Business Development Manager - Office Products & E-Commerce

About Lavazza Group

Lavazza Group is an internationally recognized coffee company operating in 90 countries with over 5,000 employees and 30 companies, under the Luigi Lavazza Spa parent company. The group includes brands such as Carte Noire, Merrild, Kicking Horse, Eraclea, and Whittington tea. Lavazza focuses on blending passion with business, aiming to deliver high-quality coffee products responsibly across retail, foodservice, office coffee service (OCS), and vending channels globally.

Role Overview

The B2B E-Commerce and Office Products team in North America drives Lavazza's growth by expanding distribution, enhancing partnerships, and refining digital customer experience in B2B channels including office products distributors and marketplaces. This role strategizes to increase Lavazza’s footprint in these channels by managing performance, pricing, merchandising, and joint business initiatives while collaborating with various internal teams.

Key Responsibilities

• Formulate and implement strategies to grow B2B E-Commerce and Office Products sales, increase market share, and capture new accounts.
• Oversee channel metrics including sales forecasting, budgeting, revenue, and profitability targets in collaboration with Finance.
• Develop data-driven roadmaps leveraging business data, customer insights, market trends, and competitor analysis to optimize channel performance.
• Lead pricing, trade terms, marketing plans, and promotions aligned with commercial objectives.
• Manage product assortment and digital merchandising alongside Marketing to boost customer acquisition and retention.
• Create and execute joint business plans with key customers and distributor partners, aligning on goals and key performance indicators.
• Analyze website traffic, conversion rates, sales drivers, and KPIs to generate actionable insights.
• Collaborate with Operations, Demand Planning, Marketing, Sales, B2C, and Telesales to synchronize forecasting, inventory, promotions, and lead generation.
• Conduct negotiations and business reviews using data to protect brand integrity and deliver mutual benefits.

Required Qualifications

• Bachelor’s degree in Business, Marketing, eCommerce, Sales, or a related discipline, or equivalent professional experience.
• 4-6 years of experience in key account management, sales, or channel management in consumer packaged goods; coffee or beverage sector preferred.
• 4-6 years managing e-commerce sales, marketplaces, digital merchandising, or B2B online channels.
• At least 2 years dealing with Office Products, Office Coffee Service, distributors, or B2B commercial channels.
• Proven expertise in sales forecasting, budgeting, pricing strategies, trade terms, and promotional activities.
• Experience developing joint business plans, negotiating commercial agreements, and conducting customer reviews.
• Strong analytical skills for evaluating traffic, sales performance, customer insights, and market dynamics to recommend strategies.
• Collaborative experience with Finance, Marketing, Operations, Demand Planning, Sales, or commercial strategy teams.

Benefits and Perks

• Competitive Medical, Vision, and Dental plans.
• 401(k) retirement savings plan.
• Employee Assistance Program.
• Hybrid working schedule with remote flexibility.
• Opportunity to become barista certified.
• Tuition reimbursement program.
• Structured performance development plans.
• Employee discounts and free coffee anytime.
• Summer Fridays from Memorial Day to Labor Day weekend.
• Flexible business casual dress code including jeans.

Additional Information

Location preference on East Coast with remote work model. Position requires approximately 25% travel.

Lavazza is an equal opportunity employer dedicated to diversity and inclusion. The company prohibits discrimination and harassment on any legally protected basis including but not limited to race, gender, sexual orientation, age, disability, and veteran status.