B2c Key Account Manager

**Position Snapshot**

Grade: H1

Location: Barcelona

Make Nespresso the best-in-class brand with our strategic partners by ensuring commercial development and brand visibility. The main goal is to increase the sell-out, the turnover and visibility. To ensure that the visibility of Nespresso is consistent with its position on the market and that the Nespresso image is respected.

**Responsibilites**

**Market insight**:

- Know and analyze the market, its developments and foresee future trends.
- Understand consumer, trade and market insights mastering available analytical tools in the market (e.g. GFK, CRM)
- Monitor, analyze and communicate the actual machine market and turn findings into valuable strategies or concepts
- Understand, check and use coffee machine market data (e.g. GFK, CRM).
- Comply with Nespresso information systems (reporting, NesSoft) to ensure accurate market intelligence and customer relationship management.

**Establish the Sales strategy for KA on his/her competence**:

- Implementation and development of KA growth strategy and recommend actions to meet goals, based on the Operational Plan
- Actively participate in distribution strategy (prospect, selection, evaluation of the POS according
- to Nespresso Strategic Plan)
- Elaborate and implement KA plans and ensure main stakeholders (internal and external -MP) are aligned to them
- Develop sales strategies together with field structure at POS level for machine listing and activities execution
- Establish a competitive set / risk management, using market Insight competition & shopper insight
- Look and prospect for new national accounts. Assess their potential and develop together with the field organization

**Manage relationship with Key Accounts (KA) and partners (if present)**
- Build strong relationship with existing and new accounts as well as strong performance mindset, nurture positive and efficient long term relationship all levels, including machine partners.
- Negotiate with the KA the necessary actions and activities to establish Nespresso as category leader
- Generate interest/demand at KA level in the category by communicating consumer trends & developments, and premium positioning of Nespresso.
- Ensure the proper information and alignment with machine partners about the strategies and actions in Key Accounts.
- Support machine partners buyers and field structure with updates about key accounts status, opportunities and threats.
- Develop and implement incentive actions in order to motivate KA and POS Staff to keep Nespresso at top-of-mind.

**Excel in execution. Build complete KA plan to drive the overall business**:

- Execute the B2C sales strategy in collaboration with and through the field structure.
- Identify right contact persons (Buyers, Sales, Marketing) and involve them in the development and
- implementation of the Key Account Plans.
- Set up annual targets by Key Account and develop a detailed Key Account business and operational plan.
- Target plans with: new members, machines volume and value, in-store activities, P&L follow-up and reporting.
- Define and agree promotional activities (Windows, In-store displays, Path-to-Purchase, Events, Catalogue, Demos etc.,) with buying office and merchandising head-office team.
- Liaise and coordinate with Trade Marketing to organize those activities. Actively facilitate and implement local initiatives with KA POS's
- Ensure cross functional communication within Nespresso about the activities (F&C, HR, Retail, Supply Chain, Marketing, CRC)
- Forecast management in cooperation with machine partner, vendor, agents.
- Align the global machine supply with consumers demand and market strategy by sharing on Nespresso commercial and marketing activities.
- Ensure accurate sell-in & sell-out forecast per Key Account and implement the contract terms between Nespresso and machines partners.
- Control and ensure sufficient stock level per account. Liaise with machine partner and buying office and KA.
- Ensure perfect coordination of logistics operations towards KAs in collaboration with SC
- Liaise with field structure demo program for KA

**Shopper experience to get members**
- Establish visibility strategy (# POS, type of installation, P2P, machine display): ensure the commitment to Nespresso presence in all concerned stores
- Maintain customer satisfaction and loyalty (demonstration, club/coffee comm., MShopper)
- Execution of machines launches
- Promotional activities & incentives: Innovate and improve promotional mechanics and redemption mechanics

**POS**
- Function as a Sales Representative for the POS dedicated and of KA's under responsibility.
- Visit POS regularly with sales Promoters according to territorial planning and priorities.
- Monitor and report competitive activities, including periodic visits to SDA channels where Nespresso is not present.
- Category Management/merchandising:

- Initiate and implement Category Management initiatives in collaboration with