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 Austin - San Antonio Metro Area. 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 position is focused on acquiring new business accounts and chains (Hotels, Restaurants, Café’s Universities, Hospitals, and B&I ) from a target list that is maintained every month, the list includes local targets as well as targets from national accounts and or partnering buying groups (Avendra – Foodbuy – HSM, etc..). This position requires a thorough knowledge of the illy brand and its benefits, yield, and capabilities. The manager conducts presentations, demonstrations, and coffee tastings 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 their “pipeline” up to date. This position requires the manager to collaborate with the local distributor sales team on account acquisitions within their illy caffe & Dammann tea portfolio. The manager is responsible for communicating the products’ item codes and any discounts as part of opening new accounts before handing them over to the team. This position is an individual contributor with no direct reports and must be open to trave to Dallas & Houston in pursuit of potential account opportunities when necessary.

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
• 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
• 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
• Strong time management, organizational Skills, / Planning skills
• Must reside in the Austin- San Antonio Texas Metro area
• Must have strong technical software skills, MS Office Suite (Excel, Word, Outlook, PowerPoint)
• Thorough knowledge of the New York Metro Market