E-Commerce Development Manager (Office Product Channel)

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.

 

 

Job Purpose/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 Product (OP) and B2B Ecommerce channel, optimizing our relationships with key distributors. 

 

At Lavazza, the E-Commerce Development Manager (Office Product Channel) is an individual contributor role that works within the OP Channel team reporting to the Director of OP Channel. The E-Commerce Development Manager (Office Product Channel) is responsible for developing, implementing, and leading the strategy to increase Lavazza’s presence on the B2B E-Commerce side of the business. This role will need work with both new and current Office Product distributors and our E-Commerce partners who are dedicated to the B2B side of the business. 

 

Location: Remote 

 

 

Key Responsibilities

 

 

• Take ownership of the overall strategy and execution of programs to drive sales growth across established and new B2B e-comm channels
• Focusing on online business of Office Product national accounts, key B2B Marketplaces, and D2C Lavazza online channel
• Drive initiatives that enhance customer experience, increase market share, and drive profitable growth
• Gain a deep understanding of Lavazza’s and the customer's economics to drive profitable growth and improved efficiency (i.e., build/review/adjust Value Chain in collaboration with Finance dept.)
• Establish sales budgets, goals, risk profiles, and objectives for each channel assigned
• Identify new channel opportunities and develop innovative approaches to capitalize on them
• Coordinate and drive pricing strategy of different channels in alignment with entire Lavazza B2B channel strategy, including tactical activations, in collaboration with Marketing dept
• Ensure an engaging and compelling online presence to drive customer acquisition and retention
• Internalize our customers' strategies and develop differentiated joint business plans that align with shared objectives
• Innovate our go-to-market principles to deliver a highly coordinated and results-oriented commercial and promotional plan
• Drive value chain reaction for Route-to-Market to set up and promotional plan redaction and roll-out to drive incremental sales
• Being able to drive performance and make business decisions based on key metrics
• Liaise with partners in Operations/Demand Planning to drive joint forecasting and operational innovation (enablers for new product offer)
• Work close to our B2C team to deliver the set-up/management of product offer (e.g. portfolio) and commercial offer (e.g. pricing, promotions) with each channel responsible
• Collaborate closely with key partners to improve online business opportunities and expand our reach to more accounts/shoppers always in alignment of the complementary part of the business (E-comm B2C or OP on field)
• Conduct comprehensive competitive research and continuously monitor industry changes
• In market presence when needed working with distributor partners to execute activities that deliver against plan key performance indicators
• Develop and present annual business reviews with all major market and high priority channels, with mutually aligned plans, reviewed quarterly  
   

 

Job Specifications/Qualifications

 

• Bachelor’s Degree in Business, Marketing, or related field
• 4+ years experience in customer-facing Key Account Management & E-Commerce Sales required
• B2B consumer goods, preferred  
• 2+ years of experience in the selling in the Office Product channel or Coffee category preferred
• Demonstrated ability of proactively interpret digital trends and think criticality to challenge the status quo
• Experience working in a distributor environment preferred 
• Excellent interpersonal skills, high standing and abilities to manage relationships with business partners
• Ability to efficiently and effectively