Regional Sales Manager - 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 and 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 role responsible for maintaining and growing the availability of Lavazza products within an assigned territory.

This role partners with Regional Sales Managers, National Account Managers, distributors, and cross-functional teams to expand distribution, strengthen customer relationships, 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: Within one hour of Boston, MA; Exton, PA; or Washington, D.C.

Work model: Remote

Travel: Up to 75% within assigned territory (Maryland through Maine, not including New York City)

Job Responsibilities

• Develop and execute annual business plans for assigned distributors and customers to drive revenue growth, profitability, and share gains
• Identify and pursue new customer opportunities through market knowledge, distributor partnerships, professional networking, lead generation, and cold calling.
• Establish sales territories, budgets, goals, risk profiles, and objectives for assigned customers.
• Monitor and report on market conditions, distributor performance, financial viability, and customer accounts receivable against company guidelines.
• Partner with Finance to develop contingency plans that support assigned customer and territory goals.
• Execute in-market activities with distributor partners that deliver against plan key performance indicators.
• Prepare and present annual distributor business reviews for major market and high-priority distributors, with mutually aligned plans reviewed quarterly.
• Provide business insights, plan updates, and feedback to internal and external stakeholders each period using Salesforce and related reporting tools.
• Collaborate with Marketing, Research and Development, Finance, Customer Service, and Demand Planning to support customer needs and commercial execution.
• Manage time, resources, and assigned budgets effectively while working in market.

Professional Qualifications

• Bachelor’s degree in Business, Marketing, Sales, or a related field; or equivalent professional experience.
• 2+ years of experience selling within the food and beverage industry; coffee or beverage experience preferred.
• 2+ years of experience managing trade funds, customer budgets, or territory budgets.
• 2+ years of experience in direct customer-facing sales.
• Experience working with distributors, regional operators, or channel partners.
• Experience developing customer business plans, sales forecasts, account reviews, or territory plans.
• Experience using customer relationship management (CRM) systems such as Salesforce and business intelligence tools such as Power BI.
• Experience presenting business opportunities, performance insights, and recommendations to internal or external stakeholders.

Benefits and 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.