National Sales Manager, B2C Job at Nestle
Nestlé Nespresso SA is the pioneer and reference for highest-quality portioned coffee. The company works with more than 120,000 farmers in 15 countries through its AAA Sustainable Quality™ Program to embed sustainability practices on farms and the surrounding landscapes. Launched in 2003 in collaboration with the NGO Rainforest Alliance, the program helps to improve the yield and quality of harvests, ensuring a sustainable supply of high-quality coffee and improving livelihoods of farmers and their communities.
In 2022, Nespresso has achieved B Corp™ certification - joining an international movement of 4,900 purpose-led businesses that meet B Corp’s high standards of social and environmental responsibility and transparency.
Headquartered in Vevey, Switzerland, Nespresso operates in 81 countries and has over 13'000 employees. In 2021, it operated a global retail network of 802 boutiques. For more information, visit the Nespresso corporate website: www.nestle-nespresso.com
Position Snapshot
Business area: Nespresso Canada
Job title: National Sales Manager, B2C
Location: Montreal, QC
Hybrid
Business area: Nespresso Canada
Job title: National Sales Manager, B2C
Location: Montreal, QC
Hybrid
Benefits
- Comprehensive total rewards benefits package including Health and Dental benefits that start on day one of employment
- Company matched pension plan
- Four weeks of Vacation and six personal days (Personal Paid Holidays)
- Flexible and hybrid work arrangements
- Excellent training and development programs as well as opportunities to grow within the company
- Access to Educational Assistance & Tuition Reimbursement
- Bonus eligibility
- Free Headspace Account – guidance to create habits to support your mental health
- Free Nespresso Coffee Machines and $100 monthly coffee credit
- Up to 50% off – Nespresso Coffee Machine, Capsules and accessories
- Access to the Discount Company store with Nestlé, Nespresso, and Purina products (Located across various Nestle offices/sites)
- Additional discounts on a variety of products and services offered by our preferred vendors and partnerships
Position Summary
We are looking for a National Sales Manager based at our Montreal head office reporting into the Trade Director. This role will be responsible for implementing key sales and trade marketing plans to meet corporate objectives. You will be responsible for the efficient setup and functioning of the sales administration, the field structure. You will also be responsible for bringing a high-performance skill set to develop a team of Regional Sales Managers, including but not limited to recruiting, training, coaching and development.
We are looking for a National Sales Manager based at our Montreal head office reporting into the Trade Director. This role will be responsible for implementing key sales and trade marketing plans to meet corporate objectives. You will be responsible for the efficient setup and functioning of the sales administration, the field structure. You will also be responsible for bringing a high-performance skill set to develop a team of Regional Sales Managers, including but not limited to recruiting, training, coaching and development.
A day in the life of a National Sales Manager
As a National Sales Manager, you will play a critical role in positioning Nespresso as the best-in-class brand with our strategic partners.
As a National Sales Manager, you will play a critical role in positioning Nespresso as the best-in-class brand with our strategic partners.
You will also:
Coordinate and implement the distribution strategy:
- Leverage synergies from an OMNI perspective, Retail, B2B & B2C divisions, for a better image of the brand and higher market share.
- Liaise with Trade-Marketing to streamline processes, recommend efficiencies on all brand visibility within POS
- In collaboration with KAM, Machine Partners and RSM, implement the distribution strategy including depth of assortment and prospecting new accounts
- Implement the Nespresso in store POSM strategy by sharing priorities and optimal investments, allocation of resources/activities per area/POS
- Establish Nespresso as a category with the highest visibility in-store
- Ensure implementation of machine sales strategy at POS
- Develop local opportunities to increase sell out performance and distribution at POS
- Identify and put in place cost saving measures with minimal-to-no impact on sales results
People Management:
- Responsible for the management of the field sales team within a designated region and consequently build the appropriate sales structure to best respond to the needs and growth of the organization. This includes, but not limited too:
- Recruit, train and engage a high performing sales field and support team (objective settings, tracking and coaching)
- Manage the HR and Nespresso Talent Cycle (PDP, Talent and succession)
- Define the training needs, provide development opportunities and on the job training (NN guidelines, Business insight, coaching & feedback).
- Drive the field sales and support team to strive for flawless execution in store and run efficient operations/trade activities
- Master the understanding of the Nespresso Trade tools (Nessoft, NDT, TMA, NTT, etc.) and ensure consistent use, implementation and evolution (where applicable) of these tools
- In collaboration with RSM Lead, ensure regions are adequately divided for optimized routing and efficiency
- Identify needs to evolve the team as to meet the growing demands of the business (org chart)
- In collaboration with Trade Manager, establish parameters around quarterly SSIP bonus structure and adjust when warranted
Establish and Manage the relationship with Stores:
- Ensure participation to local and international merchandising contests
- Ensure qualitative coffee Tasting activations at POS
- Work with TM to ensure POS merchandising investments are aligned with POS classification, strategy and ROI
- Develop and implement in store activities to create buzz around Nespresso.
- Develop potential POS of the areas reaching new member target per areas or commercial regions
- Monitor free goods distribution to ensure proper investment and return from the POS
Ensure optimal investment/activities allocation
- Oversee budget spend related to demo, merchandising and free goods distributed in POS
- Manage partner relationship with demo/merchandising Agencies and ensure quantitative and qualitative KPI deliverables are met
- Manage the contract negotiation with demo/merchandising Agencies
- Achieve and exceed all Trade KPI related to field activities such as, but not limited to: demo performance, sell out, new member acquisition, etc.
- POS database management: ensure-up-to date and reliable data in NTT as the trusted source, to ensure accurate market intelligence and customer relationship management
What will make you successful?
As the successful candidate, you will be the champion for the brand throughout the organisation so you will need to be passionate, tenacious, results focused and really enjoy working in a highly energetic and exciting environment. You will already have great leadership and analytical skills coupled with your highly organised, conscientious approach. Pro-activity, tenacity and enthusiasm are essential, as is your ability to understand and work within our competitive market. You will also:
As the successful candidate, you will be the champion for the brand throughout the organisation so you will need to be passionate, tenacious, results focused and really enjoy working in a highly energetic and exciting environment. You will already have great leadership and analytical skills coupled with your highly organised, conscientious approach. Pro-activity, tenacity and enthusiasm are essential, as is your ability to understand and work within our competitive market. You will also:
- Bilingualism in English and French language skills are a requirement, as this position requires collaboration with stakeholders across the Canadian market.
- Bachelor’s Degree Required in related field; Business Administration / Economics / Marketing / or extensive practical experience
- Sales field experience and Trade Marketing experience and/or key account management in distribution of High End or Fast Moving Consumer Goods.
- Have the ability to build great relationships with internal stakeholders from various backgrounds and work collaboratively on multiple projects.
- Be able to showcase excellent communication and people management skills.
- Ability to act independently respecting company policies, guidelines and strategies
- Be passionate to build and grow brands, with ‘can-do’ attitude and a willingness to challenge the status quo
We have a friendly, supportive team with a coaching and mentoring environment. There are real opportunities for future development and progression – this really could be a move towards the exciting sales career you’ve always wanted.
What you need to know
We will be considering applicants as they apply, so please don’t delay in submitting your application.
Nestlé Canada is an equal-opportunity employer committed to diversity, equity, inclusion, and accessibility. We welcome qualified applicants to bring their diverse and unique experiences as a result of their education, perspectives, culture, ethnicity, race, sex, gender identity and expression, nation of origin, age, languages spoken, veteran’s status, colour, religion, disability, sexual orientation and beliefs.
If you are selected to participate in the recruitment process, please inform Human Resources of any accommodations you may require. Nestlé will work with you in an effort to ensure that you are able to fully participate in the process.
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