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. As a certified B Corporation, we're committed to driving our triple bottom line – People, Profit, and Planet – by 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 best-in-class opportunities for your development and growth. Join us!

Job Description: 

The Regional Sales Manager (B2B Hospitality) will coach, lead, motivate and inspire the  B2B Senior Field Sales Specialist team for the East Coast USA region, to deliver on agreed Sales objectives and Sales plans to achieve maximum profitability and growth in line with Nespresso USA’s Market Business Strategy (MBS).  This role will leverage insights to ensure successful implementation of Nespresso USA’s MBS with guidance of Director Field Sales and will also understand various business drivers and demonstrate knowledge of all key strategic B2B segments. This is a People Leader role and is also a remote-based opportunity. 

Responsibilities: 

Assist in the Development and Communication of Key Priorities and Targets for the B2B Sales Organization

•    Act as a key link between the Field Operations and Strategy teams, by coordinating and implementing the B2B strategy with the Director of Field Sales and Director Customer Account.
•    Assist in developing the annual targets for the Sales force with the Director of Field Sales.
•    Coordinate and review the pipeline of potential customers and growth opportunities on a regular basis for efficient B2B Sales force management.
•    Propose and follow up of Sales force specific regional actions and promotions to reach the sales targets.
•    Provide input for the B2B Commercial Excellence team to ensure reporting is leveraged to drive and support the business requirements and priorities.
•    Provide timely feedback to senior management regarding team performance.

Accountable and Responsible to Ensure Achievement of Agreed Sales Targets & KPIs 

•    Execute all commercial guidelines (e.g. Sales and Trade terms, Hospitality & Travel and Workplace guidelines, Sales force, Regional and National Account Partnership terms, Regional and National Distributor Partner goals and programs, etc.).
•    Ensure achievement of agreed Field Sales plan and targets/KPIs. 
•    Perform and share regular and accurate evaluation of Sales force productivity (monthly, weekly, daily) and potential actions to be taken to achieve/exceed.
•    Support National and Regional Account and Partnership execution and compliance.    
•    Propose new Regional Account partners, as well as collaborate on new and existing regional business by serving as the Main point of contact for the B2B Sales team. 
•    Challenge the sales organization to ensure its effectiveness and meet evolution of business requirements Control expenses to meet budget guidelines. .   
•    Control expenses to meet budget guidelines.                                                           
•    Track and validate success of strategic segments across each market in order to maximize results to the business.                                                                                                                                              
•    Support strategic partnerships and tradeshows and events to maximize ROI and Brand awareness.                               
•    Ensure effective cross functional collaboration with B2B peers to achieve overall objectives achievement and ensure customer satisfaction.    
•    Ensure proper reporting of team and usage of CRM tool.                                                                                 
•    Provide any identified trends to Director of Field Sales or any potential gaps in team development or competitive set.  
•    Regularly communicate and collaborate with Customer Account Team for assigned geography.    
   
Manage Team to Achieve or Exceed Business Targets 

•    Create the Context: create alignment, lead by example, promote an open, inclusive culture and share/live by Nestle values in a sustainable way.
•    Select Talent: recruit and onboard people and plan capabilities for the future.
•    Develop People: coach, define effective (70-20-10) development plan and identify talent, building the right capabilities for the team and for the organization long-term success; Utilize Nestle’s internal NesPals and the Expert programs.
•    Drive and Inspire Performance: empower and enable people, give and receive feedback, evaluate and differentiate performance, constantly challenge the set up to ensure its results and effectiveness.
•    Recognize Achievements: give and receive recognition and reward performance.

Share, Implement and Sustain Best Commercial Practices through Cross-Functional Stakeholder Engagement

•    Cascade information in a timely manner to the team.
•    Identify, implement, sustain and share best practice (East Coast market and global HQ).
•    Challenge areas of improvement supported by concrete action plans.                                                                            
•    Evaluate the need for new or improved tools and applications while ensuring maximum use/adoption of sales tools and programs.                                                                                                                                     
•    Establish communication protocol and routine with all groups and teams.

Adhere to Nespresso USA’s Principles and Priorities 

•    Ensure that all commercial B2B activities are managed according to Nestlé and Nespresso USA’s business principles. 
•    Ensure that all company policies, procedures and business ethics codes are communicated and implemented within the team.
•    Be accountable for the compliance of sales force with all policies, procedures and standards.

Requirements: 

•    High School Diploma or GED required; Bachelor’s degree preferred. 
•    5+ years of National Account and/or Sales Management experience, with a proven track record of B2B Sales success required, preferably within the B2B Hosputality and/or HORECA channel. 
•    2+ years of People Leadership experience in managing, leading and developing employees is required. 
•    Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) required. 
•    Must have excellent communication (oral and written), organizational, presentation and stakeholder management skills (including the ability to develop and maintain strong, cross-functional stakeholder relationships). 
•    Willing and able to work under pressure to meet tight deadlines with minimal supervision.  
•    Must have strong business acumen, negotiation and creative problem solving skills. 
•    Strong analytical skills in data collection, interpreting data and data management is required. 
•    Clear and proven ability to implement execution standards into customer contracts and trade outlets required. 
•    Must have strong active listening skills, be empathetic and agile. 
•    Ability to rapidly assess and succinctly summarize the current situation/process flow with respect to markets, competition, distributor practices and trends is highly desired. 
•    Experience utilizing CRM and data systems such as Power BI preferred.  
•    Willing and able to travel up to 50% based on the needs of the team and the business required. 

The approximate pay range for this position is $140,000 to $160,000. 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: 
350773 #LI-FG1

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 employment opportunity employer. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status or any other characteristic protected by applicable law. 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.
 
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