Key Account Manager- Offices- Nespresso UAE

Job Description

POSITION SNAPSHOTRole: Key Account Manager - Offices ChannelLocation: Dubai, UAECompany: Nespresso UAEPOSITION SUMMARYNespresso UAE is looking to hire a Key Account Manager for the Offices Channel , who will be responsible to ensure the execution of the Offices Channel Strategic Segment and Key Account Strategies defined at HQ/Zone for the UAE Market Offices Channel. The role will also be responsible to set up and implement key account commercial and marketing out of home activities to achieve yearly objectives focusing on medium and large offices across the Emirates. The role will also ensure profitability of Key Accounts according to Nespresso targets (P&L) in all offices channel strategic segments.A DAY IN THE LIFE Market insights:

• Analyze and know the market, how its developing and foresee future trends.
• Understand the B2B Out of Home Offices Channel Market in the UAE, deeper insights into office key accounts and market insights via implementation and mastery of all available market analytical tools. Leverage this know- how to the HQ & the Zone.
• Monitor, Analyze and communicate the results vs. plan. Analyze the Coffee Machine market data.
• Implement the future development growth strategy and recommend actions to meet goals.

Establish the Sales strategy: GET, KEEP & INCREASE:

• Define the key account opportunity in International or local offices.
• Seek agreement on 3 Year Strategic Business Objective with the B2B Commercial Manager & Offices Sales Manager.
• Set annual Key Account Plan with high level targets of get, keep, and increase.

• Establish a competitive set/risk management, using market insight competition & Shopper insight.
• Drive innovative solutions in Large Offices.

Manage relationship with KA (Key Accounts):

• Build strong relationship with existing and new accounts as well as strong performance mindset, nurture positive and efficient long-term relationship at all levels to ensure the consistent application of the strategy and constant business returns.

• Review the different strategic alliances not only with the Buyer, but with key decision holders that can enhance the performance of the brand.
• Drive and anticipate the negotiation steps.
• Training of customers on the Nespresso Professional Solutions.

Excel in Execution: Build complete Customer Plan to drive the overall business:

• Execute the B2B Offices Sales Strategy in collaboration with and through the Offices Sales Team.
• Set Up Annual targets of Machine Sales by Key Account and develop a detailed Key Account Operational Plan.
• Define and agree promotional activities with buying office and merchandising head-office team. Liaise and co-ordinate with B2B Marketing Manager to organize key activities. Actively facilitate and implement local initiatives.
• Ensure cross functional communication within Nespresso with key functions and teams.
• Forecast Management in cooperation with Nespresso HQ SC requirements aligning on the global machine supply with consumers demand by sharing on Nespresso Commercial and Marketing activities, ensuring accurate Sell in & Sell-out forecast per customer and implementing the contract terms between Nespresso and Machine Partners.

• Ensure perfect coordination of Logistics operations towards Key Accounts in collaboration with SC & ASSC Teams.

Brand Values & Customer Experience:

• Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the Office Environment.
• Ensure professional Sales Service in accordance with the Nespresso Brand Image.

• Provide on the Job training and success case sharing to the Office Sales Team.

Develop People & Compliance:

• Coach and develop the office, Sales Team.

• Provide on the Job training and success case sharing to the office sales team.
• Adherence to all company principles and policies including Trade policies, local sales policy, local trade terms and safety.
• Ensure all the commercial B2B Activities are managed as per our Business Principles.
• Ensure all the company policies, procedures and business ethic codes are communicated and implemented within the team.
• Execute the international commercial guidelines.

• Be accountable for the compliance of the Sales Force with the Nespresso B2B Quality Standards.
• Coordinate with accounting to ensure secure accurate payment from Key Accounts.

What will make you successful

• University graduate in Commercial or Economics Management.

• Broad commercial experience and has successfully delivered on KPIs.
• Demonstrated success in challenging and diverse sales roles including direct sales experience in a similar business model, succeeding in making commercial propositions from Small to Medium Chain Customers.
• Good track record of developing and coaching people: Connect and motivate the sales team.
• Strong Customer focus
• Ability to work with a field team.

• Excellent verbal and written communication
• Strong interpersonal skills
• Excellent analytical skills, self- starter, Ability to act independently respecting company policies.
• Ability to work under pressure.
• Language: Arabic & English required

At Nespresso, we believe that we can elevate the world of coffee to drive a positive impact and be a force for good which shapes lives and landscapes for the better. We place people at the heart of our success - all 14,000 of them. We actively cultivate diversity, inclusion and belonging in the workplace. We celebrate individuality, believing that your authenticity and uniqueness can help us to grow together. Quality and sustainability are core to who we are and critical to our vision of driving positive change. Were committed to delivering an exceptional coffee experience that elevates our community, suppliers, farmers, and each other. To achieve this, we live by four behaviors. We Inspire, we Care, we Act, and we iNnovate. Each one of these reflects who we are and how we interact with one another and with the world around us. We live a culture that is built on the principal belief that individually and collectively we can. What about you Want to be part of this exciting journey Join the Nespresso team! And reimagine what coffee can be. Reimagine what you can become. Together we grow as individuals and teams. And as an organization. Apply online at

Keyskills :
Negotiation Compliance Analytical Skills Coaching Key Accounts Customer Focus Marketing Logistics Operations Sales Business Development Communication People Management

About Company

As the world’s largest food and beverage company we are driven by a simple aim: unlocking the power of food to enhance quality of life for everyone, today and for generations to come. To deliver on this, we serve with passion, with a spirit of excellence, offering products and services for all stages of life, every moment of the day, helping people care for themselves and their families. Our culture is based on our values rooted in respect: respect for ourselves, respect for others, respect for diversity and respect for the future.