National Account Manager

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.

OVERVIEW

The role of National Account Manager is critical for building and maintaining our Office Coffee Service (OCS) market and a key contributor to the overall growth strategy for the North American market. We are seeking a sales professional who has deep experience in selling coffee to customers in the Non-Commercial and Workplace market. The National Account Manager would be responsible for supporting Compass Group at the national level, with coverage across all 50 states.

RESPONSIBILITIES

• Manage existing clients to retain, enhance brand awareness, and utilize insights to tailor strategies that meet their unique needs and drive sales.
• Identify, develop, and manage active pipeline of strategic national accounts.
• Work with clients and our internal team to develop programs suited to customers’ needs, including growth strategies, branding materials, equipment recommendations, and training guidelines and schedules.
• Lead communication to the Regional Sales Managers on National Account programs that will be executed at the regional level.
• Manage all aspects of customer programs, including pricing, promotion, equipment, service, and marketing programs.
• Utilize data and market insights to influence sales strategies, optimize resource allocation, and achieve business objectives.
• Support within local markets for orders, training, new and current customer activities.
• Track and coordinate contracts and manage renewals.
• Frequent travel to support customer and employer requirements, including overnight stays and occasional weekend events.

PROFESSIONAL QUALIFICATIONS

• 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, PowerPoint, PowerBI, and experience using Salesforce.com
• Work Experience:
• Understanding of our products (both coffee and equipment) as well as how to sell the Lavazza and Flavia brand
• Proven track record of building strong relationships with key accounts, successfully implementing sales programs, and meeting/exceeding sales targets.
• Knowledge of how to guide customer with product mix as well as timing of order placement to order receipt
• Experience calling on national, multi-unit operators in the office, food service, hospitality, sports & entertainment, and travel/leisure channels. Existing relationships are a plus.
• Strong analytical skills, with the ability to use data and insights to drive decisions and strategies.
• Understand how to develop profitable programs to deliver a return on investment that meets Lavazza’s guidelines
• Communication and Organizational Skills
• 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
• Work Ethic / Style
• 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

PHYSICAL/TRAVEL REQUIREMENTS

• Ability to occasionally lift and/or move up to 55 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

BENEFITS/PERKS

• Competitive Medical, Vision, Dental Benefits
• 401K Package
• Employee Assistance Program
• Ability to be barista certified
• Tuition Reimbursement
• Performance Development Plans
• Employee Discounts
• Mileage Reimbursement
• 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.