars for our community existence.

Respect is our overaching value in Nestlé. We RESPECT eachother, others, environment and all life around.

We work in a supportive, caring, elevating environment. It is crucial for us to preserve our culture of solidarity.
 

What are our working values at Nestlé?

Multinational experience at one of the world’s leading food and beverage company

International and domestic career opportunities 

Development opportunities and trainings

Exclusive employee discounts

Employee Assistance Program, 24/7 expert support

Sport benefit program (benefit from more than 350 sport centers)

A paid birthday leave

4 weeks paternity leave

The Nestlé Companies are an equal employment opportunity and affirmative action employer seeking diversity in qualified applicants for employment.  All applicants will receive consideration for employment without regard to race, ethnicity, color, gender, gender identity, age, religion, national origin, ancestry, disability, perceived disability, genetic information, veteran status, sexual orientation, or any other protected status, as defined by applicable law. Be a force for good.

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