Regional Sales Manager - OCS (Northeast)

About The Group

From a small store in Turin to a large, internationally recognized group: we are present in 90 countries around the world, with over 5,000 employees and 30 companies, managed directly and indirectly by the Luigi Lavazza Spa parent company, which distribute and market our products and coffee machines. In addition to Lavazza, the following brands are also part of our Group: Carte Noire, Merrild, Kicking Horse, Eraclea and Whittington tea.

Joining Lavazza means doing business with passion, knowing that the impact of our work goes beyond the quality of the production chain. We are a big family and are constantly looking for new talents who share our values and can enrich our team. We combine competitiveness with social and environmental responsibility as we create superior quality products available for consumption both at home and out of home, and distributed through all channels: Retail, Foodservice, Office Coffee Service (OCS), and Vending. Our strong, diversified presence enables us to offer consumers and clients perfectly suited solutions, for any occasion and time of day.

Job Overview

Lavazza North America is embarking on a growth plan to substantially expand our market share in the Americas. As part of this growth plan, a large focus will be on our Office Coffee sales channel, and optimizing our relationships with key distributors. Along with offering a best-in-class range of solutions for the market, Lavazza is expanding our Sales team into new territories to best support this strategic business initiative.

At Lavazza, the Regional Sales Manager is an individual contributor role that works with a team of other Regional Sales Managers and National Account Managers reporting to the Director of National Accounts. The Regional Sales Manager for the Office Coffee Service (OCS) channel is responsible for maintaining and growing the availability of Lavazza products within an assigned territory. The role must drive improvements in “customer site” conditions, while delivering assigned goals and objectives.

Location: Northeast U.S. (in and around the Exton, PA area ideal)

Model: Remote

Travel: Regional (Maryland through Maine, not including NYC) travel, including overnight travel up to 75%.

Job Responsibilities

• Develop annual business plans for customers maximizing business opportunities, driving profitable growth, growing shares, and managing to company objectives
• Utilize knowledge of your geography, relationships with key contacts, and business insight tools to gain access to potential new customers presenting and gaining new distribution.
• Monitor and report on market strength, distributor performance and financial viability.
• Develop contingency plan in conjunction with Finance team.
• Establish sales territories, budgets, goals, risk profiles, and objectives for each assigned customer.
• Collaboratively work to identify and penetrate regional customers “cold calling” and promoting company products.
• Identify and penetrate customer pipeline, via lead generation, professional networking, and distributor partnerships.
• Regular in market presence working with distributor partners to execute activities that deliver against plan key performance indicators.
• Develop and present annual distributor business reviews with all major market and high priority distributors, with mutually aligned plans, reviewed quarterly.
• Ensure all distributor and customer Accounts Receivables are within company guidelines and monitor/verify its performance against the identified targets.
• Provide input and feedback to cross functional teams such as Marketing, Research & Development, Finance, Customer Service, and Demand Planning.
• Provide business insights and deliver plan updates to internal and external stakeholders each period, inclusive of full use of Salesforce
• Perform effective time and resource management while in market and within assigned budgets.
• Proficient with Customer Relations Management (CRM) applications such as Salesforce and PowerBI.
  
  
  

Professional Qualifications

• Four-year college degree or equivalent experience
• 2 years of experience in the selling in the Food and Beverage industry preferred
• 2 years managing trade funds and budgets
• 2 years of experience performing direct customer facing selling
• Experience working in a distributor environment
• Effective sales management and solution selling skills
• Presentation Effectiveness: Ability to define business opportunities, gather supportive data, organize information, create, and present information to effectively influence key stakeholders
• Strong Planning Skills: Ability to forecast, prioritize multiple projects and activities
• Cross Functional Effectiveness: Strong understanding of effected stakeholders, impacts and outcomes, and appropriates communication strategies.
• Excellent interpersonal skills, high standing and abilities to manage relationships with business partners
  
  
  

Benefits/Perks

• Competitive Medical, Vision, Dental Benefits
• 401K Package
• Employee Assistance Program
• Hybrid Work Schedule
• Ability to be barista certified
• Tuition Reimbursement
• Performance Development Plans
• Employee Discounts
• Summer Friday’s (Memorial Day Weekend – Labor Day Weekend)
• Flexible business casual dress code - jean friendly!
• Free coffee, anytime!
  
  
  

Lavazza is an equal opportunity employer that is committed to diversity and inclusion in the workplace.

Lavazza prohibits discrimination and harassment of any type and affords equal employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.