Horeca Key Account Manager

About the role

Join Nestlé's Nespresso team in Istanbul as a Key Account Manager focused on the HORECA (Hotel, Restaurant, Café) segment. You will drive B2B growth, manage strategic accounts and ensure the Nespresso brand experience is delivered consistently.

Key responsibilities

• Conduct market sizing analysis with key B2B stakeholders and define account opportunities.
• Build and execute comprehensive customer plans for acquisition and sustainable growth of strategic accounts.
• Negotiate commercial agreements, manage the full customer lifecycle and ensure long‑term partnerships.
• Utilise CRM systems to target, acquire, develop and retain accounts, tracking performance against sales budgets.
• Collaborate with cross‑functional teams (marketing, TQM, CRC) to deliver commercial plans and maintain high standards of customer relationship management.
• Monitor competitive activities, share insights with marketing and drive best‑practice implementation.

Required profile

• 3‑5 years of B2B experience, preferably in field sales, account management or business development.
• Proven track record in negotiating and closing high‑value deals.
• Experience leading cross‑functional teams in strategic, high‑value business pursuits.
• Strong analytical skills to assess market trends and develop growth strategies.

Required skills

• Proficiency with CRM systems for account targeting and management.
• Negotiation and commercial agreement drafting.
• Market analysis and strategic planning.

What we offer

• Hybrid working schedule with flexible hours.
• International career opportunities within a leading food & beverage company.
• Development programmes, trainings and exclusive employee discounts.
• Wellbeing benefits including sport centre access, paid birthday leave and 4 weeks paternity leave.