Channel Development Manager- Office Products

Luigi Lavazza S.p.A.

23d•Remote

About The Position

ABOUT THE GROUPFrom 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 OVERVIEWThe Channel Development Manager – OP supports Lavazza North America’s Away From Home (AFH) business with a dedicated focus on the Office Products Supply (OP) Channel. This role consolidates responsibilities from both the OP Channel Manager and OP Business Development roles to create a unified and strategic commercial function. The individual in this role is accountable for driving strategic growth of OP sales across both Independent and National Accounts, strengthening relationships with key stakeholders, identifying new business opportunities, and increasing market share. The position provides both strategic and operational leadership to support short‑term results and long‑term (3–5 year) growth plans. #LI-AH1 Location: Remote, Canada

Requirements

Bachelor’s degree from an accredited institution, preferably in Business or a related field.
5+ years of distributor experience including broker management.
5+ years of experience selling CPG products; Office Coffee (OCS) preferred.
2+ years in marketing, analytics, business insights, or research.
Demonstrated ability to influence senior decision-makers through strong presentation and communication skills.
Proven leadership and relationship-building experience with both customers and internal partners.
Strong planning, prioritization, and multi‑project management capabilities.
High proficiency in Microsoft Office Suite: Excel, PowerPoint, Word, Outlook.
Ability to travel up to 75% of the time.

Responsibilities

Lead the development and execution of the annual OP segment business plan, leveraging deep industry and channel expertise to maximize growth and profitability.
Support the delivery of long range plans (3–5 years) through proactive market assessment, category insight, and identification of commercial opportunities.
Build, strengthen, and maintain senior-level relationships across National and Independent OP customers, wholesalers, redistributors, and industry leaders.
Lead top‑to‑top business reviews with customers and distributors, providing fact‑based insights on category performance, business trends, and joint growth plans.
Manage relationships with Independent Accounts and National Account local branches to maximize business opportunities and penetration.
Engage with wholesalers/redistributors to activate new OP customers and distribution opportunities.
Identify and secure new customer opportunities, driving increased penetration across both existing and newly acquired accounts.
Gain share from competition through differentiated value propositions, superior category understanding, and leveraging relationship networks.
Monitor customer-level performance and proactively problem-solve to mitigate risk and ensure delivery of targets.
Collaborate closely with brokers to strengthen account coverage, resolve issues, and advance channel penetration
Partner with cross‑functional teams such as National Accounts, Marketing, Finance, Supply Chain, and Category Management to deliver channel growth.
Ensure distributor partners’ capabilities and business objectives are aligned with Lavazza strategic plans.
Provide strategic guidance to internal teams on channel needs, customer insights, and market dynamics
Analyze business trends, customer performance, and category data to inform strategy, customer planning, and business reviews.
Set annual goals, targets, and incentives by customer; monitor progress and initiate corrective actions as needed.
Present compelling, insight-driven presentations that influence key decisions and secure customer commitment.