Director of Business Development - OCS

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 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

At Lavazza North America, the Director of Business Development position supports Lavazza North America’s Away from Home Channel, with a specific focus on Office Coffee Services (OCS). This individual will be responsible for the East Region as well as leading the Development on Trade channel within Lavazza North America, providing strategic and operational leadership to deliver the short- and long-term objectives, as well as supporting the 3–5-year business plan.

 

Location: Remote (East Coast, United States)

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JOB RESPONSIBILITIES

• Lead the development of the Lavazza NA segment annual business plan through robust knowledge of the industry and assigned channel, maximizing business opportunities, driving profitable growth, and managing company objectives.
• Build and establish strong relationships with senior industry leaders to drive credibility and connection to effectively influence key decision makers and customers.
• Develop and present annual top-to-top customer/distributor business reviews, providing fact-based leadership and insights relative to customer and category performance.
• Drive access to potential new customers and gain new distribution channels through effective utilization of the team’s knowledge and in-depth understanding of the geography and key relationships.
• Manage and enhance our segment sales strategy, sales capabilities, people development and go-to market plans.
• Track progress of sales campaign establishing KPIs, monitor and support execution, driving and prioritize action plan based on team goals and business growth success.
• As lead generation team responsible, drive on lead generation process, tracking execution and business transformation, and proactively adjust way of working / prospect management / hunting activities to maximize growth generation.
• Act as key member of the Lavazza NA Sales Leadership Team, demonstrating an understanding of the capabilities and needs of distributor partners and ensuring our strategic plans are aligned to their overall business objectives.
• Lead the development of Trade and investment, driving stronger ROI and delivering profitable growth to the segment.
• Collaborate with cross-functional team such as National Accounts to deliver both channel and department sales growth.

JOB QUALIFICATIONS

• Bachelor’s degree in business management, or related technical field.
• 8+ or more years of experience in the selling of CPG products.
• 5+ or more years of distributor experience in broker management.
• Experience in marketing, analytics and/or research.
• Presentation effectiveness – ability to define business opportunities, gather appropriate data to support, organize information, write presentation, and deliver to effectively influence key decision maker.