Key Account Manager - Coffee to Go

An exciting opportunity has arisen to join our Coffee to Go Team at LAVAZZA Professional. The location covered will be the South UK region and the ideal candidate will be based in this area.

Lavazza Professional is the Business-to-business (B2B) arm of Lavazza Group. As a global coffee business, we have grown over the last 120 years from a small Italian artisanal company to be an industrial giant. We remain family owned and our passion for quality coffee is coupled with a spirit of entrepreneurship, defined by innovation and a sense of responsibility. In the Lavazza Group we are committed to build a better world, one coffee at a time. We offer products of superior quality, obtained through a sustainable model based on innovation, passion and expertise.

At Lavazza Professional, our goal is to fuel workplace productivity and wellness, proudly serving premium Lavazza coffee from our Multi-drink and Barista Collection systems. Our industry leading, versatile office coffee and vending technologies offer tailored options to fit any workspace, any size of business and any industry.

As a Key Account Manager for the Coffee To Go (C2G) channel, you will play a pivotal role in driving business development and account management activities in the UK. This position reports directly to the Head of Coffee To Go and offers a unique opportunity to make a substantial impact on Lavazza's growth in the dynamic out-of-home retail and convenience/forecourt sectors. This is a unique and newly created position in a very exciting space. Our ambition is to be the #2 player within the next 3 years; therefore a truly ambitious and hungry self-starter is required.

Critical to the success of this role will be the ability to continually build and close an evolving pipeline of new business prospects. Customer opportunities will generally be self-generated and managed from lead through to contract mobilisation. The ability to network and build strong relationships both internally and externally will be key to this role, as well as a can-do and a winning mindset.

Duties:

• Develop and maintain strong relationships with clients
• Identify new business opportunities and upsell products or services
• Analyse sales data to improve strategies and achieve targets
• Communicate effectively with clients to address their needs and concerns
• Utilise Salesforce or similar CRM software to manage accounts efficiently

30% New Business Acquisition:

• Delivery of machine placements and NSV/EBIT targets.
• Self-starter able to generate new business opportunities and new contract wins.
• Strong relationship building skills able to build expansive networks/contact strategy.
• Attendance of trade shows and supplier events to build your network within the convenience and forecourt market and to drive new business opportunities.
• Provide strategic insight that supports the development of the C2G channel to widen the appeal of Lavazza’s proposition.
• Support mobilisation of new contract wins, working closely with marketing and/or external suppliers where required.
• Effective prospect pipeline development and management.

70% Existing account retention and growth:

• Conduct regular site visits, using internal data analysis to drive necessary action in the field.
• Work with trade marketing to create ways of driving customer revenue/engagement whilst creating long-term partnerships with your customers.
• Drive customer retention, ensuring machines remain in contract and that retail partners adhere to their purchasing commitments.
• Strong commercial and financial skills and acumen.
• Demonstrate effective, strategic account management skills that increase Lavazza’s profitability and improves the financial shape of the C2G channel.
• Conduct regular and constructive review meetings on a periodical basis with all accounts.
• Deliver excellent customer service and support, handle customer service enquiries in a professional and timely manner.
• Travel as required, as necessary with multi-day trips. More travel may be required initially before the potential success of the channel results in further team growth.

Relationship Groups that will need to be nurtured include:

• Coffee to Go Team - Drive growth and awareness of the Lavazza C2G brand alongside the Coffee To Go team to grow a pipeline of opportunities and deliver profitable new business contracts.
• Marketing - Create in collaboration with the marketing team customer promotions which drive revenue, volume and customer/consumer engagement.
• Finance - Work with finance teams to build commercial models which support new business acquisition whilst maximizing revenue and profitability.
• Telemarketing - Review where required any organic traffic with the telemarketing lead, continually reviewing the process of lead qualification.
• Customer Service and technical - Liaise with Customer Service and Technical as required to support customer needs.
• Customers - Work with customers to ensure that they receive a great experience when partnering with Lavazza in the C2G space.
• Suppliers - As required and under the guidance of the Head of Coffee To Go, work with suppliers to maintain detailed knowledge of our propositions to deliver an authentic customer experience.

Skills:

• Proven convenience/forecourt sales experience with ability to build rapport and effective relationships at all levels.
• Competent at internal stakeholder management, effectively building relationships to support the growth of the C2G channel.
• Excellent sales skills at both a Local and a National level, backed up with a robust New Business sales track record.
• Customer focused, with a command of the use of diplomacy and tact.
• Ability to work alone as well as in a team to achieve common and personal goals and targets.
• Strong verbal and written communications skills.
• Can demonstrate an ability to negotiate skilfully in tough situations with both external and internal customers to achieve against business goals and targets.
• Can provide account and results information to both external and internal customers that is timely, of high quality and appropriate detail.
• Excellent presentation and negotiation skills, that focuses on the needs of the prospect customer.
• Robust numerical analysis skills.

Competencies:

• Demonstrate an understanding of the Coffee To Go and Convenience/Forecourt sectors, new business acquisition and account management/development.
• Stay informed about industry trends, competitor activities, and market developments.
• Understanding of customer requirements through direct selling experience.
• High standards of administration, time management and personal presentation.
• Strong business acumen.
• Demonstrates strong attention to detail, planning, self-discipline and tenacity.
• Ability to problem solve and make decisions as required to resolve issues.

Competitive Salary offered with car allowance and bonus scheme. The successful applicant will be required to complete a DBS check and provide references.