National Account Manager DACH (m/f/d)

Our client, a well-established European manufacturer of high-end espresso machines for premium consumer and professional segments, is looking for a National Account Manager DACH to lead the company’s commercial development across the DACH markets, with a focus on the home product line and dealer sales channels.

The National Account Manager will drive sustainable growth within the premium domestic segment through a combination of strengthening the distribution network, aligning sales channels with the brand’s values and positioning, and ensuring excellence in end-customer management through the channel.

The role is responsible for achieving commercial objectives and strengthening brand value, while ensuring a consistent, high-quality customer experience across all touchpoints.

Your Responsibilities:

1. Sales and Channel Development

• Define and implement the commercial strategy for the Home product range.
• Manage and develop sales through dealer networks and specialized coffee retail channels.
• Develop a widespread distribution network to achieve market penetration targets in the designated geographic areas.
• Identify, select, and onboard partners aligned with the brand’s values.
• Ensure sell-out performance, brand consistency, pricing discipline across the partner network toward end customers, and consistency in discount levels.
• Apply a consultative sales and value-based approach toward partners, aligned with the premium positioning of the brand.
• Apply a data-driven approach to partner management, including the use of execution metrics such as SLA compliance, lead times, and complaint management.
• Use the CRM system both to plan and execute commercial activities in coordination with the broader sales organization.

2. Brand and Customer Experience

• Act as a brand ambassador, ensuring the luxury positioning of the brand.
• Collaborate with Marketing on product launches, campaigns, and events, and on developing messaging and value propositions for both channel partners and end customers.
• Ensure consistency between the online and offline customer experience.
• Ensure channel compliance with the policies and service metrics offered to end customers.

3. Business Development and Market Intelligence

• Monitor market, customer, and competitor trends.
• Identify new growth opportunities, including new markets and strategic partnerships.
• Provide strategic input on products and pricing.

4. Commercial Performance and Reporting

• Achieve sales targets in terms of volume, revenue, and margin.
• Monitor key KPIs including geographic coverage, profitability, inventory and stock turnover, and receivables.
• Manage channel receivables and payment follow-up.
• Ensure CRM usage and data quality.
• Use a data- and metrics-driven approach to measure channel execution.
• Report regularly to Commercial Management / Business Unit Management.

5. Internal Coordination

• Collaborate closely with Marketing (product, brand, and campaigns), CRM / After Sales, and Supply Chain teams.
• Act as a bridge between the market and internal teams.
• Identify continuous improvement opportunities within the area.

Your Profile:

• Degree in Engineering, Business, or a related field, or equivalent qualification.
• Solid commercial experience in relevant sectors and markets.
• Industry experience in the field of coffee machines or closely related products.
• Proven understanding of international trade and sales processes.
• Strong communication, negotiation, and relationship-building skills.
• Knowledge of ISO standards and basic risk prevention principles.
• Good organizational awareness and understanding of business environments.
• Proactive, customer-oriented, and results-driven mindset.
• Flexible, adaptable, and able to work effectively in changing environments.
• Strong team player with high level of integrity and initiative.
• Solid MS Office skills.
• Native-level German and fluent English required; Spanish is a plus.
• High willingness to travel.