Business Development Manager - Office Products & B2B E-Commerce

About Lavazza Group

Starting from a modest store in Turin, Lavazza has evolved into a globally recognized corporation operating in 90 countries, employing over 5,000 staff across 30 companies under Luigi Lavazza Spa. The group includes brands such as Carte Noire, Merrild, Kicking Horse, Eraclea, and Whittington tea. Joining Lavazza means engaging in passionate business practices that emphasize high-quality production and a commitment to social and environmental responsibility. Our extensive presence caters to multiple channels, including Retail, Foodservice, Office Coffee Service, and Vending, delivering tailored solutions for various consumer needs and times of day.

Role Overview

Lavazza North America is pursuing an aggressive expansion strategy to grow its market footprint in the Americas, with a particular emphasis on Office Products and B2B E-Commerce channels via key distributor partnerships. This individual contributor role requires developing and executing the growth strategy for Lavazza’s B2B E-Commerce business, managing relationships with both new and existing Office Product distributors and e-commerce partners specialized in the B2B market. The role is remote-based on the East Coast and requires approximately 25% travel.

Key Responsibilities

• Design and lead sales growth strategies across B2B e-commerce platforms, including Office Product accounts, major marketplaces, and direct-to-business channels, and identify new channels and accounts to activate.
• Oversee all aspects of channel performance including sales forecasting, budgeting, and meeting financial goals; collaborate with finance to improve customer and channel profitability.
• Create and implement strategic, data-driven roadmaps based on customer insights, market trends, and business metrics to enhance market share, optimize customer experience, and foster long-term growth.
• Define and manage pricing and commercial strategies to align with B2B objectives; execute integrated go-to-market and promotional initiatives to boost incremental sales.
• Work alongside Marketing to develop compelling product assortments, digital merchandising, and content strategies, thereby strengthening online presence and customer engagement.
• Develop and maintain joint business plans with major customers to align objectives and maximize growth potential.
• Utilize analytics to track performance metrics like website traffic, conversions, and sales drivers to refine strategies continuously.
• Collaborate cross-functionally with teams in Operations, Demand Planning, Marketing, Sales, and B2C to ensure cohesive forecasting, product offers, promotions, and support lead generation efforts.
• Lead negotiation of trade terms supported by data insights to safeguard brand values and foster mutually beneficial partnerships.
• Ensure execution of commercial plans and KPI achievement in partnership with distributors and channel collaborators.
• Conduct periodic business reviews with key accounts and stay vigilant on competitive and market trends to guide strategic decisions.

Qualifications

• Bachelor’s degree in Business, Marketing, or related fields.
• Minimum 4 years of experience in customer-facing Sales or Key Account Management roles, preferably in B2B consumer goods.
• At least 4 years of experience in e-commerce sales.
• Minimum 2 years of sales experience within the Office Product channel.
• Proven ability to analyze digital trends proactively and apply critical thinking to challenge existing practices.
• Exceptional interpersonal skills to effectively manage and nurture business partnerships.
• Strong analytical and storytelling skills to interpret complex business data, uncover insights, and propose actionable plans.

Employee Benefits

• Competitive medical, dental, and vision insurance plans.
• 401(k) retirement savings plan.
• Employee assistance program support services.
• Flexible hybrid working arrangements.
• Opportunity for barista certification.
• Tuition reimbursement programs.
• Structured performance development plans.
• Employee discount programs.
• Summer Fridays off from Memorial Day to Labor Day.
• Casual dress code permitting jeans.
• Continuous free coffee access.

Equal Opportunity Employer

Lavazza values diversity and inclusivity. The company strictly prohibits discrimination and harassment based on race, color, religion, sex, sexual orientation, gender identity, pregnancy, age, national origin, disability, genetic information, veteran status, or any other protected classification.