Commercial B2B (H/F) at Nestlé Nespresso SA in Paris, Île-de-France, France

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Job Description

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 Chez Nespresso, nous sommes des passionn&eacute;s de la relation clients, et cela, quel que soit notre m&eacute;tier !
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 Torr&eacute;facteur de caf&eacute; de haute qualit&eacute;, engag&eacute; pour assurer l&rsquo;avenir de la fili&egrave;re caf&eacute;, Nespresso s&rsquo;adresse au grand public (B2C) via le Club Nespresso, nos boutiques et notre r&eacute;seau de revendeurs dans toute la France, ainsi qu&rsquo;aux professionnels (B2B) : entreprises de tous secteurs, h&ocirc;tels, restaurants et caf&eacute;s.
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 De nombreuses opportunit&eacute;s et des parcours d&rsquo;&eacute;volution sur-mesure vous permettront de vous d&eacute;velopper chez Nespresso et au sein du groupe Nestl&eacute; ! La mobilit&eacute; interne, la formation et le d&eacute;veloppement de nos collaborateurs sont au c&oelig;ur de notre gestion des talents.
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 Pour en savoir plus sur nos engagements : nespresso.com/agit
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 Vous souhaitez rejoindre une entreprise innovante, haut de gamme et engag&eacute;e ? Travailler avec des personnes passionn&eacute;es ? Rejoignez-nous !
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  En un coup d&rsquo;&oelig;il :
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   Equipe bas&eacute;e &agrave; Issy-Les-Moulineaux
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   Secteur : Paris (15&egrave;me arrondissement)
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   CDI &ndash; Temps plein &ndash; Statut Cadre
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   Exp&eacute;rience professionnelle requise : minimum 2 ans
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   Une r&eacute;mun&eacute;ration comp&eacute;titive compos&eacute;e : d&rsquo;un salaire fixe sur 13 mois et d&rsquo;une r&eacute;mun&eacute;ration variable trimestrielle sur objectifs, d&rsquo;un int&eacute;ressement et d&rsquo;une participation aux r&eacute;sultats de l&rsquo;entreprise ainsi que de nombreux avantages, tels qu&rsquo;une mutuelle, une voiture de fonction, etc&hellip;
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   L&rsquo;inclusion des diff&eacute;rences fait la force du groupe Nestl&eacute; en France. Nous sommes signataire de la Charte de la Diversit&eacute; et de la Charte de l&rsquo;Autre Cercle.
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   Nos postes sont ouverts aux personnes en situation de handicap.
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  Notre offre &hellip;. en version &laquo; Espresso &raquo; :
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 Dans un contexte de d&eacute;veloppement important de notre r&eacute;seau B2B (l&rsquo;offre &laquo; Professionnelle &raquo; de Nespresso), nous souhaitons renforcer nos &eacute;quipes commerciales au sein de l&rsquo;activit&eacute; &laquo; OFFICE &raquo; (dont les clients sont les entreprises, toutes industries confondues&hellip;).
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 En tant que Responsable de secteur, votre r&ocirc;le est d&rsquo;&ecirc;tre un v&eacute;ritable ambassadeur de Nespresso et d&rsquo;assurer la
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  prospection, le d&eacute;veloppement et la fid&eacute;lisation de nos clients B2B.
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  Vos missions &hellip; en version &laquo; Mug &raquo; :
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 Au sein de votre secteur et en collaboration avec les membres de votre &eacute;quipe, compos&eacute;e d&rsquo;une dizaine de commerciaux :
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   Vous d&eacute;finissez et identifiez les cibles commerciales tout en assurant une veille concurrentielle.
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   Vous d&eacute;veloppez et assurez le suivi de votre portefeuille clients (entre 300 et 400 clients environ) : vous prospectez des nouveaux clients (prospection digitale, t&eacute;l&eacute;phonique et physique), vous suivez et pr&eacute;sentez une offre adapt&eacute;e &agrave; leurs besoins, vous n&eacute;gociez et signez les contrats.
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   Vous assurez le suivi et le d&eacute;veloppement commercial : pour r&eacute;pondre &agrave; toute demande &eacute;manant des clients et des prospects, vous assurez des visites r&eacute;guli&egrave;res afin d&rsquo;entretenir le contact avec les clients, vous d&eacute;veloppez le chiffre d&rsquo;affaires avec les clients acquis.
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   Vous travaillez en collaboration avec notre Centre de Relations Clients (CRC), bas&eacute; &agrave; Lyon, qui s&rsquo;occupe de la prise de commandes de caf&eacute;, de la facturation, des solutions de recyclage et des interventions techniques.
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  Vos atouts pour r&eacute;ussir &hellip; votre profil aromatique :
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 Vous partagez les valeurs de Nespresso : Convivialit&eacute;, esprit d&rsquo;&eacute;quipe, agilit&eacute; et audace !
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 Vous avez :
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   un Bac+4/5 en &eacute;cole de commerce, d&rsquo;ing&eacute;nieur ou universit&eacute; et acquis 2 &agrave; 5 ans d&rsquo;exp&eacute;riences professionnelles post-dipl&ocirc;me
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   un excellent relationnel et de bonnes capacit&eacute;s d&rsquo;analyse
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   une grande t&eacute;nacit&eacute;, le sens de la rigueur et de l&rsquo;organisation
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   une v&eacute;ritable aisance avec les chiffres,
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   une tr&egrave;s bonne ma&icirc;trise des outils et en particulier Excel
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  Nos engagements :
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 Depuis avril 2022, Nespresso est certifi&eacute; B CorpTM au niveau mondial, et en France, l&rsquo;entreprise a re&ccedil;u la certification Top Employers en 2021 pour la 6e ann&eacute;e cons&eacute;cutive, r&eacute;compensant les nombreuses initiatives qui permettent &agrave; nos collaborateurs de se former, d&rsquo;&eacute;voluer, de se d&eacute;velopper et de s&rsquo;&eacute;panouir au sein de l&rsquo;entreprise.
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 Nespresso est une entreprise engag&eacute;e d&rsquo;un point de vue soci&eacute;tal et environnemental, au travers d&rsquo;une politique RSE ambitieuse :
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   Nespresso agit en faveur du recyclage de ses capsules (Nespresso a lanc&eacute; les premi&egrave;res capsules fates &agrave; partir d&rsquo;aluminium recycl&eacute; et a initi&eacute; deux collectifs pour permettre &agrave; plus de 90% de ses clients d&rsquo;avoir une solution de recyclage pr&egrave;s de chez eux) et du reconditionnement de ses machines (r&eacute;paration depuis plus de 20 ans et vente de machines reconditionn&eacute;es depuis 2022)
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   Nespresso agit en faveur du climat : l&rsquo;entreprise a r&eacute;duit les &eacute;missions d&rsquo;une tasse de caf&eacute; de 24% en 10 ans et a plant&eacute; plus de 5 millions d&rsquo;arbres dans et autour de ses fermes de caf&eacute; partenaires
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   Nespresso agit pour la communaut&eacute; : l&rsquo;entreprise forme et accompagne plus de 120 000 caf&eacute;iculteurs aux pratiques agricoles plus durables, et agit en France en faveur de l&rsquo;inclusion et de la diversit&eacute;, notamment en faveur de l&rsquo;emploi de personnes en situation de handicap (+ 25 ans d&rsquo;actions concr&egrave;tes et nouveau partenariat lanc&eacute; avec Caf&eacute; Joyeux par exemple).
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 #SPONSO
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 #Nespresso
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AI Powered Job Insights

Exciting Opportunity as a Commercial B2B Specialist! Nespresso is seeking a dedicated professional to enhance their B2B operations and ensure client satisfaction in the vibrant city of Paris. If you are passionate about customer relations and have a knack for business, this position might be for you!  

📍 Location: Paris, Île-de-France  
💼 Position: Responsible for Business Sector  
⏰ Type: Full-time, Permanent (CDI)  
📅 Date Posted: 2024-06-03  

Role Summary:  
- Join Nespresso as an ambassador for their B2B offerings within the Office segment.  
- Focus on prospecting, developing, and retaining clients across various industries.  

What You'll Do:  
- Identify and define commercial targets while monitoring competition.  
- Manage a client portfolio of approximately 300 to 400 clients, prospecting new opportunities through physical, digital, and phone outreach.  
- Develop business by nurturing existing client relationships and ensuring regular engagement.  
- Collaborate with the Client Relations Center in Lyon for order management and customer support.  

What's Needed:  
- A degree in commerce, engineering, or a related field with 2 to 5 years of professional experience.  
- Strong interpersonal skills and analytical abilities.  
- Tenacity, rigor, and excellent organizational skills.  
- Mastery of numerical analysis and proficiency in Excel.  

Nespresso values diversity and inclusion, welcoming applicants from all backgrounds, including those with disabilities. This is a fantastic opportunity to thrive in an innovative company committed to quality and sustainability!

Top Interview Questions

  • Q: What strategies would you employ to identify and target new B2B customers for Nespresso's office segment?

    A: To identify new B2B customers, I would first conduct thorough market research to understand industries that align with Nespresso's values and product offerings. I would utilize digital marketing tools and platforms like LinkedIn to target potential leads through sponsored content and targeted outreach. Networking at industry events and leveraging existing client referrals would also be integral to expanding our reach. Continuous analysis of conversion rates from these channels would ensure that strategies remain effective.

  • Q: Can you describe your approach to managing a portfolio of 300-400 clients and ensuring their satisfaction?

    A: Managing a large client portfolio requires effective organization and prioritization. I would segment clients based on their needs and potential for growth, allowing for a tailored approach in communications and follow-ups. Regular check-ins, personalized offers, and prompt responses to inquiries are essential in building strong relationships. I would also solicit feedback to identify areas for improvement, ensuring that clients feel valued and their needs are met.

  • Q: Describe a situation where you had to negotiate a contract. What was your approach and the outcome?

    A: In a previous role, I negotiated a contract with a mid-sized corporate client who was price-sensitive. I prepared by understanding their business needs and budget constraints. During the negotiation, I presented a value-driven offering that highlighted cost savings and benefits specific to their operations. By addressing their concerns while emphasizing the overall value, we reached an agreement that satisfied both parties. This resulted in a long-term partnership that grew our business relationship.

  • Q: How do you stay informed about market trends and competitor activity in the coffee industry?

    A: I stay informed by subscribing to industry publications, attending trade shows, and engaging with professional networks. Regularly reviewing reports from market research firms also helps in understanding shifts in consumer preferences and competitor strategies. Additionally, I use social media to follow key industry influencers and companies, ensuring I get a well-rounded view of the market landscape.

  • Q: What tools and techniques do you use for data analysis and tracking sales performance?

    A: I primarily use Excel for data analysis, employing functions like VLOOKUP and pivot tables to dissect sales data. Additionally, I utilize CRM software like Salesforce to track client interactions and sales performance metrics. By regularly analyzing key performance indicators, I can identify trends, understand which strategies are effective, and adjust tactics as necessary. Visualization tools like Tableau can also be valuable for presenting this data in an understandable format for my team.

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