HO_Nespresso Regional B2B Commercial Manager

Job description

POSITION VACANCY

POSITION : Nespresso Regional B2B Commercial Manager

DIVISION : Nespresso MEAC

LOCATION : NME HO, Dubai, United Arab Emirates

REPORTS TO: Country Business Manager

Main Purpose of Job

· To lead, motivate and build a solid relationship with all Distributors in the market

· Strong focus on the Top 6-Distributors generating 70% of the B2B business

· Prepare annual B2B objectives letter including commercial/marketing plan budgets/investments

· Regional B2B P&L Responsibility

· Initiate and Execute Regional B2B deals with MEAC Distributors

· To ensure sustainable, competitive B2B Sales Structure in the market (under Distributors management)

· To manage a sustainable, profitable growth for the B2B business in the market in a proactive way, by seizing business opportunities and coordinating with internal/external teams effectively.

· To provide recommendation for contract renewals of Distributors.

· To coordinate with other market functions to ensure and optimize overall delivery of B2B product offering.

Major Responsibilities

Premium Brand Values and Customer Experience:

· Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the OOH environment.

· Ensure a professional after-sales service in accordance with the guidelines of the technical department at HQ, and in coordination with national ASS team and TQM.

· Ensure, in compliance with the Operations Guidelines, that the organization responds flexibly to customers' expectations and optimize the service if necessary

Commercial Drive Together with the MEAC Distributors:

· Set, achieve annual commercial, marketing and financial objectives

· Continuously monitor budget spend as per operational plan in terms of quantitative achievements vs targets and qualitative respect of corporate audit guidelines.

· Implement international commercial guidelines (e.g. Sales and Trade Terms, Segment guidelines, SF remuneration, etc.).

· Provide weekly, monthly, quarterly, annual reporting as per HQ/Zone requirements by respecting deadlines.

· Attract, retain and develop local commercial human resources through the implementation of continued coaching and learning activities (coordinated with local HR). If applicable.

· Participate at an international level to the elaboration and realization of marketing projects.

· Coordinate with the market's Marketing (CRM) and CRC functions to guarantee high standards of customer relationship management. Monitor and follow-up with Distributor service level based on set KPIs.

· Implement Customer Life Cycle programs as per HQ guidelines focusing on Keep & Increase.

· Active participation to Consensus Demand Planning process, to coordinate and ensure with Distributors Supply Chain the adequate supply of machines, coffee, accessories etc to ensure provision to B2B customers.

Develop People and Organization: right organizational set up facing future challenges

· Ensure implementation of optimal organizational structure in the department in line with the operational plan (OP), international guidelines and best practices.

· Drive a culture of entrepreneurship, performance and discipline

· Contribute to a safe working environment and conditions

· Attract, retain and develop local commercial human resources through the implementation of continued coaching and learning activities (coordinated with local HR) in line with Nespresso guidelines / best practices and local regulations

· Cascade information collected during international conventions and meetings to relevant market teams.

· Ensure development of careers, succession plans, development and coaching of sales team, technicians and the staff of potential Sales & Service Partners. Ensure the training and coaching of MEAC Distributors sales team, Marketing & technicians teams.

Service/ Back Office Together with the MEAC Distributors:

·  Ensure a professional after-sales service in accordance with the guidelines of the technical department at HQ, and in coordination with national ASS team and TQM.
·  Execute AGUILA Club – dedicated services to highly valuable customers

Requirements

Education:

·  University degree in Commercial, Economics or equivalent
·  Ideally MBA degree

Experience:

·  Experience in a similar position of at least 3-5 Years in a mature market with B2B Agents (HoReCa/ Office/ Premium Restaurants)
·  Broad commercial experience
·  Line Management Experience in similar environment
·  Strong financial knowledge
·  Advanced knowledge of MS office

Skills/Competencies/Attributes:

·  Negotiation and Influencing skills
·  Project management
·  Planning, Organization and Controlling
·  Open-minded
·  Strong ethics
·  Analytical and strong communication capabilities
·  Team work
·  Business and Customers Orientated
·  English will be essential. Fluency in regional languages is a plus

We thank all applicants for their interest; however only those individuals selected for an interview will be contacted.