Regional Manager Field Sales- East (Remote)

At Nespresso, we place people and specialty coffee at the heart of what we do. As part of our team, you'll be empowered to inspire, care, act, and innovate to reach your full potential and reimagine what coffee can be. As a certified B Corporation, we're committed to driving our triple bottom line – People, Profit, and Planet – by delivering an exceptional coffee experience that elevates our community, suppliers, farmers, and each other, channeling our growth-minded spirit to set new standards in global coffee culture. Quality, sustainability, diversity, and inclusion are core to who we are and critical to our vision of driving positive change. Throughout our factories, boutiques, and office locations, Nespresso careers are brimming with best-in-class opportunities for your development and growth. Join us!

JOB SUMMARY:

The B2B Regional Sales Manager is responsible for coaching, leading, motivating, and inspiring the B2B Territory Manager Sales Team to achieve agreed objectives and sales plans. They will drive maximum profitability and growth in alignment with the Market Business Strategy. Additionally, they will collaborate with the Inside Sales team to drive K&I (knowledge and insights) and GET (goals, execution, and tracking) results as required. The Regional Sales Manager will leverage insights to ensure the successful implementation of Nespresso US Market Business Strategy, under the guidance of the Director of Field Sales. This role will provide support to our East region and will require 50% travel.

RESPONSIBILITIES:

Assist in development and communication of 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 with the B2B Leadership Team
• Assist in developing the annual targets for the Sales Force with the Director of Field Sales and Sr Manager Commercial Excellence                                                                                                                                
• Assist in ensuring Inside Sales is engaging in a high value manner, providing feedback around what's working/what's not in order to drive consumption, solicit new business, completing assignments as given
• Co-ordinate and review the pipeline of potential customers & growth opportunities on a regular basis for efficient Customer Lifecycle Management
• Propose and follow up of Sales Force specific regional actions / promotions to reach the sales targets
• Provide input for Commercial Excellence to ensure reporting is leveraged to drive and support the business requirements/priorities
• Provide timely feedback to senior management regarding team performance
• Accountable and Responsible to ensure achievement of agreed sales targets/KPIs:
• Execute in accordance with all commercial guidelines (e.g. Sales and Trade Terms, Hotel/Travel/Leisure/Workplace/Office segment guidelines) Sales Force SIP, NA programs, Regional and National Account Parnership Terms, Regional and National Distributor Partner Goals & Programs, etc.
• Ensure achievement of agreed Field Sales plan and targets/KPIs
• Perform and share regular and accurate evaluation of Sales Force productivity (monthly, weekly, daily) and potential actions to be taken to achieve/exceed
• Support National Account and Partnership execution and compliance
• Propose new Regional Account Partners, drive new and existing regional business by servicing as point of contact
• Regular communication and collaboration with Key Account Team in the assigned geography
• Challenge the sales organization to ensure its effectiveness and meet evolution of business requirements
• Control expenses to meet budget guidelines
• Support strategic partnerships and tradeshows/events to maximize ROI and brand awareness
• Ensure effective cross functional collaboration with B2B peers to achieve overall objectives achievement and ensure customer satisfaction
• Ensure proper reporting of team and usage of CRM tool
• Provide any identified trends to Director of Field Sales or any potential gaps in team development or competitive set
• Regularly analyze direct Office and HORECA data, by market and segment, to identify gaps, declines, and notable increases

Manage the team to achieve or exceed business targets: