Business Development Manager - OP & E-Comm

About the Group From a small store in Turin to a large, internationally recognized group: we are present in 90 countries around the world, with over 5,000 employees and 30 companies, managed directly and indirectly by the Luigi Lavazza Spa parent company, which distribute and market our products and coffee machines. In addition to Lavazza, the following brands are also part of our Group: Carte Noire, Merrild, Kicking Horse, Eraclea and Whittington tea. Joining Lavazza means doing business with passion, knowing that the impact of our work goes beyond the quality of the production chain. We are a big family and are constantly looking for new talents who share our values and can enrich our team. We combine competitiveness with social and environmental responsibility as we create superior quality products available for consumption both at home and out of home, and distributed through all channels: Retail, Foodservice, Office Coffee Service (OCS), and Vending. Our strong, diversified presence enables us to offer consumers and clients perfectly suited solutions, for any occasion and time of day. Job Overview The B2B E-Commerce and Office Products team at Lavazza North America supports the company’s growth strategy by expanding distribution, strengthening commercial partnerships, and improving the digital customer experience across business-to-business channels. The team works across Office Products distributors, key marketplaces, and direct customer platforms to optimize product presence, channel performance, pricing, merchandising, and execution while partnering closely with Sales, Marketing, Finance, Operations, Demand Planning, and B2C teams. The Office Products and E-Commerce Business Development Manager is responsible for developing and executing strategies that grow Lavazza’s presence across B2B e-commerce channels and Office Products accounts. This role manages channel performance, commercial planning, pricing, digital merchandising, joint business planning, analytics, and customer engagement to achieve revenue, profitability, and market share objectives. The position partners cross-functionally to improve customer site conditions, align forecasts and promotions, and support lead generation and in-market execution. Work location: East Coast preferred Work model: Remote Travel: 25% Job Responsibilities Develop and execute B2B E-Commerce and Office Products channel strategies that drive sales growth, market share expansion, and new account opportunities. Manage channel performance, sales forecasting, budgeting, revenue targets, profitability targets, and customer economics in partnership with Finance. Build data-driven strategic roadmaps using business performance, customer insights, market trends, and competitive activity to improve channel execution. Lead pricing, trade terms, go-to-market plans, and promotional strategies in alignment with Lavazza’s B2B commercial objectives. Oversee product assortment, digital merchandising, and online content in partnership with Marketing to support customer acquisition and retention. Develop and execute joint business plans with key customers and distributor partners to align objectives, initiatives, and performance metrics. Analyze traffic, conversion, sales drivers, customer site conditions, and channel key performance indicators to identify insights and recommend action plans. Collaborate with Operations, Demand Planning, Marketing, Sales, B2C, and Telesales teams to align forecasting, product availability, promotions, and lead generation. Lead negotiations and customer business reviews using data-driven insights to protect brand positioning and deliver mutual value. Professional Qualifications Bachelor’s degree in Business, Marketing, eCommerce, Sales, or a related field; or equivalent professional experience. 4-6 years of experience in customer-facing key account management, sales account management, or channel management within the consumer packaged goods industry; coffee or beverage experience preferred. 4-6 years of experience managing e-commerce sales, marketplace accounts, digital merchandising, or B2B online channels. 2+ years of experience selling into or managing Office Products, Office Coffee Service, distributor, or B2B commercial channels. Experience owning sales forecasts, budgets, revenue targets, profitability targets, pricing strategy, trade terms, or promotional plans. Experience developing joint business plans, conducting customer business reviews, and negotiating commercial agreements with key accounts or channel partners. Experience analyzing traffic, conversion, sales performance, customer insights, and market trends to develop recommendations and action plans. Experience working cross-functionally with Finance, Marketing, Operations, Demand Planning, Sales, or commercial strategy teams to execute channel initiatives. Benefits & Perks Competitive Medical, Vision, Dental Benefits 401K Package Employee Assistance Program Hybrid Work Schedule Ability to be barista certified Tuition Reimbursement Performance Development Plans Employee Discounts Summer Friday’s (Memorial Day Weekend – Labor Day Weekend) Flexible business casual dress code - jean friendly! Free coffee, anytime! Lavazza is an equal opportunity employer that is committed to diversity and inclusion in the workplace. Lavazza prohibits discrimination and harassment of any type and affords equal employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.