Regional Sales Manager - Foodservice (Tennessee)

Lavazza North America Inc•Nashville, TN

2d•Remote

About The Position

The Foodservice Sales team at Lavazza North America is focused on expanding the company’s presence across the Away from Home (AFH) channel by building strong distributor partnerships and delivering premium coffee solutions. The Foodservice channel plays a critical role in driving brand visibility and trial through restaurants, travel, and hospitality environments. The team is responsible for accelerating distribution, strengthening existing customer relationships, and ensuring best-in-class execution in market. The Regional Sales Manager leads Foodservice sales through direct customers and distribution partners across an assigned territory, with accountability for profitable growth, customer retention, and achievement of budgeted goals. This role develops new business, expands existing accounts, manages distributor execution, and coordinates equipment, service, activation, and accounts receivable activities in line with Lavazza commercial standards. The manager maintains accurate sales activity and opportunity data in the customer relationship management (CRM) system and partners with the Senior Regional Sales Manager to review performance and execution.

Requirements

Bachelor’s degree in Business, Marketing, or a related field; or equivalent professional experience.
2+ years of experience in Foodservice sales, account management, or distributor management within the consumer packaged goods (CPG) industry; coffee or beverage experience preferred.
Experience managing a geographic sales territory with responsibility for revenue, profitability, forecasting, and budget performance.
Experience developing distributor relationships and managing direct customer accounts across the sales cycle.
Experience prospecting, qualifying, and activating new business accounts.
Experience using a customer relationship management platform to document sales activity, maintain account data, and manage opportunities; Salesforce preferred.
Experience monitoring accounts receivable, customer agreements, and contract-volume compliance.
Experience coordinating product, pricing, equipment, service, and point-of-sale activation with internal and external partners.

Nice To Haves

coffee or beverage experience preferred

Responsibilities

Manage sales, equipment investment, service, and customer activities for distributors and direct accounts across the assigned territory.
Deliver territory revenue and profitability targets by executing account plans aligned with approved budgets and commercial policies.
Identify and qualify prospective customers using territory knowledge, industry relationships, and business intelligence tools.
Lead the end-to-end activation of new customers, including product assortment, pricing, equipment, point-of-sale materials, and launch standards.
Grow existing key accounts by improving contract-volume compliance, identifying expansion opportunities, and supporting timely renewals.
Monitor distributor and direct-customer accounts receivable and coordinate corrective actions to maintain balances within company guidelines.
Manage account activation budgets and evaluate investments for visibility, execution quality, and commercial effectiveness.
Track territory results and conduct regular business reviews with the Senior Regional Sales Manager to confirm progress and actions.
Maintain daily sales activities, customer records, and business opportunities in the customer relationship management (CRM) system.