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Senior Director, B2B Channel

Senior Director, B2B Channel

 

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 Summary: This Senior Director will lead the B2B Channel to be the reference quality coffee brand in the US Out of Home market by creating and leading a compelling go to market strategy that accelerates our market share while building brand equity for Nespresso. You will inspire the B2B team, wider organization and our HQ partners behind their vision and strategy, while ensuring continued improvement in the foundations of B2B to enable future growth.
 
This role will be based in our US HQ office in New York City and work a hybrid schedule blend of in office/work from home.
 
Job Responsibilities:
Strategy and Execution:
- Develop, implement and execute vision and strategy for the Nespresso B2B business for the different channels & segments in the US market. 
- Develop, implement and monitor annual B2B operational plan. 
- Develop and manage the market’s distribution network according to the aligned Channel & Distribution strategy.
- Ensure a strong suite of relevant insights to shape strategy and influence HQ innovation pipeline.
- Strong calibration with B2C and Brand to enable brand building and cross channel fertilization.
- Act as Business Unit lead for B2B, overseeing all aspects of B2B and being lead B2B point for HQ.
 
Premium Brand Values and Customer Experience: 
- Ensure B2B plays a key role in our brand building and deliver consistent Brand Experience across our Out of Home (OOH) Segments.
- Ensure a professional after-sales service that delivers to customer & market expectations in line with our premium brand position. Achieve through strong collaboration with Operations and After Sales Service team.
- Ensure, in compliance with the CRC Operations Guidelines, that the organization responds flexibly to customers’ expectations and optimize the service if necessary.
 
Commercial Drive:

- Achieve annual commercial, marketing and financial objectives.
- Implement international commercial guidelines (e.g. Sales and Trade Terms, Channel guidelines, SF remuneration, etc.).
- Participate at an international level to the elaboration and realization of marketing projects.
- Coordinate with the market’s Marketing (CRM) and CRC function to guarantee high standards of customer relationship management.
- Active participation & leadership of the MBP (Monthly Business Planning) to ensure strong organization alignment and flawless execution.
- Challenge areas of improvement supported by concrete action plans
- Manage, coordinate and support the agents/Distributors to help them achieving objectives ( e.g. Commercial plan)
 
Develop People and Organization: 
- Ensure implementation of optimal organizational structure to win the US market.
- Role model our ICAN (Inspire, Care, Act, Innovate) culture.
- Role model and advocate a safe & balanced working environment.
- Attract, retain and develop local commercial human resources through the implementation of continued coaching and learning activities (coordinated with local HR). in line with Nespresso guidelines / best practices and local regulations. 
- Ensure adherence to Nestle Talent Processes to enable team talent calibration,  development, succession plans etc.
 
P&L Management:
- Continuously monitor budget spend as per Operational Plan(OP) in terms of quantitative achievements vs targets and qualitative respect of corporate audit guidelines.
- Implement and follow up PFME budgets validated in OP process as well as CAPEX and Genex budgets in collaboration with Finance. 
- Ensure & monitor consistency of validated FTE capacity. 
 
Education and Experience:
- Bachelors degree in Business, Sales, Marketing, Economics or related field required. MBA, a plus.
- 10-15+ years Sales Leadership experience required 
- Experience with Nespresso B2B Business Model preffered
- US B2B Sales Management required
- Experience with HoReCa, Offices and Gastronomy channels required
- Proven track record of leading, managing and developing a large team of account management professionals
- Extensive commercial experience including marketing and sales ideally in a high end luxury brand or FMCG Company/channels
- Direct sales experience in a similar business model
- Stakeholder management in a matrixed organization
- P&L accountability
- Must have a strong work ethic, integrity and total honesty (transparency and trust)
- Strong analytical and decision making and entrepreneur mindset

 

Job Req ID: 281960 

 

The approximate pay range for this position is $225,000-$245,000. 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)


 

 

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.

 

 

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 Summary: This Senior Director will lead the B2B Channel to be the reference quality coffee brand in the US Out of Home market by creating and leading a compelling go to market strategy that accelerates our market share while building brand equity for Nespresso. You will inspire the B2B team, wider organization and our HQ partners behind their vision and strategy, while ensuring continued improvement in the foundations of B2B to enable future growth.
 
This role will be based in our US HQ office in New York City and work a hybrid schedule blend of in office/work from home.
 
Job Responsibilities:
Strategy and Execution:
- Develop, implement and execute vision and strategy for the Nespresso B2B business for the different channels & segments in the US market. 
- Develop, implement and monitor annual B2B operational plan. 
- Develop and manage the market’s distribution network according to the aligned Channel & Distribution strategy.
- Ensure a strong suite of relevant insights to shape strategy and influence HQ innovation pipeline.
- Strong calibration with B2C and Brand to enable brand building and cross channel fertilization.
- Act as Business Unit lead for B2B, overseeing all aspects of B2B and being lead B2B point for HQ.
 
Premium Brand Values and Customer Experience: 
- Ensure B2B plays a key role in our brand building and deliver consistent Brand Experience across our Out of Home (OOH) Segments.
- Ensure a professional after-sales service that delivers to customer & market expectations in line with our premium brand position. Achieve through strong collaboration with Operations and After Sales Service team.
- Ensure, in compliance with the CRC Operations Guidelines, that the organization responds flexibly to customers’ expectations and optimize the service if necessary.
 
Commercial Drive:

- Achieve annual commercial, marketing and financial objectives.
- Implement international commercial guidelines (e.g. Sales and Trade Terms, Channel guidelines, SF remuneration, etc.).
- Participate at an international level to the elaboration and realization of marketing projects.
- Coordinate with the market’s Marketing (CRM) and CRC function to guarantee high standards of customer relationship management.
- Active participation & leadership of the MBP (Monthly Business Planning) to ensure strong organization alignment and flawless execution.
- Challenge areas of improvement supported by concrete action plans
- Manage, coordinate and support the agents/Distributors to help them achieving objectives ( e.g. Commercial plan)
 
Develop People and Organization: 
- Ensure implementation of optimal organizational structure to win the US market.
- Role model our ICAN (Inspire, Care, Act, Innovate) culture.
- Role model and advocate a safe & balanced working environment.
- Attract, retain and develop local commercial human resources through the implementation of continued coaching and learning activities (coordinated with local HR). in line with Nespresso guidelines / best practices and local regulations. 
- Ensure adherence to Nestle Talent Processes to enable team talent calibration,  development, succession plans etc.
 
P&L Management:
- Continuously monitor budget spend as per Operational Plan(OP) in terms of quantitative achievements vs targets and qualitative respect of corporate audit guidelines.
- Implement and follow up PFME budgets validated in OP process as well as CAPEX and Genex budgets in collaboration with Finance. 
- Ensure & monitor consistency of validated FTE capacity. 
 
Education and Experience:
- Bachelors degree in Business, Sales, Marketing, Economics or related field required. MBA, a plus.
- 10-15+ years Sales Leadership experience required 
- Experience with Nespresso B2B Business Model preffered
- US B2B Sales Management required
- Experience with HoReCa, Offices and Gastronomy channels required
- Proven track record of leading, managing and developing a large team of account management professionals
- Extensive commercial experience including marketing and sales ideally in a high end luxury brand or FMCG Company/channels
- Direct sales experience in a similar business model
- Stakeholder management in a matrixed organization
- P&L accountability
- Must have a strong work ethic, integrity and total honesty (transparency and trust)
- Strong analytical and decision making and entrepreneur mindset

 

Job Req ID: 281960 

 

The approximate pay range for this position is $225,000-$245,000. 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)


 

 

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.

 

New York, NY, US, 10001

New York, NY, US, 10001


Nearest Major Market: Manhattan
Nearest Secondary Market: New York City

Apply now »