Sr. Regional Sales Manager - West

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 4,000 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 we 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.

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OVERVIEW

The Senior Regional Sales Manager (SRSM) is an individual contributor who is responsible for sales management, business development and leading the achievement of forecasted sales in the Retail Sales Channel. The SRSM leads the strategic development, management, and execution of a customer specific go-to market approach by aligning Company and Customer strategies and goals. The SRSM manages customer trade funding to ensure profitable growth. The SRSM is the visible leader at the customers primary areas of focus, including securing new listings, new SKU creation follow up, promotional program development and acting as a liaison to Operations, Marketing, Logistics, and external business partners.

RESPONSIBILITIES

• Lead customer business plan development to ensure alignment of company strategies and customer business needs and achievement of annual forecast 
• Provide industry and customer insights to decision-makers at both the customer and company levels to influence execution of strategy 
• Lead the efforts of Crossmark team members at multiple levels to maintain focus on goals and strategies 
• Manage Broker relationship to ensure company priorities and goals are communicated to all partners including both distributors and retailers 
• Gain alignment with company resources to support goal attainment, while recognizing the business impact of decisions executed at a national customer level 
• Negotiate within the company and with the customer to resolve issues 
• Lead continued customer alignment to agreed upon strategies 
• Lead customer trade spending to maximize Return on Investment
• Lead the development and implementation of efficient team business practices that enhance use of business analytics (including Spins and distributor data), brand information and customer knowledge to drive the sales process
• Organize and implement the participation to trade shows and conventions 

PROFESSIONAL QUALIFICATIONS

• Bachelor’s Degree or equivalent in Business Management or related field
• 5 + years prior experience in Consumer-Packaged Goods, including prior experience in direct customer sales in the retail, business analytics, customer or category marketing.  
• Strong communication and project management skills with the ability to listen to, understand and effectively manage competing priorities
• Action oriented with the ability to analyze complex information and institute good solutions to solve problems proactively 
• Knowledge of CPG industry, brand strategies, business reporting, customer strategies, supply and computer systems, including web applications 
• Balance the needs of the company with the needs of the customer. Serves as a liaison to ensure good alignment of strategies 
• Ability to work effectively within a fast-paced, complex matrix, changing environment 
• Strong negotiation skills, with the ability to influence at top-to-top levels 
• Strong computer skills: Office Suite (mainly Excel and PowerPoint )
• Accountability - Show determination both in taking on assigned projects/initiatives, as well as in seizing opportunities and risks that presuppose proactivity and alacrity. Tenaciously pursue results even under conditions of uncertainty, act in coherence with set objectives. Courageously take responsibility for decision-making and see any failures as a chance to improve. 
• Innovation - Generate ideas and make original, innovative contributions for the growth of the business and for continuous improvement of the organization, processes, and operations. Know how to identify the most significant opportunities and contexts in which to trigger innovation processes. Be open to integrating new and diverse opinions and supporting innovation. Be curious, informed about latest advances and ready to seize opportunities for change, learning and growth. 
• Integration - Promote and support opportunities for cooperation within the company to make decisions more quickly and achieve business objectives. Demonstrate the ability to act for the common interest of the company. Focus on the network, formal and informal, believing in the value of debate. Create and enhance collaboration (interpersonal links and exchanges) inside and outside company boundaries, initiating relations useful for the achievement of results and in line with company values. 
• Leading People-  Lead and inspire others to give the best of themselves, keeping the result in view. Communicate the meaning and significance of the objectives, initiatives and requests and verify actual understanding through attentive listening and asking for feedback. Activate and give feedback on improvement. Generate and maintain a positive, energetic, motivating and constructive atmosphere to further the pursuit of excellence

PHYSICAL/TRAVEL REQUIREMENTS

• Ability to occasionally lift and/or move up to 50 pounds
• Ability to stand for extended periods of time
• Travel required up to 60% of time with overnight travel often required

BENEFITS/PERKS

• Competitive Medical, Vision, Dental Benefits 
• 401K Package 
• Employee Assistance Program 
• Onsite Cafeteria and Gym (West Chester location)
• Ability to be barista certified
• Monthly Lunches provided by Lavazza
• Tuition Reimbursement
• Performance Development Plans 
• Employee Discounts 
• 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.