Inside Sales Specialist (B2B - Remote Opportunity)

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 Description: 

The Inside Sales Specialist (B2B) role will enable increased Keep & Increase (K&I), GET (business acquisition) and Distributor engagement by: increasing customer lifetime value of a designated set of existing customers (K&I); supporting on lead generation and large National Account 'hunting license' execution (GET); and activating Inside Sales teams of our National Distribution Partners and Marketplace partners (GET through Distribution).  This is a remote-based opportunity. 

Responsibilities: 

Customer Lifecycle Management (Existing Customer Development – K&I) 

•    Protect and grow NNS and customer loyalty amongst a designated set of base customers.                                   
•    Deliver unparalleled service to customers.
•    developing rapport, quickly understanding the situation, history and needs in order to respond to them with efficient and relevant solutions.   
•    Follow through with flawless execution.                                  - 
•    Tailor Nespresso value proposition to suit each segment opportunity, with the aim to increase business with existing customers and maximize consumption opportunity.
•    Clear presentation of products and services to gain operational efficiency, including conversion to self serve purchasing, use of telemetry, proper invoicing and billing of rental and subscription.
•    Maintain and nurture relationships with key decision makers to build partnership and loyalty.
•    Liaise with B2B colleagues and all functions to ensure execution of customer lifecycle management, including the collection of accurate customer contact information and communication preferences.

Sustainable acquisition (GET)  
    
•    Aligned with the B2B OP and OMP, and following Nespresso guidelines, close sales opportunities within designated territory and strategic segments.
•    Identify and cold call/warm follow up to prospects from different lead sources (Lead generation campaigns, Trade Show Lead follow up, B2C2B database, gifting, social media/CRM campaigns).                                                             
•    Liaise with B2B teams to ensure flawless execution of lead management activities. 
•    Use of CRM system to manage leads.                                                                                                                                                            
•     Collaborate with Key/National Account Team to execute  "Hunting License" opportunities to win new customers.        
•    Offer constructive post-mortem feedback on all outbound campaigns and activities to enable improvement and higher rate of closure.  
        
Enable Acquisition Through Distribution (GET)  
     
•    As Inside Sales at Nespresso USA, model and help shape best in class strategy and actions for Inside Sales teams at Distribution Partners.                                                                                                                                                                
•    Support with the onboarding of new (Inside) Sales teams at Distribution Partners.                                                                                  
•    Support with ongoing training of Inside Sales teams at DPs via virtual engagement (Nespresso Virtual Academy), and on occasion, in person training, as needed (i.e.: for new products, new segments, and value proposition).                                                                          
•    Provision of continued feedback to maximize acquisition through Distribution Partners.
       
Compliance

•    Collect accurate inputs to ensure compliance of the sales process.
•    Compliance with Nestlé and Nespresso business principles and policies including Nestlé Nespresso trade policy, local Sales policy, local Trade Terms, Safety and legal regulations.