About The Position
illycaffè
is an Italian family-owned company, founded in Trieste in 1933. Its
mission has always been to offer the best coffee to the world.
Illycaffè produces a unique 100% Arabica blend, combining 9 of the
best varieties in the world, selected by illycaffè: every day 8
million cups of illy coffee are served in over 140 countries around
the globe, in the cafés, restaurants and hotels, in single-brand
cafés and shops, at home. As a result of its innovations, illycaffè
contributes to the coffee technology progress at global level. In
1991, the “Premio Ernesto Illy de qualidade sustentavel do cafè
para espresso” was launched in Brazil for quality espresso coffee.
Illycaffè has contributed to the sharing of the know-how, paying
growers a premium price for the best quality selected by illycaffè.
Since 2016, with the “Ernesto Illy International Coffee Award”, the
company has celebrated coffee growers all over the world that,
according to illy, have produced the best sustainable coffee. Since
2013, the company has been in the list of the World Most Ethical
Companies. In 2019, it enhanced its commitment to pursue a
sustainable business model integrating the interest of people with
the environment, adopting the status of Società Benefit (Benefit
Company) and adding this commitment into its own bylaws. In 2021,
illycaffè was the first Italian company in the coffee sector to
obtain the international certification as B Corp as a result of its
commitment to comply with the highest standards of social and
environmental performance. The company also founded the University
of Coffee, which has the objective of sharing culture at all
levels, offering a comprehensive and practical training to growers,
baristas and coffee lovers. Everything that is “made in illy” is
about beauty and art, the founding principles of the brand,
starting from its logo, designed by artist James Rosenquist, up to
illy Art Collection cups, decorated by over 100 international
artists. There are 261 illy single-brand shops in over 40 countries
all over the world. In 2021, Rhone Capital became a minority
shareholder of illycaffè with the aim of contributing to the
company’s international growth plans. To learn more visit
illy.com
Job Summary
The New England Branch Sales Manager is
responsible for driving on premise growth across multiple routes to
market in the New England region by compounded 25% over the next
three years. The Branch Sales Manager runs the day to day function
of our direct to customer distribution, as well as manages two
distributors for Boston, Rhode Island, and Connecticut. The
position is very hands on and requires heavy account acquisition
and maintenance as a core function. The primary responsibility of
the Branch Sales Manager is to develop and leverage trade
relationships and to provide support in assigned customers within a
defined geography to grow distribution and velocity that will drive
significant revenue & margin growth for illy caffè, North America.
This person will also act as a liaison between our distributors and
accounts to ensure the proper placement and promotion of illy
retail products. This position will be working 100% On-premise
(HoReCa – Hotels, Restaurants & Cafes).
Key
Responsibilities
- Develop and
implement a plan to ensure we meet our budgeted volume and
acquisition targets for all markets
- Target and qualify
accounts
- Develop and present
compelling sales presentations and proposals to secure new business
in hotels, restaurants and cafes
- Maintain an ongoing
pipeline of perspective target accounts and formalize list
regularly
- Manage distributors
to meet their sales goals and provide day to day support
- Develop our
relationship with all key accounts in geography through effective
formal reviews, brand activation and frequent account quality
checks
- Conduct regular
staff trainings in top accounts across the market to ensure the
quality standards of the brand are being met
- Coordinate all
Quality and Technical service with Technical Manager and/or 3rd
party Technical services partners
- Proactively analyze
sales data and complete all monthly reporting required including
sales trackers, forecasts, market reports, travel and entertainment
expenses as required by region Manager and Headquarters
- Leverage annual
marketing, sales, and travel budgets to capitalize on existing
business and target new business
Qualifications
- Bachelor’s Degree
in marketing or related fields
- Minimum 5-7 years
sales experience with successful track record of managing Sales
On-Premise
- Fast learner-able
to understand complex business
- Must be highly
self-motivated and require little supervision
- Must live in Boston
area and be willing to travel through territory as needed
- Familiarity and
existing relationships within the local landscape (hotels,
restaurants, cafes)
- Experience working
with distributors preferred
- Experience
negotiating with key store level decision-makers, door-keepers and
influencers
- Demonstrated
ability to execute up-sale opportunities that maintain profit
targets
- Demonstrated
ability to develop store level relationships with decision
makers
- Must have strong
computer skills, MS Office Suite
- Focus and Results
Oriented
- Excellent
prioritization and time management skills, planning and
coordinating skills,
- Strong presentation
skills
- Proven track of
relationship building and strong interpersonal skills
- Knowledge of
Italian a plus
- Travel expectation
approximately 30%.
PI175836038
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