Territory Manager Offices - Mid-Atlantic

2 days left

Employer
Location
Washington, DC, United States
Posted
May 10, 2017
Closes
May 28, 2017
Ref
17003669
Contract Type
Full Time

Nestlé Nespresso SA is the pioneer and reference for highest-quality portioned coffee.  The company works with more than 70,000 farmers in 12 countries through its AAA Sustainable Quality™ Program to embed sustainability practices on farms and the surrounding landscapes.  Launched in 2003 in collaboration with The 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.


Headquartered in Lausanne, Switzerland, Nespresso operates in 69 countries and has more than 12,000 employees. In 2016, it operated a global retail network of more than 600 boutiques.


The Territory Manager Offices main priorities are to develop and ensure successful implementation of the B2B route-to-market strategy.


Responsibilities
:

  • Maintain a direct customer base of 100 high profile/volume and/or national accounts and ensure excellence in execution
  • Leverage, manage and drive distributors to grow the overall Office business including the sell-in for the high profile/volume and/or national account customers
  • Ensure complete alignment with the distribution teams and/or sales support partners to drive the B2B RTM strategy
  • Create the programs, tools, support and processes as needed to ensure exceptional execution and measurable results
  • Closely monitor sales and distribution results and execution against annual plans and contract terms
  • Consistently look for areas of new growth for the Office business ensuring 100% alignment with the internal distribution team and distributor partners
  • Schedule regular branch visits with distributors to ensure territory growth
  • Manage all aspects of the territory including budgets, account development and distributors
  • Drive the integration and adoption of KPIs, expectations and measures of success through the Distributor
  • Establish communication protocols and routines with all groups/teams
  • Collaborate with territory sales teams and distributors to ensure alignment across targets/goals


Requirements:

  • High School Diploma or GED required
  • Bachelor's Degree preferred
  • Experience in Commercial, Sales, or equivalent preferred
  • 1.5 years' experience working with or managing a DSD and/or food service network preferred
  • Experience in managing, leading and developing 3rd party distributors preferred
  • Knowledge of and/or experience with direct office independent and/or National Accounts preferred
  • Strong segment and channel business knowledge
  • Strong business management skills
  • Demonstrated skills as a change agent/entrepreneur preferred
  • Proven analytical skills in data collection and management
  • Excellent communication skills and the ability to actively listen
  • Strong negotiation skills in both direct sales and with a distributor network
  • Ability to rapidly assess and succinctly summarize the current situation/process flow with respect to markets, competition, distributor practices and trends
  • High ethics and professional standards
  • Travel 40%

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