HORECA Sales Manager, Nespresso MY

About the role

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• Position Snapshot
• Location: Petaling Jaya, Selangor, MY
• Full-time
• Bachelor’s Degree
• 5+ years of experience

Position Summary

Nestlé Nespresso International

Nestlé Nespresso has been one of the most successful operating unit of the Nestlé Group, the world's leading food, beverage, nutrition and wellness company.

It has pioneered the portioned coffee market to provide premium coffees and related products/services, both in-home and out-of-home.

While benefiting from Nestlé's expertise, Nestlé Nespresso is a strategic business unit, with its unique business model, having the end-to-end responsibility from coffee sourcing to marketing, delivering premium coffee products and services to the end-consumer through its diverse sales channels (Retail, e-Commerce, contact center). Find out more about us on

• The HORECA Sales Manager is responsible to Coach, lead and motivate B2B Sales Team to deliver agreed objectives/sales plans to achieve maximum profitability and growth in line with Market Business Strategy.
• A day in the life of a HORECA Sales Manager
• Develop & communicate key priorities and targets for the sales organization
• Act as a key link between the field operations and the NN Strategy, by coordinating and implementing the B2B strategy
• Sets the yearly targets for the Sales Force with the B2B Commercial Manager
• Co-ordinate and review the pipeline of potential customers & growth opportunities on a regular basis for efficient Sales Force Management
• Propose and follow up of Sales Force specific regional actions / promotions / trade fairs in order to reach the sales targets
• Provide strategic direction/input for business development and field sales strategies in line with business requirements Provide timely feedback to senior management regarding performance
• Accountable and responsible to ensure achievement of agreed sales targets/KPIs
• Execute international commercial guidelines (e.g. Sales and Trade Terms, OFFICE/HORECA guidelines, SF remuneration, etc.).
• Perform regular and accurate reporting of Sales Force productivity (monthly, weekly, daily) and potential action to be taken.
• Develop Key Accounts together with the Key Account Managers and Field Sales Force Challenge the sales organization to ensure its effectiveness and meet evolution of business requirements
• Manage the team to achieve or exceed business targets.
• Ensure consistency between the Nespresso Brand and the Consumer/Customer experience.
• Ensure a professional sales service in accordance with the Nespresso Brand Image.
• Ensure that all commercial B2B activities are managed according to Nestlé and Nespresso business principles.
• Ensure that all company policies, procedures and business ethics codes are communicated and implemented within the team.

• What will make you successful
• Bachelor’s degree holder in Business Management or Commercial
• Strong communication skills in English

At least 5 years in B2B (direct sales) environment and at least 3 years Sales Management experience and over this period has successfully delivered on KPIs, especially top and bottom line business results.

Has consistently demonstrated success in a number of challenging and diverse sales roles.

Successful track record of managing and developing people with proven leadership ability to drive and motivate sales team.

Experience in marketing is a plus.