Senior Field Sales Specialist (B2B - Atlanta, GA/South Carolina/Alabama/Mississippi)

 

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 Purpose: 

The Senior Field Sales Representative (B2B) is responsible for acquiring new customers in the designated geographical territory of the greater Atlanta, Georgia metro area, as well as within the states of South Carolina, Mississippi and Alabama. This role will also work across Nespresso’s Strategic Customer Segments in close partnership with Distribution Partners and through Nespresso direct account relationships and will also help evolve the business with existing customers to deliver agreed objectives/targets. This role will also be responsible for achieving at a local level, the Nespresso US B2B business ambitions under direct guidance of the Field Sales Manager. Strategic B2B customer segments include: Offices, Hotels, Restaurants/Cafes, Sports & Entertainment, Colleges/Universities, Healthcare and more. This role works Monday through Friday standard business hours and candidates must reside within or near the greater Atlanta, Georgia metropolitan area. 
 
Responsibilities: 
 
Sustainable Acquisition 
 
•    Aligned with the sales field plan, identify sales opportunities within designated territory and strategic segments.
•    Identify and contact prospects using diverse methods and tools (cold calling/visit, social media, events). 
•    Acquire new customers by following the Nespresso guidelines. 
•    Use of CRM system to manage Sales leads.
•    Liaise with B2B Sales Support and COE teams to ensure flawless execution of lead management activities.                                                                                                                                                
•    Collaborate with Key/National Account Team as well as Partnership team to expand Nespresso's market share via strategic and core segments.
 
Customer Lifecycle Management (Existing Customer Development)
 
•    Tailor our value proposition to suit each segment opportunity, with the aim to increase business with existing customers/maximize penetration rate in a customer.
•    Use P&L approach for specific offers to reach the sales targets.
•    Use of CRM system to grow/maintain existing customers. 
•    Maintain and nurture relationship with key decision makers after the initial purchase to build partnership. 
•    Liaise with B2B colleagues and all functions to ensure flawless execution of customer lifecycle management.                                                                                                                           
•    Provide market intelligence to the sales team.                                                                                                             
•    Expand existing local opportunities where appropriate by collaborating with Partnership and Key/National Account teams. 
 
Customer Knowledge and Continuous Improvement 
 
•    Solid understanding of the territory and customers’ needs within each segment.
•    Understand future trends and use this knowledge to capture business opportunities with leads and existing customers.
•    Leverage this know-how to the sales team (Best practice sharing). 
•    Monitor and report all competitive activities and share it with trade marketing and team.
•    Challenge areas of improvement and suggest ideas to close gaps.
 

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.                                                   
•    Manage all aspects of his/her territory including but not limited to budgets, T&E, and strategic partnerships.  
•    Accurately forecast capsule consumption, equipment needs and accessories for market - and collaborate with affected partners on internal team.
 
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