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Lavazza Group · 1 day ago

Director of Commercial Strategy - Home Channel

New York, NY

Full-time

Hybrid

Lead/Staff, Director/Executive

5+ years exp

Lavazza Group is an internationally recognized company known for its high-quality coffee products and machines. The Director of Commercial Strategy - Home Channel will lead the strategic roadmap across consumer channels, focusing on driving sustainable growth and optimizing go-to-market strategies, while collaborating with various departments to enhance market share and brand presence in the U.S. and Canadian markets.

CoffeeFood and BeverageManufacturing

Responsibilities

Leads the development and deployment of Home strategic projects

Collaborate with Sales, Demand Planning, and Finance to drive strategic decisions at the Channel level

Leads annual 4Ps planning and review process with Sales, Marketing, Finance and Broker Partner, translating them into 4Ps Customers priorities for execution

Partners with sales for line reviews, annual customer planning and monthly business reviews

Builds strong customer relationships and drive category partnership opportunities

Manages Customer related BTL investments for the Home Channel. Align customer activation plans and budget to amplify National Marketing key focus periods and customer key focus periods to drive performance KPIs

Develops commercial programs that ensure profitability aligned with Lavazza North America strategic plan targets, in partnership with the RGM team and other departments (Sales, Marketing, Finance)

Leverages insights (syndicated data, i.e. Nielsen/IRI, sell-out information from distributors, category trends) to identify commercial opportunities and defines sales plans to execute

Strategic partners with Sales to effectively execute commercial programs, and with RGM and Finance to project financial impact of commercial initiatives

Collaborates with Sales, RGM, Finance, Marketing and Demand Planning to drive strategic decisions at the Channel level

Partners with Marketing on NPD business case development and platform needs, ensuring alignment with channel strategies

Lead Monthly Business Reviews with the Lavazza North America Leadership Team. Collaborate with Channel Leads to define the monthly agenda, expectations from all stakeholders, and final Executive Summary of Key Messages

Develops a high performing team consisting of channel strategy, sales operations, customer development (trade marketing) and analytics talent to effectively contribute in delivering Lavazza results

Train and manage staff (analysts and marketing managers) to both build 4Ps gap analysis and develop clear, specific plans and launch new products

Qualification

CPG Trade MarketingCategory ManagementSales PlanningSyndicated Data ToolsRetail/eTail ExperienceMS Office Advanced SkillsInfluence SkillsAgility in Fast-Paced EnvironmentCommunication SkillsCollaboration Skills

Required

5+ years working experience in CPG Trade Marketing, Category Management, Sales, Sales Planning or Marketing

Experience supporting Retail/eTail channels and customers

Advanced skills in MS Office (Excel, PPT)

Experience with synicated data tools for Retail, examples - Nielsen, IRI, Numerator, etc

Experience with synicated data tools for eComm, examples - Amazon Retail Analytics, Market Share, Helium, etc

Must be able to effectively function in matrix organization and leverage influence and negotiation skills to drive effective cross functional collaboration

Strong written and verbal communication skills; comfortable presenting (virtually and in-person) to Executive Leadership and cross fuctional leadership and peers

Strong story telling capabilities to diagnosis complex business issues, visualize the data, identify the insights, and recommend clear action plans

Ability to work in an environment of tight deadlines, and to consistently challenge and be challenged on performance results

Highly agile and thrives in a fast paced working environment with an entrepreneurial mindset

Strong collaboration and influence skills with the ability to work well cross functionally with all levels of the organizatoin - peers to Executives

Up to 30-35% travel required based off business needs