Regional Sales Manager - Office Coffee Services (OCS)

About Lavazza Group

Originating from a small shop in Turin, Lavazza Group has grown into a globally recognized enterprise operating in 90 countries with a workforce exceeding 5,000 employees and managing 30 companies. The parent entity, Luigi Lavazza Spa, directly or indirectly oversees the distribution and marketing of its coffee products and machines. The Group’s portfolio includes notable brands such as Lavazza, Carte Noire, Merrild, Kicking Horse, Eraclea, and Whittington tea.

Joining Lavazza means engaging with a passionate business that values social and environmental responsibility, alongside a dedication to superior quality. The company serves diverse markets including Retail, Foodservice, Office Coffee Service (OCS), and Vending, providing tailored coffee solutions for any setting or occasion.

Role Overview

The Away from Home (AFH) Sales team in North America is seeking to accelerate growth, particularly focusing on the Office Coffee Service channel. This channel is essential to strengthening Lavazza's market presence by offering customized coffee, equipment, and branded program solutions through distributor collaborations and regional actors. The Regional Sales Manager - OCS is tasked with managing distributor partnerships and expanding Lavazza's footprint in a defined geographic area. Collaborating with Regional Sales Managers, National Account Managers, and cross-functional teams, the role focuses on enhancing distribution, executing commercial strategies, and meeting sales and profitability objectives, while ensuring optimal field implementation of Lavazza solutions.

Location and Work Model

The position is based in Charlotte or Raleigh, NC with a remote work arrangement and requires up to 75% travel.

Key Responsibilities

• Formulate and implement yearly business strategies with distributors and customers to boost revenue, profitability, and market share.
• Generate new business by identifying, prospecting, and securing OCS customers through distributor alliances, networking, and proactive outreach.
• Enhance and expand territory distribution by harnessing market knowledge and local relationships.
• Conduct regular field visits with distributor partners to support achievement of sales targets and KPIs.
• Evaluate distributor results, market trends, and financial data to highlight risks and growth possibilities.
• Organize detailed quarterly and annual business reviews with key distributors to present performance insights and future plans.
• Administer trade spending and budgets aligned with company goals and anticipated return on investment.
• Oversee accounts receivable to ensure compliance with company policies.
• Collaborate with marketing, finance, demand planning, customer service, and R&D teams to facilitate product commercialization and meet customer needs.
• Maintain comprehensive records of sales activities, pipelines, and performance metrics using CRM systems such as Salesforce.

Qualifications

• Bachelor's degree in Business, Marketing, or a related discipline, or equivalent work experience.
• Two to five years' experience in sales, business development, or account management within the consumer packaged goods sector; coffee or beverage industry experience is advantageous.
• A minimum of two years managing distributor relationships and selling via distributor networks.
• Proven track record in direct sales and managing sales territories.
• Skilled in developing business plans and performing distributor or customer business reviews.
• Experienced in handling trade funds, budgeting, and analyzing financial results.
• Familiarity with CRM platforms like Salesforce and sales reporting tools.
• Adept at interpreting sales performance, market data, and customer insights to guide strategy.

Employee Benefits and Perks

• Comprehensive Medical, Vision, and Dental insurance coverage.
• 401K retirement savings plan.
• Employee assistance programs.
• Flexible hybrid work schedules.
• Opportunity to obtain barista certification.
• Tuition reimbursement options.
• Personalized performance development opportunities.
• Employee discounts on products.
• Summer Fridays off between Memorial Day and Labor Day weekends.
• Casual dress code including jeans-friendly environment.
• Free coffee available anytime on site.

Diversity and Inclusion Statement

Lavazza is dedicated to fostering a workplace free from discrimination and harassment. Equal employment opportunities are provided without regard to race, color, religion, gender, sexual orientation, gender identity, age, national origin, disability, veteran status, or any legally protected category.