An exciting opportunity has arisen to join our UK Leadership Team at LAVAZZA Professional located in Basingstoke, North Hampshire.
Why LAVAZZA Professional?
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. We offer products of superior quality, obtained through a sustainable model based on innovation, passion and expertise.
At Lavazza Professional, our goal is to fuel workplace productivity and wellness, proudly serving premium Lavazza coffee from our Multi-drink and Barista Collection systems, our industry leading, versatile office coffee and vending technologies offer tailored options to fit any workspace, any size of business and any industry.
As a company, we have a profound commitment to Sustainability and are proud to announce our “Roadmap to Zero” to completely neutralise the Group’s carbon footprint by the end of 2030. You can be proud to join a company dedicated to sustainability, innovation, and employee development.
The Package –
Competitive salary plus annual bonus scheme
Car allowance
Well Being Package
Company Pension
Private Medical cover
Life assurance
Generous benefit package
The role – UK Sales Director
Reporting to the UK Business Leader, this role is a member of the UK Market Leadership Team.
The role is supported by a team of 3 Regional Sales Managers, creating new business deals and managing large account customer retention, with the smaller customers in the local channel managed through the office-based Customer Account Manager (CAM) Team.
The direct Local Channel accounts for approx. 30% of our UK Market Net Sales and is a critical pillar for the UK business strategic plan, supporting the overall growth and earnings targets in the coming years.
The Local Sales Director is responsible for leading the local sales team of 25 associates to deliver the sales and profitability objectives of the channel, through the successful sourcing and conversion of new business prospects and the retention and expansion of the existing Lavazza Professional customer base.
The role leads and manages all aspects of the local sales funnel, driving a strong lead generation process (in collaboration with the UK Marketing Director), generating quality customer appointments and converting them into profitable, sustainable business partnerships.
Budgeting
In collaboration with Commercial Finance, they define and manage the local channel sales targets, and overhead budgets on an annual basis, accurately forecasting the year’s delivery of new business, repeat machines and drinks volumes and associated revenues and margins.
Sales tools and compensation plans
The Local Sales Director will work on continuously improving the Local sales approach to be able to land the best quality business whilst retaining existing Local Accounts. The role holder will work collaboratively with other functions to develop the right sales materials, strategies and compensation plans that will drive the right behaviors and deliver the planned results.
Strategy Development
As a collaborative member within the UK Leadership team, the role influences business strategy by identifying and sharing market trends, shaping new solutions & competitive differentiation to grow the Lavazza Professional portfolio of offerings, services and business opportunities.
Leadership
The Local Sales Director will lead, engage and develop the functional sales capabilities and productivity of their team to deliver top-line growth and improvements in channel profitability year on year. Through visible leadership and regular, engaging communication, they will model the Lavazza values of Authenticity, Passion for Excellence, Inventiveness and Responsibility.
Skills Required include:
Collaboration & Partnership
The ability to encourage positive teamwork and a cross-functional way of working, including everyone in daily activities. It involves building a diverse network inside and outside the organization and effectively integrating different points of view to create shared value.
Problem Solving & Decision-Making
The ability to make effective decisions, even in absence of complete information, balancing fact-based/data-driven approach with creativity and being accountable for outcomes and risks.
Customer Orientation
The ability to manage the needs and expectations of customers (clients, colleagues, other stakeholders). This involves the ability to develop/improve/innovate products, services and processes, measure the results achieved and value created and quickly adjust actions accordingly.
Big Picture & Vision
Has a broad understanding of the business/industry and the direction of the Lavazza Group, monitoring market trends and external factors. Finally, it requires an integrated knowledge of the Group’s organization, processes and dynamics, the ability to identify interconnections and, most importantly, how their role directly impacts the Group context.
Leading People
Leading People is the ability to motivate and inspire others, give meaning to actions, create a “free and safe” work environment and support team members in their professional development. Finally, it involves the ability to assign SMART goals to team members, readjust their workload and priorities (if necessary), delegate and use mistakes as opportunities for growth, providing and seeking continuous feedback.
ESSENTIAL -Leadership & interpersonal skills across all teams and operating levels
ESSENTIAL Ability to negotiate at a senior level both internally & externally
ESSENTIAL - Strong financial and analytical approach underpinned through evidence-based decision making
ESSENTIAL -Demonstration of Sales KPI & Sales funnel application and management
The successful candidate will be required to complete and satisfy full back ground checks which will include a DBS check.
Candidates must understand that we are based in Basingstoke, North Hampshire and this is where they will be based.
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