Director of Commercial Strategy-Home Channel

Lavazza•West Chester, NY

22h•Hybrid

About The Position

At Lavazza North America, the Director of Commercial Strategy-Home Channel plays a pivotal role in shaping and executing the strategic roadmap across all consumer channels. This leadership position is responsible for driving sustainable growth, optimizing go-to-market strategies, and aligning cross-functional initiatives with Lavazza’s long-term business objectives. As a key member of the Commercial Leadership Team, the Director will lead channel and customer level strategy, business intelligence and customer development efforts to enhance market share, brand presence, profitability, and operational efficiency. The role demands a deep understanding of consumer behaviour, competitive dynamics, and data-driven decision-making to support Lavazza’s omnichannel presence and premium brand positioning in the U.S. and Canadian markets. The Director will oversee the Home Customer Development (Trade Marketing) teams and Home Channel Strategy team, and will partner with sales, Marketing, RGM, Finance departments and the Broker Partner to align Customer Plans to the larger Company goals. Location: New York or West Chester, PA

Requirements

Bachelors Degree in Business, Marketing or related field, preferred.
5+ years working experience in CPG Trade Marketing, Category Management, Sales, Sales Planning or Marketing required.
Experience supporting Retail/eTail channels and customers required.
Advanced skills in MS Office (Excel, PPT) required.
Experience with synicated data tools for Retail, examples - Nielsen, IRI, Numerator, etc.
Experience with synicated data tools for eComm, examples - Amazon Retail Analytics, Market Share, Helium, etc.
Must be able to effectively function in matrix organization and leverage influence and negotiation skills to drive effective cross functional collaboration.
Strong written and verbal communication skills; comfortable presenting (virtually and in-person) to Executive Leadership and cross fuctional leadership and peers.
Strong story telling capabilities to diagnosis complex business issues, visualize the data, identify the insights, and recommend clear action plans.
Ability to work in an environment of tight deadlines, and to consistently challenge and be challenged on performance results.
Highly agile and thrives in a fast paced working environment with an entrepreneurial mindset.
Strong collaboration and influence skills with the ability to work well cross functionally with all levels of the organizatoin - peers to Executives.
Up to 30-35% travel required based off business needs.

Responsibilities

Leads the development and deployment of Home strategic projects.
Collaborate with Sales, Demand Planning, and Finance to drive strategic decisions at the Channel level.
Leads annual 4Ps planning and review process with Sales, Marketing, Finance and Broker Partner, translating them into 4Ps Customers priorities for execution.
Partners with sales for line reviews, annual customer planning and monthly business reviews.
Builds strong customer relationships and drive category partnership opportunities.
Manages Customer related BTL investments for the Home Channel.
Align customer activation plans and budget to amplify National Marketing key focus periods and customer key focus periods to drive performance KPIs.
Develops commercial programs that ensure profitability aligned with Lavazza North America strategic plan targets, in partnership with the RGM team and other departments (Sales, Marketing, Finance).
Leverages insights (syndicated data, i.e. Nielsen/IRI, sell-out information from distributors, category trends) to identify commercial opportunities and defines sales plans to execute.
Strategic partners with Sales to effectively execute commercial programs, and with RGM and Finance to project financial impact of commercial initiatives.
Collaborates with Sales, RGM, Finance, Marketing and Demand Planning to drive strategic decisions at the Channel level.
Partners with Marketing on NPD business case development and platform needs, ensuring alignment with channel strategies.
Lead Monthly Business Reviews with the Lavazza North America Leadership Team.
Collaborate with Channel Leads to define the monthly agenda, expectations from all stakeholders, and final Executive Summary of Key Messages.
Develops a high performing team consisting of channel strategy, sales operations, customer development (trade marketing) and analytics talent to effectively contribute in delivering Lavazza results.
Train and manage staff (analysts and marketing managers) to both build 4Ps gap analysis and develop clear, specific plans and launch new products.