Apply on Employer Site

Lavazza Group · 1 week ago

Sr. Customer Development Manager - Mass & Club

West Chester, PA

Full-time

Hybrid

Senior Level

5+ years exp

Lavazza Group is a large, internationally recognized company present in 90 countries, known for its quality coffee products. The Sr. Customer Development Manager will lead customer-level planning and execution in Mass & Club channels, ensuring alignment with internal timelines and strategic customer engagement.

CoffeeFood and BeverageManufacturing

Responsibilities

Lead customer-level 4P management in collaboration with cross-functional teams including Lavazza and Broker partners – Sales, Marketing, RGM, Broker Partner

Lead monthly category and assortment reviews to identify opportunities and gaps and course correction plans

Deliver customer-specific category and brand insights, actions, and course correction plans

Coordinate execution of critical promotional periods and ensure readiness

Lead monthly internal Customer Business Reviews (CBR) to align on performance and priorities

Support Sales Team and Brokers in customer meetings with strategic insights and materials

Define and communicate customer planning calendars aligned with Joint Business Planning (JBP) processes

Establish quarterly/bi-annual Customer Business Reviews to support strategic mid/long term planning

Lead development of customer annual selling stories and support customer meetings as needed

Partner with Activation Home associate to define and maintain the Customer Picture of Success (PICOS)

Align customer activation plans and budget to amplify National Marketing key focus periods and customer key focus periods to drive performance KPIs

Evaluate program effectiveness and ROI to recommend optimization strategies for future activations

Partner with Activation Home associate and agency to ensure flawless program execution

Align with National Category Management on strategic principles and cascade relevant guidance to customer level

Manage key stakeholders to ensure alignment and execution to achieve customer objectives and align internal leadership to customer-specific strategies, KPIs, and execution plans – Leadership, Marketing, Sales, RGM, Channel Strategy

Contribute to Local/HQ Business Reviews to communicate customer updates, wins, and risks across the organization

Collaborate with RGM, Sales, and Finance to establish sustainable customer P&Ls and co-pilot customer planning tools (TPM/Salesforce) in partnership with cross functional team

Qualification

CPG Trade MarketingCategory ManagementSales PlanningSyndicated Data ToolsMS OfficeRetail/e-retail ExperienceInfluence SkillsAgilityWritten CommunicationVerbal CommunicationCollaboration SkillsStorytelling

Required

Four year degree from an accredited institution or applicable experience

5+ years working experience in CPG Trade Marketing, Category Management, Sales, Sales Planning or Marketing required

Experience supporting Retail/e-retail channels and customers required

Intermediate/Advanced skills in MS Office (Excel, PPT) required

Experience with syndicated data tools for Retail, examples - Nielsen, IRI, Numerator, etc

Experience with syndicated data tools for eComm, examples - Amazon Retail Analytics, Market Share, Helium, etc

Must be able to effectively function in matrix organization and leverage influence and negotiation skills to drive effective cross functional collaboration

Strong written and verbal communication skills; comfortable presenting (virtually and in-person) to Executive Leadership and cross functional leadership and peers

Strong story telling capabilities to diagnosis complex business issues, visualize the data, identify the insights, and recommend clear action plans

Ability to work in an environment of tight deadlines, and to consistently challenge and be challenged on performance results

Highly agile and thrives in a fast paced working environment with an entrepreneurial mindset

Strong collaboration and influence skills with the ability to work well cross functionally with all levels of the organization - peers to Executives