Trade Sales Executive

Nestlé Türkiye Gıda Sanayi A.Ş

We are currently looking for a Trade Sales Executive to join our Sales Team who will be responsible of developing a consistent customer experience in Trade through the implementation of qualitative commercial activities in line with Nespresso Trade strategy. The one will lead, promote Nespresso within the Point of Sales to reinforce its premium status, quality, drive machine sales to prospective customers and proivde that Nespresos machines are spontaneously recommended above competitors in order to drive coffee sales.

Main Responsibilities;

Establish and Manage the relationship with POS

• Be the communication link between Nespresso and the agency to ensure Nespresso standards
• Gather insight in the best practices of coher brands (eg execution, agency selection etc)
• Prospect, select, evaluate and classify the POS according to international guidelines.
• Ensure Nespresso machine availability at the potential of sales (POS).
• Assist in developing sales strategy at store level for machine listing & execution.
• Generate commercial understanding with retail staff of the SDA and Hot Beverage categories by communicating insight and expertise on the performance, highlighting current trends and opportunities.
• Develop joint business plans at a local level, agree targets, initiatives, manage contact lists of the retailer.
• Ensure sufficient machine range and stock to satisfy the demand in each store, by managing efficiently the sell-in plan with Key Accoun Management, the relation with POS

Ensure consistency of Nespresso brand presence and customer experience in all POS

Visit the POS:

• Prepare the visit  (situation, objectives, action plans)
• Visit stores on a day-to-day basis according to pre-defined time & territory planning & priorities
• Negotiate sell-out activities to maximize product rotation in store using "win-win" methodology
• Look after the machine stock in store and check the turnover in order to avoid over stock and out-of-stock situations.

Ensure Nespresso brand visibility:

• Ensure brand image is respected. 
• Ensure permanent coffee tasting at POS as the base of customer experience at POS.
• Organize Nespresso spaces according to the merchandising guidelines (POSM permanent and non-durable, machines).
• Ensure a effective partnership between the POS, Nespresso and the machine -partner. (Corner, permanent material, full path to purchase, temporary material, regular shelf and category management).
• Leverage activities to secure retail space in order to advertise brand and Trade marketing campaigns.

Follow up:

• Gather sales information, encountered problems, expectations of POS.
• Report visit results, monthly reports (sales, demo results, competitive info, etc.).
• Develop knowledge and expertise on the Nespresso Trilogy with the necessary stakeholders.

Merchandising:

• Negotiate or adjust POS P2P merchandising investments according to POS classification and return.
• Negotiate and implement the Nespresso POSM (P2P materials, Durable POSM, special materials).
• Check and maintain POSM and merchandising in general (catalogues, tasting material) to maximize premium brand visibility.
• Maximize promotional activities and machine launches communication materials.
• Ensure a clear in-store communication to the final customer of promotional activities and brand pillars.

Management of the demonstrators program within the defined territory:

• Follow & control demo budget and plan for the defined region.
• Ensure that all compliance and control measures of the Demonstrators are audited and adhered to on-going.
• Strategically deploy demonstrators to increase POS sell-out of Nespresso machines.
• Continuously review the quality of the in-store demonstration to define and support any improvement plans.
• Support the training, coaching and development of demonstrators team.
• Coordinate and guarantee with demos agency coordinators the necessary material and info updates to meet Nespresso standards.
• Coordinate a efficient usage of Aurora through the agencies and demonstrators. 

Maintain training level and information flow between POS :

• Organize weekly meetings and field visits with the agency supervisor to discuss the improvement need
• Organize training programs for the POS sales personnel (Nespresso Academy, Personalized quick training in store, POS openings, new machines,..) in order to guarantee high service level, strong motivation and commitment.
• Execute localized training with the POS to promote educate staff on the Nespresso trilogy. Motivate POS staff to promote Nespresso over and above all competitors.
• Inform the POS about the latest changes concerning machines, coffee, POSM, Club mailing, events.
• Ensure a healthy partnership with POS                                   

• Compliance with Nestlé and Nespresso business principles and policies including Nestlé trade policy, local Sales policy, local Trade Terms, Safety and legal regulations.
• Comply with the Nespresso information system (reporting tools, Nessoft, Nesales) to ensure best possible market intelligence and customer relationship management.
• Quality at POS standards are implemented and maintained by the Sales promoters                                                                                              

Qualifications required for this position are as follows;

• 2-3 years Experience in sales in high end or mass market products.
• Knowledge of national chains, distributors of household appliances is a plus.
• Has commercial mindset.
• Posesses analytical thinking and is able to inrterpret complex data to create solutions
• Experience and enthusiasm of establishing and growing business relationships.
• Can interpret and analyze sales data to create inspirational selling stories.
• Understands premium brands.
• Merchandising concept to implement in-store.
• Is able to use english effectively.