Director, Customer Acquisition

 

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!

 

 

Lead the B2C Acquisition strategy for Nespresso USA, through cross functional collaboration, leveraging all our insights, channels and touchpoints to drive quality acquiisition lifetime value of our customers.  Lead the Trade team to achieve brand awareness and business results through optimized distribution (In store, e-retail and Marketplaces), creating memorable omni brand experiences and building & leveraging partner relationships.  

 

This role will be hybrid in our New York City HQ. Candidate will need to relocate to or reside in the New York City area.

Job Responsibilities:

• Lead and manage (indirectly) our cross functional teams to create, optimize and implement our Acquisition plan
• Lead collaboration via the Acquisition Hub to optimize:
  • Promotional plan to enable sell out goals across direct and indirect channels.
  • Promotional mechanics that win share and create life time value
  • Conversation rate to DTC to create new member
• Collaborate across our channels (B2C and B2B) to optimize sell out
• Ensure optimized journeys and content online and offline

 

Distribution network optimization

• Develop and manage (directly and indirectly) retail distribution (on & offline) in line with market targets and defined distribution strategy
• Use insights and trends to assess optimal distribution approach to target audiences.
• Ensure achievement of agreed sales targets/KPIs

 

Select partners and close deals with on-& offline (trade and machine) partners

• Contribute to and ensure the execution of the commercial partnership strategy (in line with strategic priorities)
• Assess commercial and brand suitability of prospect partners
• Manage and develop partnership proposals
• Lead negotiations of partnership arrangements 
• Close deals with partners (current and new, on-and offline, trade and machine)

 

Build and manage relationships

• Ensure premium positioning of Nespresso's brand, promotion and commercial development at strategic partners
• Build and maintain relationships with all partners (current and new, on-and offline, trade and machine)
• Evaluate partnership effectiveness regularly.
• Ensure that commercial partnerships remain aligned with global strategic priorities
• Drive strong collaboration and results with Nestle Coffee Partners to optimize Starbucks machine incrementality plan

 

Distribution network activity to elevate the Nespresso experience and awareness

• Develop, coordinate and implement together with Marketing, e-Commerce and B2C Business operation all retail sales activities which include: POSM, demo programs, cooperative advertising, sales incentives, end-consumer promotions, trade training and all the trade projects. 
• Ensure e-retail is a reference enabling optimized customer journeys and gain share and conversion back to Nespresso.com
• Propose and implement key account commercial cooperation agreements as per international commercial guidelines (if applicable)

 

Planning and Budgeting

• Lead the current year machine sell out & New member plan within the Monthly Business Planning Cycle
• Optimise investment (OPEX/CAPEX) to enable our short and long term acquisition goals

 

Requirements & Education:

• Bachelors Degree Required
• 10-15+ years experience in Commercial Partnership Management
• Experience in on-and offline (external) retail management
• Experience in selling value propositions (premium/luxury goods)
• Experience in leading and managing (key) account managers/field staff
• People management experience required
• Proven Strategic & Organizational Leadership
• Has successfully delivered on KPIs, especially top and bottom line business results