Job Specifications
Position Summary
As a B2B Business Development & Account Manager Horeca, you are responsible for driving strong and sustainable growth of the Nespresso Professional business within the Brussels and Wallonia region of the BeLux market.
Your role is first and foremost a hunter role: your priority is to identify, approach and convert new Horeca customers (hotels, restaurants, cafés, …) through intense and structured prospecting activity.
In parallel, you manage a portfolio of around 50 existing B2B Horeca clients, ensuring retention and development through upselling, cross-selling and best-in-class customer service.
You master the B2B Sales Approach, maintain a rigorous and strategic pipeline, and are fully driven by results, customer satisfaction and opportunity creation. You act as the single point of contact for your prospects and customers and as a proud ambassador for Nespresso Professional.
A day in the life of a B2B Business Development & Account Manager Horeca
Prospection – Your Core Mission (70%)
Manage the full sales cycle from identification to closing of new Horeca customers
Intensive prospecting: daily field visits, door-to-door, cold calling, social selling, networking, trade fairs
Build and nurture a strong pipeline with high activity levels
Generate leads through proactive commercial actions
Identify and qualify new business opportunities in your territory
Present Nespresso Professional concepts, machines and premium coffee solutions to decision-makers
Prepare, negotiate and follow up on commercial offers until signature
Coordinate machine installation and customer onboarding
Account Management – 50 Existing Clients (30%)
Act as the single point of contact for your assigned portfolio
Secure renewals, detect risks and ensure customer satisfaction
Develop accounts through up- & cross-selling (new venues, service packages, coffees, accessories…)
Reactivate dormant customers
Conduct structured field visits and business reviews
Ensure CRM accuracy, reporting, and follow-up on all contractual aspects
What Will Make You Successful
Bachelor’s degree (minimum)
1 to 3 years of sales experience, with a strong track record in prospecting and new business acquisition
Proven experience in cold calling, door-to-door visits, negotiation, and closing
Experience in managing and developing a B2B portfolio
Good knowledge of the Horeca sector, coffee machines, or foodservice solutions
Proficiency in MS Office and CRM tools
Excellent communication skills (oral and written)
Strong commercial mindset, resilience, and target-driven approach
Ability to work under pressure, rigorous and organized
Team player, proactive and persistent
Fluent in Dutch and French; good command of English
What We Offer
A human and passionate working environment
A close-knit, proud, and ambitious team
A fixed-term contract
An attractive package (13th month, company car, net expenses, extra-legal benefits)
At Nespresso, we believe that every individual deserves the utmost respect and should be treated as such. It is important that everyone feels welcome and safe at Nespresso, regardless of gender, religion, cultural background, age, disability or sexual orientation. Nespresso consciously works to create diverse, passionate teams.
You make the difference. Who else?
#Nespresso
About the Company
Coffee is at the heart of everything we do, and consumer satisfaction is why we do it.
Our story started with one simple idea: everyone should be able to make the perfect cup of coffee at home. Something we still believe today, which is why we think delivering the highest quality coffee, sip after sip, is so important.
To achieve this, we continuously strive for innovation. Our coffee experts look for the world’s most exclusive coffees, and create new and exciting blends through a very strict coffee selection process. We...
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