Nespresso Hiring for Customer Account Manager (West Coast/Mid-West) Job at Los Angeles, CA Full Time

The Customer Account Manager is responsible for developing solutions that align with customer needs across relevant strategic segments, securing new national account partnerships, driving regional execution, managing budgets and delivering results that meet or exceed targets. This role will ensure the definition and execution of National Account strategies for large, national offices in close partnership with National Distribution Partners and Direct Sales team. This role will also be responsible for setting-up & implementing National Account commercial & marketing plan to achieve yearly objectives (acquisition & growth) through National Partnership network and direct sales team. The Customer Account Manager will also develop and execute expansion into strategic segments (i.e. workplaces, co-working, and associations), while ensuring profitability of National Office accounts according to Nespresso targets (P&L) under the guidance of the Director Customer Account. There is a preference for candidates located in either California or Washington state and this role is required to travel up to 40% based on the needs of the business.

Responsibilities:

• Develop a robust pipeline of National Account workplace opportunities that are aligned with business objectives and customer strategies to ensure sustainable national account acquisition.
• Build complete customer plans for potential accounts that are aligned with business objectives and customer strategies.
• Follow Strategic Accounts defined by Nespresso US and with HQ; communicate regularly with Global Strategic Account Manager in HQ and supply reporting/support/feedback as requested.
• Map, build and execute expansion in core and strategic segments including (workplace, co-working and associations).
• Use of CRM system to target, acquire and develop new Accounts.
• Execute customer plans for potential Accounts.
• Participate, lead and execute discussions around National RFQ and RFP opportunities for both direct and indirect accounts.
• Negotiate commercial agreement with new Accounts.
• Assist in determine relevant events and other trade marketing activities which drive new account acquisition.
• Develops annual programs that will drive volume and brand presence in line with national strategies.
• Develops relationships with key account team of national partnership network from a sales perspective in conjunction with Manager Channel Sales and Manager Customer Account – Partnerships, team.
• Execute partnerships together with national account team of all partners via business planning, creation of acquisition programs, tailored activations and concepts, depending on the customer needs.
• Expand partnership into new strategic segments by building relationships with dedicated teams from such National and regional partners in tandem with Customer Account team.
• Effectively manage existing National customers, ensuring growth & compliance with distributors & territory managers.
• Following the B2B strategic segments, build complete Customer Account Plan to drive the overall business and achieve profitable sales objectives.
• Liaise regularly with Sr Specialist Field Sales, Managers Field Sales and Managers Channel Sales to ensure development and execution of National Account plans together.
• Execute Accounts plans to ensure customer satisfaction and loyalty (training, promotions, visibility).
• Drives execution of national account programs through national buyers and field level management group.
• Conducts quarterly and yearly business reviews to update national accounts on business, opportunities, successes, competitive activity, opportunities, etc.
• Consistently pursues incremental opportunities to increase volume and presence -Ensure to maintain and grow the Top 15 customers.
• Leverage the COE/Direct Sales/Key Account teams to execute volume driving and retention programs.
• Build long term partnership with customers to capture new business opportunities and define tailored concepts together with trade marketing.
• Use of CRM system and key account tools to maintain and develop existing Accounts.
• Align and execute HQ strategies and initiatives as needed to support GSA efforts, and to properly grow/drive focus business.
• Collaborate effectively with B2B colleagues and all functions (i.e. trade marketing, CRM, COE, TQM, Partnership, NAM Team, sustainability) to deliver overall commercial plan and guarantee high standards of customer relationship management.
• Analyze and know the market, its developments and foresee future trends in collaboration with the local Marketing team.
• For strategic segments (workplace, co-working, and associations) understand customers and end-consumers in order to develop actions that enable growth and expansion.
• Challenge areas of improvement supported by concrete action plans (best practices implementation); requests support/tools with a business case to win the partnership.
• Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the Workplace environment.
• Adherence 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.

Requirements:

• High School Diploma or GED required; Bachelor’s degree preferred.
• Must have 5+ years of National Account experience with a proven track record of success, in the office/workplace channel with C-level exposure and negotiation required.
• 3+ years of working with distribution partners is strongly preferred.
• Demonstrated proficiency in MS Office (Word/Excel/Outlook/PowerPoint) is required.
• Must have excellent communication (oral and written), presentation, analytical, negotiation and stakeholder management skills.
• Must be detail-oriented and have strong organizational, prioritization and customer service skills.
• Current or prior experience in strategic planning, execution and change management preferred.
• Must be willing and able to work under pressure to meet tight deadlines with minimal supervision.
• Current or prior experience in facilitating customer and group meetings a must.
• Willing and able to travel up to 40% based on the needs of the team and the business.

Requisition ID:
215372

The approximate pay range for this position is $125,000 to $145,000. 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).