• Job Description

  Req#: 276550

  At Nespresso we place people and specialty coffee at the heart of what we do. As part of our team, you'll be empowered to inspire, care, act, and innovate to reach your full potential and reimagine what coffee can be. We're committed to delivering an exceptional coffee experience that elevates our community, suppliers, farmers, and each other, channeling our growth-minded spirit to set new standards in global coffee culture. Quality, sustainability, diversity and inclusion are core to who we are and critical to our vision of driving positive change. Throughout our factories, boutiques, and office locations, Nespresso careers are brimming with first-rate opportunities to push the boundaries of coffee exploration.

  Job Description:
  
  The National Distribution Manager (B2B) will ensure the complete alignment and execution of B2B Route-to-Market (RTM) strategy with key partnerships (including Distribution Partner Broadliners, GPO's Facility/Property Management, etc.). This role will also support and assist the Channel Sales team with negotiating local partnership agreements with Regional Partners in key cities (i.e local distributors). This role also manages the activities and development of the Channel Sales team under the guidance of Director of Customer Accounts (B2B). The National Distributor Manager will also own assigned key regional and national operations relationships that help support partnership expansion and to also penetrate the customer base of the Partner network to increase market share within Nespresso’s B2B Strategic Customer Segments. This is a People Leader role and is also a remote-based opportunity.
  
  Responsibilities:
  
  Lead Regional B2B Partnership Execution Strategy
  
  • Analyze and assess current National distribution network including: recommendations for improvement, and execute strategy to meet the short terms goals and long term partnership objectives; supporting the NAM Partnership Team objectives.
  • Expand footprint in current OCS focus to expand partnership capabilities across Nespresso’s Strategic Customer Segments.
  • Execute National Partnerships (GPO's, Broadliners, Facility/Property Management) with support of the Regional Sales team.

  • Vet, propose and execute strategic new local partnerships as approved by B2B Leadership.
  • Validate and execute agreements with mutual objectives and KPI's are fulfilled versus B2B RTM framework.
  • Attend Strategic QBR's for Regional Partners via key Channel Sales team needs.
  • Integrate and work closely with the Customer Account & Field Sales teams to drive B2B business.
  • Manage the Revenue Performance Management (RPM) team budget and spend including: sales incentives and operational expenses for Partnership Team.
  • Ensure successful implementation of the B2B Partnership RTM and MBS Strategy.
  • Develop relationships with national/regional distribution partner at every level.
  • Lead for Partnership team with trade marketing to ensure maximum visibility and brand presence.
  • Participate in assigned tradeshows to ensure Nespresso’s presence.
  • Cascade information collected during tradeshows, events and key account meetings to the Channel Sales team.
  Lead the Partnership Team to Achieve or Exceed Business Targets
  
  • Create and foster the right environment and mindset: create alignment, lead by example, promote an open, positive and constructive, inclusive culture and share/live by Nestle values in a sustainable way.
  • Lead the Regional Sales team through challenges and support the necessary adaptations to enable success in the new route to market strategy.
  • Help in building bridges in the inclusion of new teams and new strategic segments for the direct Sales team, as well as the Partnership team.

  • Help shepherd through roadblocks and old habits to pave way for new dynamic team environment.
  • Select new applicable talent: recruit and onboard people and plan capabilities for future talent.
  • Develop people: coach, define effective (70-20-10) development plan and identify talent, building the right capabilities for the team and for the organization long-term success by utilizing NesPals (team mentors) and the Sales Expert program at Nespresso USA.
  • Drive and inspire performance: empower and enable people, give and receive feedback, evaluate and differentiate performance, constantly challenge the set up to ensure its results and effectiveness.
  • Recognize achievements: give and receive recognition and reward individual and team performance/accomplishments.
  Customer/Market Knowledge and Best Practices
  
  • Analyze and know the market, its developments and foresee future trends in collaboration with the local Marketing team at Nespresso.
  • For strategic segments, understand customers and end-consumers in order to develop actions that enable growth and expansion.
  • Monitor and report all competitive activities and share it with marketing .
  • Share know-how with the market and with HQ (best practice sharing),
  • Cascade information collected during tradeshows, events and key account meetings to the team.
  • Challenge areas of improvement supported by concrete action plans (best practices implementation); requests support/tools with a business case to ring the partnership.
  
  Premium Brand Values and Customer Experience
  
  • Ensure consistency of the Nespresso brand and the consumer and customer experience in the (Workplace & Hospitality/Travel environment).
  • Ensure a professional sales experience in accordance with the Nespresso Brand Image.
  • Optimize brand equity and visibility through the Nespresso experience, brand exposure and product trials.

  • Be an ambassador of all Nespresso sustainability programs and ensure awareness and implementation of recycling and sustainability initiatives in customer environment.
  
  Compliance
  
  • Adheres to all Nespresso principles and policies including Nestlé trade policy, local Sales policy, local trade terms, safety and legal regulations.
  • Ensures that all commercial B2B activities are managed according to Nestlé and Nespresso business principles.
  • Ensures that all company policies, procedures and business ethics codes are communicated and implemented within the team.
  • Executes international commercial guidelines (e.g. sales and trade terms, segment and strategic segments guidelines, etc.).
  • Coordinates with the Finance team to secure accurate payment from customers.
  • Manages all aspects of business including but not limited to budgets, T&E and strategic partnerships.
  • Accurately forecasts capsule consumption and machine purchases for market.
  • Performs additional duties, tasks or special projects as assigned by the Director of B2B Customer Accounts.
  
  Requirements:
  
  • Bachelor’s degree in Business Administration, Psychology, Marketing or in a related field required; Master’s degree preferred.
  • 7+ years of Sales Management experience working with or managing a DSD and/or Food service network (B2B) required.
  • 5+ years of People Leadership experience in leading and managing high performing teams required.
  • 3+ years of experience in managing, leading and developing 3rd party distributors, National distributors, GPO's, Broadliners, Facility/Property Management, etc. preferred.
  • Must have knowledge of and/or experience working with non-traditional (Workplace, Hospitality & Travel, as well as with new strategic segments as outlined in MBS, etc.) landscape (Local & National Accounts).
  • Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) required.
  • Must possess strong communication (oral and written), innovation, analytical and management skills to understand market performance and identify opportunities and map action plans for distributors.
  • Must be a strategic thinker with strong business acumen skills and knowledge.
  • Proven analytical Skills in Financial Management and Data Collection.
  • Must have strong presentation, project management, time management and stakeholder relationship skills (ability to develop and grow key stakeholder relationships both internally and externally).
  • Ability to leverage Distributor, customer and coffee insights to influence appropriate outcomes.
  • Apply financial concepts internally and externally for planning and measurement purposes.
  • Ability to work under pressure to meet tight deadlines with minimal supervision.
  • Strong ability to perform data analysis in support of fact based proposals.
  • Willing and able to travel up to 70% based on the needs of the team and the business.
  
  The approximate pay range for this position is $145,000 to $165,000. 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.
  

  Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with 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)
  
  Requisition ID:
  276550

  It is our business imperative to remain a very inclusive workplace.

  To our veterans and separated service members, you're at the forefront of our minds as we recruit top talent to join Nestlé. The skills you've gained while serving our country, such as flexibility, agility, and leadership, are much like the skills that will make you successful in this role. In addition, with our commitment to an inclusive work environment, we recognize the exceptional engagement and innovation displayed by individuals with disabilities. Nestlé seeks such skilled and qualified individuals to share our mission where you’ll join a cohort of others who have chosen to call Nestlé home.

  Nestlé Nespresso USA is an equal opportunity employer and is looking for diversity in qualified candidates for employment. Prior to the next step in the recruiting process, we welcome you to inform us confidentially if you may require any special accommodations in order to participate fully in our recruitment experience. Contact us at accommodations@nestle.com or please dial 711 and provide this number to the operator: 1-800-321-6467.

  This position is not eligible for Visa Sponsorship.

• About the company

  Nestlé SA is a Swiss multinational food and drink processing conglomerate corporation headquartered in Vevey, Vaud, Switzerland.

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