National Distribution Manager (B2B - 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. We're committed to 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 first-rate opportunities to push the boundaries of coffee exploration.

Job Description:

The National Distribution Manager (B2B) will ensure the complete alignment and execution of B2B Route-to-Market (RTM) strategy with key partnerships (including Distribution Partner Broadliners, GPO's Facility/Property Management, etc.). This role will also support and assist the Channel Sales team with  negotiating local partnership agreements with Regional Partners in key cities (i.e local distributors).  This role also manages the activities and development of the Channel Sales team under the guidance of Director of Customer Accounts (B2B).  The National Distributor Manager will also own assigned key regional and national operations relationships that help support partnership expansion and to also penetrate the customer base of the Partner network to increase market share within Nespresso’s B2B Strategic Customer Segments. This is a People Leader role and is also a remote-based opportunity. 

Responsibilities: 

Lead Regional B2B Partnership Execution Strategy 

•    Analyze and assess current National distribution network including: recommendations for improvement, and execute strategy to meet the short terms goals and long term partnership objectives; supporting the NAM Partnership Team objectives.                                                                                                                       
•    Expand footprint in current OCS focus to expand partnership capabilities across Nespresso’s Strategic Customer Segments.      
•    Execute National Partnerships (GPO's, Broadliners, Facility/Property Management) with support of the Regional Sales team. 

•    Vet, propose and execute strategic new local partnerships as approved by B2B Leadership.                                                                       
•    Validate and execute agreements with mutual objectives and KPI's are fulfilled versus B2B RTM framework.                                                                
•    Attend Strategic QBR's for Regional Partners via key Channel Sales team needs.
•    Integrate and work closely with the Customer Account & Field Sales teams to drive B2B business.
•    Manage the Revenue Performance Management (RPM) team budget and spend including: sales incentives and operational expenses for Partnership Team. 
•    Ensure successful implementation of the B2B Partnership RTM and MBS Strategy.                                                       
•    Develop relationships with national/regional distribution partner at every level.
•    Lead for Partnership team with trade marketing to ensure maximum visibility and brand presence. 
•    Participate in assigned tradeshows to ensure Nespresso’s presence.                                                         
•    Cascade information collected during tradeshows, events and key account meetings to the Channel Sales team.                                                                                                                                                       
Lead the Partnership Team to Achieve or Exceed Business Targets 

•    Create and foster the right environment and mindset: create alignment, lead by example, promote an open, positive and constructive, inclusive culture and share/live by Nestle values in a sustainable way.                                                                            
•    Lead the Regional Sales team through challenges and support the necessary adaptations to enable success in the new route to market strategy.  
•    Help in building bridges in the inclusion of new teams and new strategic segments for the direct Sales team, as well as the Partnership team.     

•    Help shepherd through roadblocks and old habits to pave way for new dynamic team environment.
•    Select new applicable talent: recruit and onboard people and plan capabilities for future talent. 
•    Develop people: coach, define effective (70-20-10) development plan and identify talent, building the right capabilities for the team and for the organization long-term success by utilizin