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Key Account Manager

2 months ago

Basingstoke Hampshire, United Kingdom Lavazza Professional UK Full time

An exciting opportunity has arisen to join our Coffee to Go Team at LAVAZZA Professional as a Key Account Manager covering the South of the UK and the candidate will be based in this area.

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.

Role Overview:

Reporting directly to the Head of Coffee to Go, you'll drive business development and manage all accounts that you win. This role offers a unique opportunity to make a substantial impact on LAVAZZA’s growth in the dynamic out-of-home retail and convenience/forecourt sectors.

Our ambition is to be the #2 player within the UK Coffee To Go market; therefore, a truly ambitious and hungry self-starter is required.

Critical to the success of this role will be the ability to continually build and close an evolving pipeline of NB prospects. Customer opportunities will generally be self-generated (although there will be some organic traffic) and managed from lead through to contract mobilisation. The ability to network and build strong relationships both internally and externally will be key to this role, as well as a can-do and a winning mindset.

Key Responsibilities:

  • New Business Acquisition (80%):
  • Generate and close new business opportunities.
  • Secure machine placements and achieve NSV/EBIT targets.
  • Build strong relationships and a wide network within the convenience and forecourt market.
  • Attend trade shows and supplier events to drive new business opportunities.
  • Provide strategic insights to expand Lavazza’s C2G offerings.
  • Support the launch of new contracts, collaborating with marketing and external suppliers.
  • Effective prospect pipeline development and management.
  • Existing Account Retention and Growth (20%):
  • Develop and maintain strong client relationships.
  • Identify upselling opportunities and improve customer engagement.
  • Demonstrate effective, strategic account management skills that increase LAVAZZA’s share of the customer wallet and improves the financial shape of the C2G channel.
  • Conduct regular periodical account reviews and ensure customer satisfaction with all accounts
  • Manage accounts and reporting efficiently via Salesforce.
  • Deliver excellent customer service and support/handle customer service enquiries in a professional and timely manner.

What We're Looking For:

Skills

Proven convenience/forecourt sales experience with ability to build rapport and effective relationships at all levels.

Competent at internal stakeholder management, effectively building relationships to support the growth of the C2G channel.

Excellent sales skills at both a Local and a National level, backed up with a robust New Business sales track record at all levels.

Customer focused, with a command of the use of diplomacy and tact.

Ability to work alone as well as in a team to achieve common and personal goals and targets.

Strong verbal & written communications skills.

Can demonstrate an ability to be able to negotiate skilfully in tough situations with both external and internal customers to achieve against business goals and targets

Can provide account and results information to both external and internal customers that is timely, of high quality and appropriate detail.

Excellent presentation and negotiation skills, that focuses on the needs of the prospect customer

Robust numerical analysis skills

Competencies

Demonstrate an understanding of the Coffee To Go and Convenience/Forecourt sectors, new business acquisition and account management/development.

Stay informed about industry trends, competitor activities, and market developments.

Understanding of customer requirements through direct selling experience

High standards of administration, time management and personal presentation

Strong business acumen

Demonstrates strong attention to detail, planning, self-discipline and tenacity.

Ability to problem solve and make decisions as required to resolve issues.

Competitive Salary offered with car allowance and bonus scheme.

The successful candidate will be required to complete the necessary background checks and satisfy a DBS check