National Account Manager, Office Coffee Services (OCS)

Luigi Lavazza S.p.A.

12d•Remote

About The Position

From 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 OVERVIEWLavazza is the third largest coffee roaster in the world with global sales exceeding $1 billion. With 11 subsidiaries, Lavazza does business in 90 countries. North America is the fastest growing market and is a focus market for continued growth. The role of National Account Manager is critical for maintaining and building hospitality and travel business and to the growth strategy for the North American market. We are seeking a sales professional who has experience in selling coffee to customers in the hospitality and travel channel. Location: Remote - preferably East Coast #LI-AH1

Requirements

Four-year degree from an accredited institution, preferably in Business
Minimum 5 years of experience in a senior sales position in Food & Beverage Industry (Coffee preferred)
Strong proficiency in Microsoft Word, Excel, and PowerPoint, with experience using CRM systems
Technical understanding of equipment as well as how to work both internally with our team and equipment companies to develop and support customer equipment programs. Knowledge of equipment manufacturers for drip coffee, espresso, and BLUE. Understand how to develop service and preventive maintenance programs
Understanding of our products (both coffee and equipment) as well as how to sell the Lavazza brand
Knowledge of how container orders work and how to guide customer with product mix as well as timing of order placement to order receipt
Knowledge of distribution and distributor partners within the Away From Home division
Experience calling on national, multi-unit operators in the hospitality, cruise line, and travel channels (existing relationships a plus)
Understand how to develop profitable programs to deliver a return on investment that meets Lavazza’s guidelines (including a keen understanding of how to read a P & L)
Sense of urgency in communicating with customer as well as internally
Problem solver who listens to learns and looks for solutions
Organizational and project management skills to support customer roll-outs and expansions
Superb ability to work with customer and trainers to develop a training protocol and training schedule
Professional written and oral communication as well as excellent interpersonal skills
Solid relationship skills to allow for smooth navigation internally to develop solutions that are a win for both Lavazza and client
Strong negotiating skills and ability to execute a contract with clients as follow up to negotiations
Unquestionable degree of integrity in all business dealings
Fast starter, self-motivated and willing to assume additional responsibilities
Open and respectful communicator, experienced at building trust and engaging successfully with diverse personal styles
Ability to manage several projects with tight timelines simultaneously
Highly accurate, organized and detail oriented with strong multi-tasking and time management skills
Flexible and willingness to adapt to change
Ability to occasionally lift and/or move up to 50 pounds
Ability to stand for extended periods of time
Travel required up to 75% of time
Ability to travel via vehicle, train, plane based on distance
Overnight travel required

Nice To Haves

Experience calling on national, multi-unit operators in the hospitality, cruise line, and travel channels (existing relationships a plus)

Responsibilities

Manage existing clients to retain, enhance brand awareness, and increase profitable sales.
Work with clients and our internal team to develop programs suited to customers’ needs, including branding materials, equipment recommendations, and training guidelines and schedules.
Work with clients on all branding elements, including “We Proudly Serve” programs.
Lead communication to the Regional Sales Directors of National Account programs that will be executed at the regional level.
Manage all aspects of customer programs, including pricing, equipment programs, service, and marketing programs.
Manage local markets within assigned territory to support orders, training, new and current customer activities.
Track and coordinate new pricing and contracts and manage contract renewals.
Frequent travel to support customer and employer requirements, including occasional weekend events and overnight stays.I
Identify, develop, and manage active pipeline of strategic national targets.