Sr. Channel Strategy Manager- AFH

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 4,000 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 we 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.

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OVERVIEW

The Sr. Channel Strategy Manager will lead the strategic vision and annual business objectives of Lavazza North America- Away from Home channels, including the Office Coffee Service (OCS) and Food Service (FS). This individual will be responsible for developing and animating annual commercial objectives, NPD (new product development) KPIs and targets, category and brand performance, and course correction tactics necessary to achieve annual objectives. The Sr. Manager will be responsible for developing and coaching a high functioning team, with up to four direct reports.  

RESPONSIBILITIES

• Lead the cross functional planning to develop the Away from Home (AFH) channel strategies for portfolio and assortment priorities, strategic pricing and trade strategy (RGM), and overall look of success and execution standards. 
• Subject matter expert on Dry Coffee & RTD Coffee category trends in Food Service and OCS Channels; leveraging all available resources to continuously uncover relevant insights and actions for Sales, Demand Planning, and Marketing.  
• Deliver insights & strategic actions derived from sell-out/consumption, sell-in/shipment, industry publications, and other syndicated data sources (Technomics, GlobalData, IoT, customer sell-out trends, etc).  
• Coach the team in utilizing a Category Management approach to developing the AFH channels by delivering actionable recommendations for channel expansion and distribution opportunities, optimal planograms, and deliver profitable and sustainable growth based on market trends. 
• Partner closely with AFH Demand Planning to provide market insights and detailed customer level consumption performance to drive fact-based decisions and forecast accuracy as part of the monthly S&OP process.  
• Lead Monthly Business Reviews with the Leadership Team. Collaborate with Channel Leads to define the monthly agenda, expectations from all stakeholders, and final Executive Summary of Key Messages. Own the development and presentation of the Channel and Category Review and Lavazza brand performance.  
• Lead an effective annual Budget planning process for AFH Channel by providing guidance on the category and segment growth trends and projections, brand growth potential, impact of NPD, and key performance drivers and targets (distribution, pricing, velocity). 
• Lead the development of annual Channel/Category Overview & Selling Stories and other sales enablement tools for the Sales team and distributor partners to leverage with customers.  
• Focus on continuous process improvement that ensures all stakeholders have access to accurate product information (item specs, pricing, images, etc), brand selling stories, and insights needed to maintain effective control of the business. 
• Develop the Data & Insight strategy for the channel that will deliver on actionable insights to elevate our fact-based selling. Partner with Marketing in the effective management of the Food Service and OCS Data & Insight budget.  
• Act as the cross functional orchestrator between stakeholders to co-build the Channel’s strategic vision, drive execution and manage course correction actions. General examples of support for the following functions:   
  • Sales: Drive business development opportunities with analytics and strategy planning. Develop, animate and track Commercial Fundamental KPIs (assortment, distribution, pricing) for Sales Team and leadership 
  • Demand/Supply: Summarize and communicate key market insights and brand performance to drive effective decisions as part of monthly S&OP process and annual budget planning  
  • Marketing: Partner with the team on NPD business case developmen