At Nespresso we place people and specialty coffee at the heart of what we do. As part of our team, you'll be empowered to inspire, care, act, and innovate to reach your full potential and reimagine what coffee can be. We're committed to delivering an exceptional coffee experience that elevates our community, suppliers, farmers, and each other, channeling our growth-minded spirit to set new standards in global coffee culture. Quality, sustainability, diversity and inclusion are core to who we are and critical to our vision of driving positive change. Throughout our factories, boutiques, and office locations, Nespresso careers are brimming with first-rate opportunities to push the boundaries of coffee exploration.

Job Description:
 

The Commercial Development Manager will ensure that the business initiatives, as well as the customer segment and route-to-market activations, better meet the customer needs and will also enable the acceleration of Nespresso Professional’s business growth. The responsibilities of this role are in line with the Commercial Development framework, which includes the ambition for category leadership, the strategic revenue management, the activation of customer segments, the growth of national accounts and the success of our dual route-to-market. This role is also a people leader role, which will supervise one direct report. This role is a hybrid-based opportunity and candidates must be willing to work up to 2 days/week at our office in New York City (Manhattan). 

Responsibilities: 

People Management

•    Actively facilitates the People Development & Performance (PDP) conversations.
•    Setting annual objectives for the direct report and reviewing the completion progress.
•    Provides day-to-day on the job coaching.
•    Provides continuous feedback for growth and development. 
•    Reviews and approves requests for Paid Time Off (PTO). 

Strategic Revenue Management

•    Leads the Monthly Business Planning (MBP) cycle, including dynamic forecasts for the B2B business.
•    Oversees opportunities and risk management.
•    Owns and drives the sales activation calendar for both the direct and indirect channel (incl. pre- & post-evaluation).
•    Lead strategic lead initiatives.
•    Focuses on the scalability of the business and helps build a sales incentive plan.

Drive the Building and Execution of the Strategic Category Priorities

•    Drives Nespresso Professional's ambition of Category Leadership in out-of-home
•    Identifies consumer and customer/operator needs, relevant trends for out-of-home and future sources of business and growth drivers for the next 3 to 5 years. 
•    Identifies platforms that can help bring opportunities to life.
•    Creates compelling value propositions and storylines for B2B customers.

Customer Segment Activation (Segment 360)

•    Identifies which customer segments are attractive and in which Nespresso Professional has a high ability to win.
•    Identifies the main customer dilemma in those segments, the role of coffee today in those segments and what could be the future role. 
•    Finds the specific need statements of these customer segments, the rules of the game in those segments and the most attractive prospects in these segments. 
•    Considers the most optimal route-to-market from a customer point of view. 

National Account Growth Management

•    Identifies which national accounts will deliver the highest growth in the future and opportunity areas for growth. 
•    Developing of relevant solutions and go-to-market strategies for these opportunity areas.
•    Prioritizes and allocates resources to accounts that will deliver the most growth.
•    Helps to shape the market business strategy for national accounts.
•    Leads the pipeline management for National Accounts and support with NAM execution and drives the agenda for Quarterly Business Reviews (QBRs). 

Drives Route-to-Market Success

•    Supports building route-to-market partner strategies.
•    Leads the distribution partner activation calendar.
•    Drives the agenda for Quarterly Business Reviews with distribution partners.
•    Help build a relevant partner tiering based on engagement and results.
•    Works diligently on plans to empower distribution partners to proactively sell Nespresso's solutions.
•    Drives the strategic agenda for marketplaces (e.g., Amazon, Staples, etc.).

Requirements: 

•    Bachelor’s degree in Business Administration, Marketing or in a related field required. 
•    5+ years of professional work experience in Sales, Commercial Development and/or Operations required. 
•    3+ years of working in a Sales function desired, preferably with exposure to B2B Sales. 
•    Demonstrated proficiency in MS Office (Word/Excel/Outlook/PowerPoint) required. 
•    Must have excellent communication (oral and written), presentation, organization and stakeholder management skills. 
•    Current or prior people leadership experience strongly preferred. 
•    Exposure to Nespresso internal processes is desired. 
•    Willing and able to work under pressure to meet tight deadlines with minimal supervision. 
•    Willing and able to travel up to 10% based on the needs of the team and the business. 

The approximate pay range for this position is $140,000 to $150,000. 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.
 

Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with 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: 
258171 

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

To our veterans and separated service members, you're at the forefront of our minds as we recruit top talent to join Nestlé. The skills you've gained while serving our country, such as flexibility, agility, and leadership, are much like the skills that will make you successful in this role.  In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities.  Nestlé seeks such skilled and qualified individuals to share our mission where you’ll join a cohort of others who have chosen to call Nestlé home.

Nestlé Nespresso USA is an equal opportunity employer and is looking for diversity in qualified candidates for employment. Prior to the next step in the recruiting process, we welcome you to inform us confidentially if you may require any special accommodations in order to participate fully in our recruitment experience. Contact us at accommodations@nestle.com or please dial 711 and provide this number to the operator: 1-800-321-6467.

This position is not eligible for Visa Sponsorship.