•Determines annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results.•Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.•Implements national sales programs by developing field sales action plans.•Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.•Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.•Completes national sales operational requirements by scheduling and assigning employees; following up on work results.•Maintains national sales staff by recruiting, selecting, orienting, and training employees.•Maintains national sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.•Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies•Contributes to team effort by accomplishing related results as needed.

•Define and control yearly Office KA budget in cooperation with local B2B management•Perform analysis KA business potential within the market and its regions•Ensure the local implementation of Nespresso’s B2B Key Account plan•Ensure proper communication and information flow with Sales Representatives•Monitor & report all competitive activities and proactively develop counter-measures.•Organize events and specific offers for the key accounts•Usage of all KAM tools provided by B2B international commercial departmentInternational Key Account Management•Drive acquisition of Office Key Accounts based on HQ’s international top 50 and local top 250 customer list•Ensure retention and further penetration into Offices Key Accounts based on HQ’s top 50 and top 250 customer list (Driving machine and capsule volume growth)•Coordinate at market level the leverage of international KA agreements•Ensure the monthly reports (including the key account results) are properly completed and communicated•Ensure proper communication and information flow with B2B Commercial at HQ National Key Account Management (offices +50 employees)•Supervision of national KA activities•Coordination of regional KA activities on national level•Represent the Company in negotiations of contracts, discussing Activity Plan and all matters related to regular relationship with the customers•Yearly development and execution of KAM plan according to international template

Central and Eastern Europe• Participation in international projects on strategy acquisition and cooperation with key customers in Europe• Cooperation with International Key Account Managers from all over Europe• Creation of strategic projects for sales• Implementation of sales strategy IKAM in close collaboration with the Directors of CEE Countries• Coordination of global contracts in the CEE region• Analysis and preparation of database of potential customers• Monitoring and analyzing market data for market segments, consumers and competitors' actions• Acquisition of new customers in the CEE region• Working with clients network in the CEE region• Maintaining positive relationships with key customers in CEE• Negotiating the terms of cooperation and commercial agreements with clients• Participation in the creation of strategic marketing projectsPoland• Creating a corporate image and sales policy• Create and implement sales plans in the region• Conduct a nationwide sales and product training for wholesalers and key customers• Initiating, organizing, coordinating and accounting for promotional campaigns• Accounting and controlling of marketing budget• Targeting and monitoring of sales activities• Prepare contracts, proposals, reports, and sales analysis (periodic report)• Responsibility for the level of profitability, sales volume, accuracy forecast, market share, brand awareness

• Maintaining positive relationships with customers on the B2B market• Acquiring new customers• Conducting product training for distributors and sales departaments• Negotiating terms and conditions with customers the B2B market• Organize promotional events and settlement• Managing and monitoring the sales activities of Sales Representatives • Working with retail chains • Preparing reports and analysis of sales (interim reports)• Planning, creating and monitoring of local trade and marketing activities

• Cooperation with key customers on the traditional market• Acquiring new customers• Negotiate and sign contracts with retail chains• Responsibility for sales budget of wholesalers • Close cooperation with the representatives of the distribution• Monitoring the competition• Organizing sales and products traninigs • Organize promotional events and settlement• Managing the group of sales representative • Reporting and analysis of sales