Horeca Key Account Manager

Nestlé Sa; Gauteng; On-site; ZAR 500 000 - 700 000; Full time

Job summary

A leading company in the coffee sector seeks a HORECA Key Account Manager to drive B2B sales and manage key accounts. The role involves executing marketing activities, building customer relationships, and ensuring profitability. Ideal candidates will have extensive experience in B2B sales, particularly in the HORECA sector, and possess strong negotiation and interpersonal skills.

Qualifications

• At least 5 years of experience in B2B direct sales.
• Minimum of 2 years commercial HORECA experience.

Responsibilities

• Focus on large key account deals and ensure execution per Nespresso standards.
• Negotiate commercial agreements and build long-term partnerships.
• Analyze market developments and manage Key Account Sales budget.

Skills

Negotiation

Customer-centric approach

Interpersonal skills

Communication

Entrepreneurial spirit

Education

Degree / Diploma in Business Management

Job description

Qualification: Degree / Diploma in Business Management

Experience: At least 5 years of experience in a B2B (direct sales) environment, with a minimum of 2 years demonstrated commercial HORECA experience.

Closing Date: 19 February

Position Summary

The HORECA Key Account Manager will focus on large key account deals, ensuring best-in-class execution as per Nespresso Professional standards for all venue deals and visibility.

The role involves setting up and implementing Key Account commercial and marketing activities to achieve yearly objectives in terms of acquisition and growth.

Additionally, the Key Account Manager will ensure the profitability of Key Accounts according to Nespresso targets.

A day in the life of a Nespresso HORECA Key Account Manager

• Participate in market sizing analysis and define Key Account opportunities with B2B key stakeholders.
• Build complete Customer Plan to ensure sustainable Key Account acquisition.
• Utilize CRM system to target, acquire, and develop new accounts.
• Execute plans for assigned potential accounts aligned with business objectives and customer strategies.
• Negotiate commercial agreements with new accounts.
• Develop Key Accounts together with the Commercial Manager.
• Maintain and grow the top 20 customers.
• Build long-term partnerships with new and existing customers to capture new business opportunities.
• Execute account plans to ensure customer satisfaction and loyalty through training, PR events, promotions, and visibility.
• Ensure new large deals within customers to sustain capsule volume growth.
• Use CRM system to maintain and develop existing accounts.
• Define and manage Key Account Sales budget in cooperation with the B2B Commercial Manager.
• Analyze the market, its developments, and future trends in collaboration with the local Marketing team.
• Leverage market knowledge and best practices to drive growth and expansion.
• Ensure consistency of the Nespresso Brand and the Customer experience in the HORECA environment.
• Optimize Brand Equity and visibility through the Nespresso Experience, brand exposure, and product trials.
• Manage all commercial B2B activities according to Nestlé and Nespresso business principles.
• Coordinate with finance to secure accurate payment from customers.

What will make you successful?

• At least 5 years of experience in a B2B (direct sales) environment, with a minimum of 2 years demonstrated commercial HORECA experience.
• Experience in driving cross-functional teams in strategic and high-value new business pursuits.
• Proven success in previous sales roles with a strong B2B mindset and negotiation skills.
• Strong HORECA insight.
• Good financial knowledge, P&L management, internal F&C processes.
• Strong work ethic, integrity, and honesty.
• Customer-centric approach with strong interpersonal and communication skills, good at networking and influencing.
• Entrepreneurial spirit and self-motivation.

We actively cultivate diversity, inclusion, and belonging in the workplace. We celebrate individuality, believing that your authenticity and uniqueness can help us grow and thrive together.