HORECA Key Account Manager

We are currently seeking a candidate to take on the role of overseeing the execution of the HoReCa Channel Strategic Segment and Key Account Strategies for the UAE Market HoReCa Channel. This position entails: Ensuring the implementation of Key Account Commercial & Marketing OOH Activities to achieve yearly objectives (acquisition & growth) specifically targeting Premium Hotels, Cafes, and Restaurants/Bars in Abu Dhabi & Dubai. Managing the profitability of Key Accounts according to Nespresso targets (P&L) across all HoReCa Channel Strategic Segments (Premium Hotels, Cafes, and Restaurants).

A DAY IN THE LIFE …

Market Insight:

• Conduct comprehensive market analysis to understand market dynamics, trends, and future projections.
• Develop a deep understanding of the B2B OOH HoReCa Channel Market in the UAE, with a focus on office key accounts, utilizing available market analytical tools effectively.
• Monitor, analyze, and communicate performance results compared to set plans, including analyzing coffee machine market data from sources such as Euromonitor and Advancy.
• Formulate growth strategies and recommend actionable insights to meet set objectives.

Establish Sales Strategy (GET, KEEP & INCREASE):

• Define key account opportunities within clusters of Premium Hotels, Cafes, and Restaurants, both on an international, regional, and local scale, with a focus on scaling and increasing capsule sales impact.
• Collaborate with B2B Commercial Manager and HoReCa Sales Manager to establish three-year strategic business objectives.
• Develop annual key account plans with high-level targets for acquisition, retention, and growth.
• Implement risk management strategies using market insight competition and shopper insights.
• Drive innovation in Premium HoReCa Venues to enhance brand visibility.

Manage Key Account Relationships:

• Foster strong relationships with existing and potential key accounts, ensuring a performance-driven mindset and long-term positive relationships at all levels.
• Engage in public relations and networking activities with current and prospective key customers.
• Coordinate with the market’s Marketing and Customer Relationship Center (CRC) functions to maintain high standards of customer relationship management.
• Seek strategic alliances with key decision-makers to enhance brand performance.
• Ensure compliance with CRC Operations Guidelines and adapt to customer expectations while optimizing service delivery.

Execution Excellence and Business Development:

• Implement the B2B HoReCa Sales strategy in collaboration with the HoReCa Sales Team.
• Set annual machine sales targets by key account and develop detailed operational plans, including volume, value, P&L tracking, and reporting.
• Identify key contacts and involve them in the development and implementation of Key Account Plans.
• Define and agree on promotional activities with the buying department and merchandising head-office team.
• Facilitate local initiatives and coordinate logistics operations with cross-functional teams.
• Assist in coaching and developing the office sales team, providing on-the-job training and sharing success stories.
• Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in Premium HoReCa environments.
• Adhere to all company principles, policies, and business ethics codes, including Nestlé trade policy, local Sales policy, and safety regulations.
• Execute international commercial guidelines and ensure compliance with Nespresso B2B quality standards.
• Coordinate with accounting to ensure accurate payment from key accounts.

What will make you successful…

• University degree in Commercial or Economics Management.
• Extensive commercial experience with a strong commercial acumen, consistently achieving KPIs.
• Must have experience handling HORECA channels.
• Demonstrated success in various challenging sales roles, including direct sales experience in a similar business model, with the ability to effectively present commercial proposals to small to medium chain customers.
• Previous experience in line management within a similar environment, with a proven track record of developing and coaching individuals, and the ability to connect and motivate sales teams, including virtual teams and agents.