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.
- Manage all aspects of his/her territory including but not limited to budgets, T&E, and execution requirements.
Requirements:
- High School Diploma or GED required; Bachelor’s degree preferred.
- 3+ years of experience working in a Sales or Sales Customer Service role working with Hospitality, Travel, Workplaces or Beverages required, preferably within the B2B industry.
- Demonstrated proficiency in MS Office (Word/Excel/Outlook/PowerPoint) required.
- Must have excellent communication (oral and written), presentation, organizational and stakeholder management skills (with the ability to develop and maintain cross-functional stakeholder relationships).
- Must be customer-service oriented and able to multi-task and prioritize the needs of the team and the business.
- Must have a positive, outgoing personality and attitude and a proven ability to deliver customer retention and growth.
- Willing and able to work under pressure to meet tight deadlines with minimal supervision.
- Willing and able to travel up to 15% based on the needs of the team and the business.
The approximate pay range for this position is $55,000 to $75,000. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to knowledge, skills and abilities as well as geographic location.
Nestlé offers performance-based incentives and a competitive total rewards package, which includes a 401k with company match, healthcare coverage and a broad range of other benefits. Incentives and/or benefit packages may vary depending on the position. Learn more at: About Us | Nestlé Careers (nestlejobs.com) **
Requisition ID:**
289977
Nestlé Nespresso USA is an equal opportunity employer and is looking for diversity in qualified candidates for employment. If you require an accommodation in order to view or apply to open position, please dial 711 and provide this number to the operator: 1-800-321-6467.
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