Horeca Key Account Manager

About the role

Join the Nespresso team in Istanbul as a Horeca Key Account Manager. You will work in a B2B environment, driving growth with hotels, restaurants and cafés while representing one of the world’s leading food and beverage brands.

Key responsibilities

• Conduct market sizing analysis with key stakeholders and identify new Key Account opportunities.
• Develop and execute comprehensive Customer Plans to acquire and grow strategic accounts.
• Negotiate commercial agreements, manage the full customer lifecycle and ensure long‑term partnership.
• Maintain and expand the top 20 customers, driving capsule volume growth through promotions and brand experiences.
• Use the CRM system to track, target and develop both new and existing accounts.
• Define and manage the annual Key Account sales budget in collaboration with the B2B Commercial Manager.
• Collaborate with marketing, CRC, TQM and other functions to deliver a consistent brand experience.

Required profile

• 3–5 years of B2B experience, with at least 3 years in field sales, account management or business development.
• Proven success in negotiating high‑value contracts and driving cross‑functional initiatives.
• Strong analytical mindset for market analysis and budgeting.
• Experience working in a multinational environment is an asset.

What we offer

• Flexible work schedule and hybrid working model.
• Multinational experience at a leading food and beverage company.
• International and domestic career development opportunities.
• Access to employee discounts, wellbeing and sports benefits.
• Paid birthday leave and 4 weeks of paternity leave.
• Comprehensive training and development programs.