Job Summary:

The Field Sales & Account Lead (B2B Hospitality Sales) will be responsible for acquiring mid-large regional/national customers part of Nespresso B2B Strategic Customer Segments, obtained through close partnerships directly through Nespresso direct account relationships. These B2B accounts include Hotels, Restaurants and Cafes, Office Channels, Luxury Retail Stores, Cruise Lines and more, for example. This role will also execute key B2B account commercial and marketing plans to achieve yearly Sales objectives (acquisition and growth) together with the direct Sales team and Distribution network. This role will also ensure profitability of key accounts according to Nespresso Sales targets (P&L) under guidance of the Field Sales Manager.

The Field Sales & Account Lead will also be responsible for developing solutions that align with customer needs, owning key account partnerships within your region, as well as securing new key account partnerships together with Distribution Partners and Nespresso Direct Sales team, managing budgets and delivering results that meet or exceed targets.

The Sales territory for this role includes the following states: Illinois, Iowa, Minnesota, Wisconsin, Indiana and Michigan. However, candidates must be located in the greater Chicago, Illinois area or within commutable distance to Chicago. When not travelling within the field/territory for Sales visits, this role is a remote-based opportunity.

Responsibilities:

Sustainable Acquisition
• Develop a robust pipeline of National & Regional Key Account opportunities that are aligned with business objectives and customer strategies to ensure sustainable key account acquisition.
• Negotiate commercial agreement with new accounts in line with P&L standards.
• Build complete customer plans for potential accounts that are aligned with business objectives and customer strategies.
• Use of CRM system to target, acquire and develop new accounts.
• Execute customer plans for potential accounts and deliver on net sales and profitability objectives.
• Expand focus into Nespresso Strategic Customer Segments.

Customer Lifecycle Management
• Effectively manages existing Key Account and National customers, ensuring growth & compliance with Distributors and Territory Managers.
• Liaise regularly with Customer Account Manager team, other Field Sales & Account Leads, as well as with the B2B Field Sales manager and Channel Sales team to ensure development and cohesive execution plans for key accounts.
• Execute Accounts plans to ensure customer satisfaction and loyalty (training, promotions, visibility, etc.).
• Conduct quarterly and yearly business reviews to update customer accounts on business, opportunities, successes, competitive activity, opportunities, etc.
• Ensure to maintain and grow the Top 15 customers.
• Leverage the COE/Key Account Specialist team to execute volume driving and retention programs.
• Build long-term partnership with customers to capture new business opportunities.

Customer/Market Knowledge and Best Practices
• Analyze and know the market, its developments and foresee future trends in collaboration with the local Marketing team.
• Understand customers and end-consumers in order to develop actions that enable growth and expansion in strategic segments (examples: legal, Healthcare, Hospitality, finance & consultancy, tech, creative, real estate, higher Education, Luxury Residential, Fitness, etc.).
• Monitor and report all competitive activities and share it with Marketing.
• Share know-how with the market and to HQ (best practice sharing).
• Cascade information collected during tradeshows, events and key account meetings to the RDM and TM team.
• Challenge areas of improve