Key Account Manager Horeca

Job description

"Passionate People. Great Careers."

MISSION

The Key Account Manager is responsible for the growth of the Key Account Segment: International Key Accounts on the one hand (International Hotel Chains with a Nespresso HQ agreement) and National Key Accounts on the other hand (National Hotel and Foodservice Chains). The Key Account Manager will develop the existing key accounts and will acquire new Key Accounts. He/she is also responsible for creating brand visibility and awareness in the segment and acts as an ambassador for Nespresso Business Solutions.

MAIN RESPONSIBILITIES

The Key Account Manager Horeca develops yearly a sales plan in cooperation with the Sales Manager Horeca Belux and in line with the Company strategy. He acquires new customers and develops existing (Inter) national hotels and other hospitality/foodservice chains by:
· Ensuring achievement of agreed targets/KPI's;
· Identifying sales opportunities within designated territory;
· Acquiring new customers by following the Nespresso B2B Sales Speech; understanding the added value Nespresso offers for Hospitality/foodservice Key Accounts.
· Selecting customers (prospects) via different tools and sources;
· Using SAP Customer on Demand (CoD) and recording all above activities into (CoD);
· Cold Calling and Visiting of selected prospects;
· Increasing business with existing Key Accounts.
· Selling/placing machines spread over the B2B (Aguila, Gemini, Zenius) and B2C range, creating durable and sustainable volume at Key Accounts.
· Attending National Horeca Trade Fairs;
· Ensuring a follow up on the Credit management of new and existing Key Accounts.
· Complying with Nestlé and Nespresso business principles and policies including Nestlé trade policy, local Sales policy, local Trade Terms, Safety and legal regulations.
KNOWLEDGE AND PROFESSIONAL SKILLS
· Bachelor (Hotel Management is an asset) or equal through experience
· Minimum of 2-4 years of Key Account Sales experience: prospecting (cold calling, cold canvassing), negotiating multi-venue sales conditions and contracts on a C-level, managing & developing existing customers
· Bilingual in Dutch and French with good knowledge of English
· Good knowledge of Microsoft office
· Driving licence
· Excellent knowledge of (high end) Hospitality
· Strong commercial skills/customer focus
· Detecting customer needs and find appropriate solutions
· Persistent and convincing
· Team Player
· Appropriate appearance
· Existing Relevant Restaurant/Hotel Network is an important asset.
· Must have a strong work ethic, integrity and total honesty
· Strong enthusiasm/passion for the product
· Strong interpersonal/communications skills/good at networking
· Entrepreneurship spirit (asset)
· Able to act independently respecting company policies, guidelines and strategies (asset)
· Energized by tough challenges (asset)
· Ability to work under pressure
· Rigorous, disciplined and structured

Keywords: België, Nederlands, Belgique, Français, Belgium, English