Key Account Manager - Coffee to Go - South West

The ideal candidate is a passionate, self-motivated, and detail-oriented team player who is committed to the success of our customers. You will focus on growing and developing existing clients, as well as generating new business by identifying, implementing and executing new strategies.

This exciting opportunity has arisen to join our Coffee to Go Team at LAVAZZA Professional. The location covered will be predominantly the Bristol region but will cover the surrounding areas as well, and the ideal candidate will be based in this area. Regular trips to our Head Office in Basingstoke, North Hampshire will be required.

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.

As a Key Account Manager for the Coffee To Go (C2G) channel, this role plays a pivotal part in driving business development and account management activities in the UK. Reporting directly to the Head of Coffee To Go, this position offers a unique opportunity to make a substantial impact on Lavazza's growth in the dynamic out-of-home retail and convenience/forecourt sectors. Success in this role depends on managing a newly established portfolio of Coffee To Go accounts across petrol forecourt and convenience stores, ensuring customer satisfaction, account profitability and debt management, as well as building and closing a pipeline of new business prospects. The ability to network and build strong relationships both internally and externally is key, along with a can-do and winning mindset.

What's in it for you?

• Competitive salary
• Sales Improvement plan - £16k possible
• Car Allowance or car
• Wellbeing bonus package
• Company pension
• Life assurance
• Many more benefits

60% New Business Acquisition

• Deliver machine placements and NSV/EBIT targets from newly signed deals.
• Generate and progress a qualified pipeline, ensuring accuracy within Salesforce reporting.
• Build expansive regional networks and contact strategies through strong relationship-building skills.
• Attend trade shows and supplier events to expand networks within the convenience and forecourt market, supporting channel growth and KPIs.
• Provide strategic insight to support the development of the C2G channel and broaden the appeal of Lavazza’s proposition.
• Support the mobilisation of new contract wins, working closely with marketing and/or external suppliers as required.
• Contribution of sharing larger opportunities to support and grow the national pipeline for the C2G channel.

40% Existing Account Retention and Growth

• Undertake site visits selectively, driven by commercial triggers (CPD growth, escalation, renewals).
• Use internal data and telemetry analysis to drive necessary action in the field.
• Maintain effective commercial relationships across a defined regional account base.
• Undertake site reviews using a mix of in-person visits and remote engagement (phone/video), ensuring sensible use of technology to maximize return on time and travel efficiency.
• Collaborate with trade marketing to create initiatives that drive customer revenue and engagement, fostering long-term partnerships.
• Drive customer retention, ensuring machines remain in contract and retail partners adhere to purchasing commitments.
• Demonstrate strong commercial and financial skills and acumen.
• Apply effective, strategic account management skills to increase profitability and improve the financial shape of the C2G channel.
• Own commercial escalation and resolution, including any debt management where required, engaging internal teams where required.
• Travel as required, including multi-day trips.

Relationship building is essential within this role:

• Internal

• C2G Team: Drive growth and awareness of the Lavazza C2G brand, grow a pipeline of opportunities, and deliver profitable new business contracts.
• Marketing: Collaborate on customer promotions to drive revenue, volume, and engagement.
• Finance: Partner with finance teams to build commercial models supporting new business acquisition and maximising revenue and profitability.
• Telemarketing: Review organic traffic and lead qualification processes with the telemarketing lead as needed.
• CSC & Technical: Liaise with Customer Service and Technical teams to support customer needs and the C2G audit process.

• Customers: Ensure customers receive an excellent experience when partnering with Lavazza in the C2G space, providing the highest standards of account management.
• Suppliers: Work with suppliers, under the guidance of the Head of Coffee To Go, to maintain detailed knowledge of propositions and deliver an authentic customer experience.

Skills Needed include

• Proven convenience/forecourt sales experience with the ability to build rapport and effective relationships at all levels. ESSENTIAL
• Competence in internal stakeholder management, building relationships to support C2G channel growth.
• Strong regional selling capability within convenience and forecourt environments, with a robust track record in account management and new business acquisition.
• Customer-focused, with strong diplomacy and tact.
• Ability to work independently and as part of a team to achieve goals and targets.
• Strong verbal and written communication skills.
• Skilled negotiator in challenging situations with both external and internal customers to achieve business goals.
• Ability to provide timely, high-quality, and appropriately detailed account and results information.
• Excellent presentation and negotiation skills, focusing on the needs of prospective customers.
• High adaptability, working within a dynamic and evolving channel.
• Robust numerical analysis skills.

Competencies Needed include

• Understanding of the Coffee To Go and Convenience/Forecourt sectors, new business acquisition, and account management/development.
• Staying informed about industry trends, competitor activities, and market developments.
• Understanding customer requirements through direct selling experience.
• High standards of administration, time management, and personal presentation.
• Strong business acumen.
• Attention to detail, planning, self-discipline, and tenacity.
• Ability to problem-solve and make decisions as required.
• Act as an ambassador for the Lavazza Coffee To Go brand.
• Bean-to-cup/coffee knowledge is advantageous.

The successful applicant will be required to complete a DBS check and provide references.

Benefits:

• Additional leave
• Canteen
• Company events
• Company pension
• Cycle to work scheme
• Employee discount
• Free parking
• Health & wellbeing programme
• Life insurance
• On-site gym
• On-site parking
• Private dental insurance
• Private medical insurance
• Sick pay
• Work from home

Education:

• A-Level or equivalent (preferred)

Experience:

• Account management: 5 years (required)
• Sales development: 5 years

Work Location: On the road with regular visits to head office in Basingstoke, North Hampshire