1. Nestlé Middle East
Part II – Broad Functions
 Ensure full penetration for the portfolio of NESTLE for all customers.
 Grow the base of customers in the area of operation in the OOH Channel.
 Maintain an effective callcycle for all customers (direct & indirect).
 Develop & implement an effective channel & customer activity plan.
Part III – Principal Responsibilities
Dealers Coordinator:
 Develop OSTA’s / channel plans with the dealers in the respective area & in
alignment with the general OSTA.
 Coordinate with the dealers on daily basis to be always aligned with Nestle
news, priorities & strategy.
 Coach the sales team of the dealers to upgrade skills and knowledge.
 Identify areas of improvement, draft and implement action plans. Business
reviews for dealers & key account achievements to ensure sustainable growth
and take necessary action whenever facing shortage in their turnover
(Consumer promotion, trade deals, activity…).
Field Objectives:
 Achieve the monthly target set by NPBM
 Identify the needed resources to achieve the yearly and monthly targets by
having a clear focus on priority categories and channels. Achieve line sales
objectives agreed upon with NP Business Manager & on time collection.
 Visit the end customer following a route plan to be updated every quarter &
study the universe by channel to increase coverage / penetration.
 Monitor the core distribution of key SKU’s.
 Communicate stock needs to NPBM to be taken into consideration in the MFR
meetings.
 Monitor & communicate the competition, the industry trends & characteristics.
 Ensure NP vision, objectives & strategic directions are applied & shared with our
customers
 Keep good relationship with other department & ensure full use of internal NIM
services
 Keep an up-to-date job description
 Establish a written commercial policy with dealers
 Prepare & update a monthly callcycle for all existing customers
 Prepare a complete account profile for the top 5 key accounts
Focus on Vending:
 Ensure a smooth FOL implementation in area of operation, always track
information and maintain good visibility.
 Install additional hot & cold machines in potential locations able to achieve the
minimum turnover
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2.  Increase machines productivity
 Ensure proper asset & performance tracking of all beverage solutions in the market
 Apply BQP on all beverage solutions once a year
Activities & Promotions:
 Develop an effective annual & monthly activity plan to our key channels &
accounts
 Coordinate with NP Business Manager concerning promotions & marketing
activities to be done for key accounts in the priority channels to further
develop the business.
 Ensure implementation of effective POSM for branded beverage solutions
 Coordinate with NP advisory chef to visit key accounts & provide them with the
needed demos & explanations
 Distribute Nutripro magazine among relevant customers
 Ensure high awareness & visibility in the OOH industry
Part IV – Principal Relationships
Inside : NPBM & NP Team
Outside : NP Dealers & Dealers’ key accounts
Part V – Supplementary Information
Attitude
- Result focus
- Team player
- Planning & organizing
- Service orientation
- Proactive cooperation
- Self motivator
- Initiative / ownership
- Reliable / dependable
- Flexible / dealing with people
Knowledge
- Knowledge of NESTLE and competitors products
- Handling objections
- Effective use of time
- University graduate
- MS Office
Skills
- Good communication / Articulate (verbal & written)
- Sales experience (knowledge of the Lebanese territory and OOH channels)
- Achievement focus with ability to get things done
Part VI – Reporting Relationships
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General Manager - FoodServices
Jeroen Pluijmers

3. _____________ _____________ _____________
Colleague FSBM– Lebanon H.R. Director – Middle East
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Field Sales Supervisor
FS Business Manager
Rizk Barakat