Regional Sales Manager - Foodservice (Tennessee) in Nashville, Tennessee at Lavazza North America Inc

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 Foodservice Sales team at Lavazza North America is focused on expanding the company’s presence across the Away from Home (AFH) channel by building strong distributor partnerships and delivering premium coffee solutions. The Foodservice channel plays a critical role in driving brand visibility and trial through restaurants, travel, and hospitality environments. The team is responsible for accelerating distribution, strengthening existing customer relationships, and ensuring best-in-class execution in market.

The Regional Sales Manager leads Foodservice sales through direct customers and distribution partners across an assigned territory, with accountability for profitable growth, customer retention, and achievement of budgeted goals. This role develops new business, expands existing accounts, manages distributor execution, and coordinates equipment, service, activation, and accounts receivable activities in line with Lavazza commercial standards. The manager maintains accurate sales activity and opportunity data in the customer relationship management (CRM) system and partners with the Senior Regional Sales Manager to review performance and execution.

Work location: Must be based in Nashville, TN or surrounding area

Work model: Remote (Field-based)

Travel: Up to 80% within assigned territory (Tennessee, with expansion into Kentucky, Southern Ohio, and Southern Indiana)

Key Responsibilities

• Manage sales, equipment investment, service, and customer activities for distributors and direct accounts across the assigned territory.
• Deliver territory revenue and profitability targets by executing account plans aligned with approved budgets and commercial policies.
• Identify and qualify prospective customers using territory knowledge, industry relationships, and business intelligence tools.
• Lead the end-to-end activation of new customers, including product assortment, pricing, equipment, point-of-sale materials, and launch standards.
• Grow existing key accounts by improving contract-volume compliance, identifying expansion opportunities, and supporting timely renewals.
• Monitor distributor and direct-customer accounts receivable and coordinate corrective actions to maintain balances within company guidelines.
• Manage account activation budgets and evaluate investments for visibility, execution quality, and commercial effectiveness.
• Track territory results and conduct regular business reviews with the Senior Regional Sales Manager to confirm progress and actions.
• Maintain daily sales activities, customer records, and business opportunities in the customer relationship management (CRM) system.

Professional Qualifications

• Bachelor’s degree in Business, Marketing, or a related field; or equivalent professional experience.
• 2+ years of experience in Foodservice sales, account management, or distributor management within the consumer packaged goods (CPG) industry; coffee or beverage experience preferred.
• Experience managing a geographic sales territory with responsibility for revenue, profitability, forecasting, and budget performance.
• Experience developing distributor relationships and managing direct customer accounts across the sales cycle.
• Experience prospecting, qualifying, and activating new business accounts.
• Experience using a customer relationship management platform to document sales activity, maintain account data, and manage opportunities; Salesforce preferred.
• Experience monitoring accounts receivable, customer agreements, and contract-volume compliance.
• Experience coordinating product, pricing, equipment, service, and point-of-sale activation with internal and external partners.

Benefits & Perks

• Competitive Medical, Vision, Dental Benefits
• 401K Package
• Employee Assistance Program
• Hybrid Work Schedule
• Ability to be barista certified
• Tuition Reimbursement
• Performance Development Plans
• Employee Discounts
• Summer Friday’s (Memorial Day Weekend – Labor Day Weekend)
• 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.