Horeca Key Account Manager

Nestle; Sarıyer; Hybrid; TRY 900,000 - 1,300,000; Full time

Benefits offered by this job

Hybrid working

Exclusive employee discounts

Employee Assistance Program

Wellbeing and Sports Benefits

Paid birthday leave

4 weeks paternity leave

Job summary

Responsibilities include market analysis, stakeholder engagement, and collaboration with HQ teams to deliver targeted sales plans while maintaining exceptional customer service and loyalty in a dynamic market.

Qualifications

• 3–5 years in B2B environment
• 3+ years in Field Sales or Account Management
• Experience driving cross-functional teams in high-value deals
• Proven success in previous sales roles
• Marketing experience is a plus

Responsibilities

• Participate in market sizing analysis with B2B stakeholders to define Key Account opportunities
• Build complete Customer Plans to acquire and grow Key Accounts
• Coordinate with HQ Global Strategic Accounts and maintain contact with Global Account Managers
• Use CRM to target, acquire and develop new Accounts
• Execute Account Plans aligned with business objectives and customer strategies
• Negotiate commercial agreements with new Accounts
• Manage Customer LifeCycle and ensure profitability of top accounts
• Develop Key Accounts with the Sales Manager and grow the TOP 20 customers
• Establish long-term partnerships with new and existing customers
• Drive training, PR events, promotions, visibility initiatives for customers
• Oversee large deals to sustain capsule volume growth
• Ensure consistent Brand experience for Nespresso in HORECA environment
• Coordinate with finance to ensure timely payments and budget adherence
• Align HQ strategies with local market plans and share best practices

Skills

B2B sales

Field Sales

Account Management

Business Development

Cross-functional collaboration

CRM experience

Tools

CRM system

Job description

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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(Business to Business) 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(Headquarters) and assigned to the portfolio including regular contact with Global Strategic Account Mgr in HQ

• Use of CRM(Customer Relationship Management) 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(Public Relations) 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 ManagerAlign 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(Customer Relationship Center), TQM(Total Quality Management)...) to deliver overall commercial plan and guarantee high standards of customer relationship managementCustomer/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 department

• 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 HORECA(Hotel, Restaurant, Café) 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 necessaryAdherence 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 (Business to Business) 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

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?

Flexible work schedule

Hybrid working

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

Employee Wellbeing and Sports Benefits (benefit from more than 5000 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