Business Development Manager - Office Products & E-Commerce

Luigi Lavazza S.p.A.

4d•Hybrid

About The Position

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 E-Commerce channel, optimizing our relationships with key distributors. At Lavazza, the OP and E-Commerce Development Manager is an individual contributor role that 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. A focus for this role will be to drive improvements in “customer site” conditions, while delivering assigned goals and objectives aligned to overall business strategies.

Requirements

Four-year college degree Business, Marketing, or related field
4+ years experience in customer-facing Key/Sales Account Management required, B2B consumer goods preferred
4+ years experience in E-Commerce sales
2+ years experience selling in the Office Product channel
Demonstrated ability of proactively interpret digital trends and think criticality to challenge the status quo
Excellent interpersonal skills and ability to manage relationships with business partners
Strong analytic and story telling capabilities to diagnose complex business issues, visualize the data, identify the insights, and recommend clear action plans

Responsibilities

Develop and execute strategies to drive sales growth across B2B e-commerce channels, including Office Products accounts, key marketplaces, and direct-to-consumer platforms. Identify and launch new channel and account opportunities.
Manage end-to-end performance of assigned channels, including sales forecasting, budgeting, and achievement of revenue and profitability targets. Partner with Finance to optimize customer and channel economics.
Build and implement data-driven strategic plans informed by business performance, customer insights, and market trends to improve market share, customer experience, and long-term growth.
Lead pricing strategy across channels in alignment with overall B2B objectives. Develop and execute integrated go-to-market and promotional plans to drive incremental sales.
Partner with Marketing to manage product assortment, digital merchandising, and content strategies, ensuring a compelling online presence that supports customer acquisition and retention.
Develop and execute joint business plans with key customers, aligning on shared objectives and leveraging customer strengths to maximize growth opportunities.
Monitor and analyze key performance metrics, including traffic, conversion, and sales drivers, to inform decisions and continuously optimize channel performance.
Partner with Operations, Demand Planning, Marketing, Sales, and B2C teams to align on forecasting, product offerings, promotions, and execution. Support lead generation efforts in collaboration with Telesales.
Negotiate trade terms and agreements using data-driven insights to deliver mutual value while protecting brand positioning. Maintain strong relationships with key customers and partners.
Work with distributor and channel partners to ensure execution of commercial plans and achievement of KPIs.
Lead regular business reviews with key accounts and proactively monitor competitive activity and industry trends to inform strategy.