New Business Development Manager- Premium Coffee Sales (Hotels/Restaurants/Institutions)

Join a company built on Quality, Ethics, and Sustainability. B-Corp Certified. illy caffè North America (ICNA) is seeking an exceptionally talented sales professional to join our team as the Business Development Manager- On Premise (Restaurants/Hotels/B&I/Cafes) for the Orange, San Diego County and Inland Empire areas. The Business Development Manager is responsible for leading the implementation of the sales strategy across multiple routes-to-market focused on growing revenues and profitability for the market.

illycaffè is an Italian family-owned company, founded in Trieste in 1933 with the mission to offer the best coffee to the world. Every day, cups of illy coffee are served around the globe, in cafés, restaurants, and hotels, in single-brand cafés and shops, at home, and in the office, in which the company is present through subsidiaries and distributors. Since its foundation, illycaffè has oriented its strategies towards a sustainable business model by adopting the status of a Benefit Company and, in 2021 became the first Italian coffee company to obtain the international B Corp certification. Since 2013 the company has also one of the World's Most Ethical Companies. Everything that is “made in illy” is about beauty and art, the founding principles of the brand, starting from its logo, designed by artist James Rosenquist, up to illy Art Collection cups, decorated by international artists, or coffee machines designed by internationally renowned designers. To spread the culture of quality to growers, baristas, and coffee lovers, the company has developed its Università del Caffè which today holds courses in countries around the world https://www.illy.com/

Core Responsibilities:

The New Business Development Manager (BDM) is responsible for leading the implementation of our On-Premises sales strategy across multiple routes to market in the Orange, San Diego County and Inland Empire areas and growing the revenue and profitability of the same. This position will focus on cherry picking new business accounts and chains (Hotels, Restaurants, Café’s Universities, Hospitals and B&I ) from a target list that needs to be created and kept up to date on a monthly basis, the list will comprehend local targets as well as targets from national accounts and or partnering buying groups (Avendra – Foodbuy – HSM etc.). The position requires a thorough knowledge of the illy brand and its benefits, yield and all of our capabilities, conduct presentations demonstrations and coffee tastings aimed at acquiring new qualified accounts. The manager needs to comply with routine administrative requirements on an accurate and timely basis, such as Monthly reporting, compiling, and keeping up to date their “pipeline” etc. This position also requires to collaborate with the local distributor sales team on account acquisition within their portfolio.

Acquisition of accounts:

• Maintains the Branch pipeline of prospective target accounts and updates the list monthly with new and disqualified targets
• Develops and implements plans to ensure they meet acquisition and revenue goals for the year
• Develops and presents compelling sales presentations and proposals to secure new business in: Hotels, restaurants, cafes, business & industry, Hospitals, and Universities
• Visits targeted accounts independently and/or with Distributor reps to meet decision-makers
• Presents illy brand story and performs tastings with decision-makers for all new qualifying leads and events
• Determines account coffee equipment needs
• Prepares account proposals and follows up on all On-Premises proposals
• Understands illy P&L analyses and performs and submits analysis to the team for approval independently
• Effectively handles all sales leads
• Works effectively with distributor teams to develop target lists and secure account appointments

Account Admin:

• Ensures accurate completion of new account opening paperwork and submits equipment orders to our machine order processing department (CRM)
• Coordinates with distributors and illy team (direct) account set up to ensure that all coffee orders are placed properly moving forward, also place POS items orders
• Introduces and collaborates with the internal technical services team to ensure a seamless transition, installation, and training of the new account

Monthly Admin & Procedures:

• Accurately completes monthly sales pipeline & tracking reports, including new distributor accounts and lost accounts
• Analyzes monthly spending reports and reports inaccuracies
• Monitors distributor's depletions of newly acquired accounts monthly

Budgets:

• Manages personal T&E
• Works with the Regional Manager to understand equipment/value and marketing budget to correctly allocate and operate within company parameters with all customer proposals

Skills, Knowledge and Experience:

• A BA Degree in a related field, with 5 years of experience selling food/beverage in the On-Premises Channel
• Proven account acquisition skills
• Deep market knowledge with a wealth of existing relationships; Los Angeles market and On-premise
• Ability to forecast sales and understand P&Ls
• Strong communication, presentation, and leadership skills
• Fast learner, who is results-oriented
• Adaptive Person
• Strong relationship builder
• Self-motivated
• Strong time management, organizational Skills, / Planning skills
• Must reside near the Orange, San Diego County and Inland Empire markets & willing to travel throughout the territory as needed
• Must have strong technical software skills, MS Office Suite (Excel, Word, Outlook, PowerPoint)