LAVAZZA GROUP
Awakening a better world every morning

Respect for people and the environment. This is the fullest expression of our worldwide coffee family’s commitment to make our world a better place, every day.

We offer products of superior quality, obtained through a sustainable model based on innovation, passion and expertise.  

We're a Group born of the entrepreneurial passion of an old Italian family, the Lavazzas, and now one of the leading players on the global coffee scene, with a turnover of €3.1 billion and a portfolio of brands that lead their respective markets, such as Lavazza, Carte Noire, Merrild and Kicking Horse.

We're active in all business sectors and have operations in 140 markets, with 8 manufacturing plants in 5 countries and over 5.500 collaborators all over the world.

Our global presence is the result of over 125 years of growth, achieved by investing in research and innovation, with a constant focus on the topic of sustainability.

Today, the over 30 billion cups of Lavazza coffee produced every year are a testament to a remarkable success story.

We are looking for a Retail Sales Manager for our Benelux Region.

The candidate will be responsible of the whole Retail business in the Benelux Region from sales point of view, managing the distributor network (3 distributors), ensuring their compliance and their customers’ compliance to Lavazza guidelines and strategy.

ROLES AND RESPONSABILITIES:

• Creating a close relationship with the distributors ensuring common trust and requested process and flows, guaranteeing the proper physical presence in the countries of responsibility
• In charge of Retail P&L and responsible for targets achievement in terms of Volumes, Revenues and Margin working in close coordination with Finance department and Credit management department
• In full charge of the whole Value Chain, starting from Lavazza pricing definition to distributors till arriving to final price to consumer ensuring a healthy and sustainable distributor value chain in the between
• Creating a proper mechanism of Pay of Performance and financial support system for the distributors to drive their efforts to the desired direction
• Working in strong contact with distributors, responsible of the implementation of the agreed commercial strategy working through the main enablers (Distributions, assortment, pricing and promotion)
• Sales KPI monitoring both internal (volumes, revenues), such as Market KPIs (Nielsen) to check the coherence vs requested targets and promptly intervenes with corrective actions where needed
• Assisting the distributors, together with Marketing dept., in trade negotiation of all the above bringing category and brand knowledge
• Working in close coordination with Marketing department making sure the proper coordination between sales and marketing activities on the field
• Partnering closely with Demand Planning to drive fact-based decisions and forecast accuracy as part of the monthly S&OP process
• Lead Monthly Business Reviews with the Leadership Team sharing current performances, alignment vs objectives, risks and opps

Sales Location: Netherlands, Belgium and Luxembourg
Location of the candidate: Rotterdam, Amsterdam or Bruxelles

PROFILE & COMPETENCES REQUESTED :

• +6/8 years experience in Sales, Business Development
• Expertise in FMCG
• Expertise in Distributor model management Skills will be considered as a plus
• Negotiation capabilities
• Analytical and structure-oriented mind
• Intermediate/Advanced skills in MS Office (Excel, PPT)
• Languages: Dutch (mother tongue), English and French (Fluent)