Regional Sales Manager, Office Coffee Services (OCS) - Central

Luigi Lavazza S.p.A.

12d•Remote

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 Coffee Sales channel, optimizing our relationships with key distributors. Along with offering a best-in-class range of solutions for the market, Lavazza is expanding our Sales team into new territories to best support this strategic business initiative. At Lavazza, the Regional Sales Manager is an individual contributor role that works with a team of other Regional Sales Managers and National Account Managers reporting to the Director of National Accounts. The Regional Sales Manager for the Office Coffee Service channel is responsible for maintaining and growing the availability of Lavazza products within an assigned territory. The role must drive improvements in “customer site” conditions, while delivering assigned goals and objectives.

Requirements

Four-year college degree or equivalent experience
2+ years of experience in the selling in the Food and Beverage industry preferred
2+ years managing trade funds and budgets
2+ years of experience performing direct customer facing selling
Experience working in a distributor environment preferred
Excellent interpersonal skills, high standing and abilities to manage relationships with business partners
Effective sales management and solution selling skills
Presentation Effectiveness: Ability to define business opportunities, gather supportive data, organize information, create, and present information to effectively influence key stakeholders
Strong Planning Skills: Ability to forecast, prioritize multiple projects and activities
Cross Functional Effectiveness: Strong understanding of effected stakeholders, impacts and outcomes, and appropriates communication strategies.
Ability to occasionally lift and/or move up to 50 pounds
Ability to stand for extended periods of time

Nice To Haves

Experience working in a distributor environment preferred

Responsibilities

Develop annual business plans for customers maximizing business opportunities, driving profitable growth, growing shares, and managing to company objectives
Utilize knowledge of your geography, relationships with key contacts, and business insight tools to gain access to potential new customers presenting and gaining new distribution.
Monitor and report on market strength, distributor performance and financial viability.
Develop contingency plan in conjunction with finance team.
Establish sales territories, budgets, goals, risk profiles, and objectives for each assigned customer.
Collaboratively work to identify and penetrate regional customers “cold calling” and promoting company products.
Identify and penetrate customer pipeline, via lead generation, professional networking, and distributor partnerships.
Regular in market presence working with distributor partners to execute activities that deliver against plan key performance indicators.
Develop and present annual distributor business reviews with all major market and high priority distributors, with mutually aligned plans, reviewed quarterly.
Ensure all distributor and customer Accounts Receivables are within company guidelines and monitor/verify its performance against the identified targets.
Provide input and feedback to cross functional teams such as Marketing, Research & Development, Finance, Customer Service, and Demand Planning.
Provide business insights and deliver plan updates to internal and external stakeholders each period, inclusive of full use of salesforce.com
Perform effective time and resource management while in market and within assigned budgets.
Proficient with Customer Relations Management “CRM” applications such as SalesForce and PowerBI.