Customer Development Manager, Office Coffee Services (OCS)

ABOUT THE GROUP

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.

#LI-KH1

JOB OVERVIEW

The Customer Development Manager (CDM), Office Coffee Services (OCS) partners closely with Sales to identify growth opportunities across specific distribution channels such as offices, workplaces, office product retailers, and independent distributors. This role blends analytical rigor with customer-facing collaboration centered on project execution of rollouts and activiation plans, sales partnership, and navigating complex distribution dynamics. The role requires high level of cross functional work and ability to influence internal and external stakeholders to guarantee solid customer plan executions, NPD launches and organizing compelling business review cycles.

Applicants to this role will be evaulated for two OCS channels according to background and experience.

1. Customer Development Manager of Aramark & Canteen
2. Customer Development Manager of OP (Office Products) & Independent

#LI-AH1

#newyork

JOB RESPONSIBILITIES

• Define and drive strategic initiatives that support OCS channel growth, aiming to maximize efficiency of current business models, drive machine installed base expansion in collaboration with Sales team.
• Identify business opportunities leveraging on experience gained on the field and distributors’ needs.
• Define and lead Customer planning calendars, discussing bi-annual category & assortment reviews in full collaboration with the Marketing team.
• Conduct compelling analyses to inform decision-making and identify emerging trends and opportunities with partners.
• Lead, with the collaboration of Sales team, all strategic growth projects with key Distributors, from JBP execution to NPD launches guaranteeing solid communication and performance tracking.
• Translate and present strategic insights into clear recommendations and execution plans to senior leadership (internal and external).
• Proactively support the data transparency needs, ensuring seamless data flow.
• Monitor and report the execution of key initiatives, through relevant key performance indicators and qualitative feedbacks.
• Contribute to long-range planning and dedicated business reviews (e.g. Monthly Performance Reviews meetings, Quarterly Business Review, etc.).
• Collaborate with the implementation of Customer Activations on the base, being the point of contact between Customers, Marketing, Sales and external partners.
• Oversee the creation of partnership assessments and business plans for new deal proposals (e.g. big bids / tenders).
• Manages leadership expectations and escalations, with a strong ability to drive influence and consensus across key internal and external stakeholders.
• Troubleshoots complex issues and course corrects as appropriate.
• Collaborate with RGM, Sales, and Finance to establish sustainable customer P&Ls and co-pilot customer planning tools (TPM/Salesforce) in partnership with cross functional team.

JOB QUALIFICATIONS

• Four year degree from an accredited institution or applicable experience
• 5+ years working experience in CPG Trade Marketing, Category Management, Sales, Sales Planning or Marketing required
• Experience supporting B2B business, and/or broadline distributors
• Intermediate/Advanced skills in MS Office (Excel, PPT) required
• Proficiency using and maintaining PowerBI or other business intelligence tools required
• Ability to efficiently and effectively learn new technology (Proprietary Lavazza tools)
• Strong analytic and story telling capabilities to diagnosis complex business issues, visualize the data, identify the insights, and recommend clear action plans
• Strong written and verbal communication skills; comfortable presenting (virtually and in-person) to Executive Leadership and cross functional leadership and peers
• 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 organization - peers to Executives
• Strong communication and presentation skills
• High attention to detail, with the ability to multi-task and effectively prioritize
• Ability to travel as needed up to 20% of time with international travel possible

BENEFITS/PERKS

• Competitive Medical, Vision, Dental Benefits
• 401K Package
• Employee Assistance Program
• Hybrid Work Schedule
• Ability to be barista certified
• Tuition Reimbursement
• Performance Development Plans
• Employee Discounts
• Summer Friday’s (Memorial Day Weekend – Labor Day Weekend)
• Flexible business casual dress code - jean friendly!
• Free coffee, anytime!

Lavazza is an equal opportunity employer that is committed to diversity and inclusion in the workplace.

Lavazza prohibits discrimination and harassment of any type and affords equal employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.