Regional Sales Manager - Office Coffee Services (OCS)

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 Away from Home (AFH) Sales team at Lavazza North America is driving an ambitious growth strategy to expand market share across North America, with a strong focus on the Office Coffee Service (OCS) channel. This channel plays a critical role in building Lavazza’s Away from Home presence by delivering tailored solutions - spanning coffee, equipment, and branded programs - through distributor partnerships and regional operators. The team is focused on expanding distribution, strengthening key accounts, and improving in-market execution.

The Regional Sales Manager - OCS is an individual contributor responsible for managing distributor relationships and growing Lavazza’s presence within an assigned territory. This role partners closely with a team of Regional Sales Managers, National Account Managers, and cross-functional teams to drive distribution, execute commercial plans, and achieve sales and profitability targets, as well as oversee and improve the in-field setup and execution of Lavazza solutions across assigned customer locations. Success in this role requires strong territory management, distributor engagement, and the ability to identify and convert new business opportunities.

Work location: Must be based in Charlotte or Raleigh, NC

Work model: Remote

Travel requirement: Travel requirement: Up to 75% within assigned territory (Mid-South territory including North Carolina, South Carolina, Virgina, West Virginia, Kentucky, Tennessee)

JOB RESPONSIBILITIES

• Develop and execute annual business plans for assigned distributors and customers to drive revenue growth, profitability, and share gains 
• Identify, prospect, and secure new OCS customers through distributor partnerships, networking, and direct outreach 
• Manage and expand distribution within assigned territory by leveraging market insights and local relationships 
• Conduct regular in-market visits with distributor partners to support execution against sales goals and key performance indicators 
• Analyze distributor performance, market trends, and financial metrics to identify risks and growth opportunities 
• Build and deliver quarterly and annual business reviews with key distributors, including performance results and forward-looking plans 
• Manage trade spend and budgets in alignment with company financial targets and ROI expectations 
• Monitor accounts receivable performance to ensure compliance with company guidelines 
• Collaborate with cross-functional teams (Marketing, Finance, Demand Planning, Customer Service, R&D) to support commercialization and customer needs 
• Maintain accurate sales activity, pipeline, and performance tracking in CRM tools (e.g., Salesforce)

PROFESSIONAL QUALIFICATIONS

• Bachelor’s degree in Business, Marketing, or a related field; or equivalent professional experience 
• 2-5 years of experience in sales, business development, or account management within the CPG industry; coffee or beverage experience preferred 
• 2+ years of experience selling through distributor networks and managing distributor relationships 
• Demonstrated experience in direct customer-facing sales and territory management 
• Experience developing business plans and conducting customer or distributor business reviews 
• Experience managing trade funds, budgets, and financial performance metrics 
• Proficiency with CRM systems (e.g., Salesforce) and sales reporting tools 
• Experience analyzing sales performance, market data, and customer insights to inform decisions

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.