Business Development Manager - OP & E-Comm

Lavazza North America Inc; United States; Hybrid; USD 90,000 - 120,000; Full time

Benefits offered by this job

401K Package

Employee Assistance Program

Hybrid Work Schedule

Tuition Reimbursement

Performance Development Plans

Employee Discounts

Flexible business casual dress code -

Free coffee, anytime!

Job summary

Lavazza North America Inc. is seeking a Business Development Manager for OP & E-Comm on the East Coast. You will drive B2B e‑commerce growth, optimize office products channels, and lead cross‑functional initiatives with Sales, Marketing, Finance, and Operations.

Travel up to 25% and a hybrid work schedule are supported by Lavazza. Required are 4–6 years in key account or channel management and 4–6 years in e‑commerce or B2B online channels, plus a Bachelor’s degree.

Qualifications

• Bachelor’s degree in Business, Marketing, eCommerce, or related field.
• 4–6 years in customer-facing key account management, sales or channel management.
• 4–6 years in e-commerce sales, marketplace accounts, digital merchandising, or B2B online channels.
• 2+ years selling into Office Products, Office Coffee Service, or B2B channels.
• Experience owning forecasts, budgets, revenue targets, pricing or promotions.
• Experience developing joint business plans and negotiating with key accounts.
• Experience analyzing traffic, conversion, and market trends.
• Cross-functional collaboration with Finance, Marketing, Operations, Demand Planning, Sales.

Responsibilities

• Develop and execute B2B E-Commerce and Office Products channel strategies to drive sales.
• Manage channel performance, forecasting, budgeting, revenue targets, and profitability with Finance.
• Create data-driven roadmaps from performance data and market trends.
• Lead pricing, trade terms, go-to-market plans, and promotions aligned to objectives.
• Oversee product assortment and digital content with Marketing for acquisition.
• Develop joint business plans with key customers and distributors.
• Analyze traffic, conversion, and KPIs to identify actions.
• Collaborate with Ops, Demand Planning, Marketing, Sales, B2C, Telesales.
• Lead negotiations and business reviews with accounts.

Skills

Key account management

Sales account management

Channel management

E-commerce sales

Marketplace accounts

Digital merchandising

B2B online channels

Office Products channel

Office Coffee Service

Forecasting

Education

Bachelor’s degree in Business, Marketing, eCommerce, or related field

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Business Development Manager - OP & E-Comm

US

30+ days ago Requisition ID: 1011

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 our 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 B2B E-Commerce and Office Products team at Lavazza North America supports the company’s growth strategy by expanding distribution, strengthening commercial partnerships, and improving the digital customer experience across business-to-business channels. The team works across Office Products distributors, key marketplaces, and direct customer platforms to optimize product presence, channel performance, pricing, merchandising, and execution while partnering closely with Sales, Marketing, Finance, Operations, Demand Planning, and B2C teams.

The Office Products and E-Commerce Business Development Manager is responsible for developing and executing strategies that grow Lavazza’s presence across B2B e-commerce channels and Office Products accounts. This role manages channel performance, commercial planning, pricing, digital merchandising, joint business planning, analytics, and customer engagement to achieve revenue, profitability, and market share objectives. The position partners cross-functionally to improve customer site conditions, align forecasts and promotions, and support lead generation and in-market execution.

Work location: East Coast preferred

Travel: 25%

Job Responsibilities

Develop and execute B2B E-Commerce and Office Products channel strategies that drive sales growth, market share expansion, and new account opportunities.

Manage channel performance, sales forecasting, budgeting, revenue targets, profitability targets, and customer economics in partnership with Finance.

Build data-driven strategic roadmaps using business performance, customer insights, market trends, and competitive activity to improve channel execution.

Lead pricing, trade terms, go-to-market plans, and promotional strategies in alignment with Lavazza’s B2B commercial objectives.

Oversee product assortment, digital merchandising, and online content in partnership with Marketing to support customer acquisition and retention.

Develop and execute joint business plans with key customers and distributor partners to align objectives, initiatives, and performance metrics.

Analyze traffic, conversion, sales drivers, customer site conditions, and channel key performance indicators to identify insights and recommend action plans.

Collaborate with Operations, Demand Planning, Marketing, Sales, B2C, and Telesales teams to align forecasting, product availability, promotions, and lead generation.

Lead negotiations and customer business reviews using data-driven insights to protect brand positioning and deliver mutual value.

Professional Qualifications

Bachelor’s degree in Business, Marketing, eCommerce, Sales, or a related field; or equivalent professional experience.

4-6 years of experience in customer-facing key account management, sales account management, or channel management within the consumer packaged goods industry; coffee or beverage experience preferred.

4-6 years of experience managing e-commerce sales, marketplace accounts, digital merchandising, or B2B online channels.

2+ years of experience selling into or managing Office Products, Office Coffee Service, distributor, or B2B commercial channels.

Experience owning sales forecasts, budgets, revenue targets, profitability targets, pricing strategy, trade terms, or promotional plans.

Experience developing joint business plans, conducting customer business reviews, and negotiating commercial agreements with key accounts or channel partners.

Experience analyzing traffic, conversion, sales performance, customer insights, and market trends to develop recommendations and action plans.

Experience working cross-functionally with Finance, Marketing, Operations, Demand Planning, Sales, or commercial strategy teams to execute channel initiatives.

401K Package

Employee Assistance Program

Hybrid Work Schedule

Ability to be barista certified

Tuition Reimbursement

Performance Development Plans

Employee Discounts

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.