Lavazza Group

• Manages all distributors and direct customer related activities in designated geography (sales, equipment investment, service, etc.) • Ensures all distributor and direct customer A/R are within company guidelines and monitors/verifies its performances against the identified targets. • Utilizes knowledge of the geography, relationships with key contacts, and business insight tools to gain access to potential new customers and new business. • Ensures the development of the business in line with targeted sales and increased profitability in the assigned areas by managing the scouting and the complete activation of new potential clients in line with Lavazza commercial policies and activation standards (POS materials, products and assortment, prices, and equipment). • Supports farming activities on key selected clients to increase their value (e.g., driving compliance on contractual volumes with clients with Lavazza equipment, facilitating contract renewal when close to expiration, etc.) • Tracks budgets allocated for activation by account, ensuring maximum visibility and effectiveness at POS for the activation money invested. • Tracks results and reviews them on a regular basis with the Senior RSM to confirm execution and delivered results. • Supports the Lavazza Customer Relationship Management Software by updating sales activities and business opportunities daily.

• Manages all distributors and direct customer related activities in designated geography (sales, equipment investment, service, etc.). • Ensures all distributor and direct customer A/R are within company guidelines and monitors/verifies its performances against the identified targets. • Utilizes knowledge of the geography, relationships with key contacts, and business insight tools to gain access to potential new customers and new business. • Ensures the development of the business in line with targeted sales and increased profitability in the assigned areas by managing the scouting and the complete activation of new potential clients in line with Lavazza commercial policies and activation standards (POS materials, products and assortment, prices, and equipment). • Supports farming activities on key selected clients to increase their value (e.g., driving compliance on contractual volumes with clients with Lavazza equipment, facilitating contract renewal when close to expiration, etc.). • Tracks budgets allocated for activation by account, ensuring maximum visibility and effectiveness at POS for the activation money invested. • Tracks results and reviews them on a regular basis with the Senior RSM to confirm execution and delivered results. • Supports the Lavazza Customer Relationship Management Software by updating sales activities and business opportunities daily.

• Manages all distributors and direct customer related activities in designated geography (sales, equipment investment, service, etc.) • Ensures all distributor and direct customer A/R are within company guidelines and monitors/verifies its performances against the identified targets. • Utilizes knowledge of the geography, relationships with key contacts, and business insight tools to gain access to potential new customers and new business. • Ensures the development of the business in line with targeted sales and increased profitability in the assigned areas by managing the scouting and the complete activation of new potential clients in line with Lavazza commercial policies and activation standards (POS materials, products and assortment, prices, and equipment). • Supports farming activities on key selected clients to increase their value (e.g., driving compliance on contractual volumes with clients with Lavazza equipment, facilitating contract renewal when close to expiration, etc.) • Tracks budgets allocated for activation by account, ensuring maximum visibility and effectiveness at POS for the activation money invested. • Tracks results and reviews them on a regular basis with the Senior RSM to confirm execution and delivered results. • Supports the Lavazza Customer Relationship Management Software by updating sales activities and business opportunities daily.

• Manage existing clients to retain, enhance brand awareness, and increase profitable sales. • Work with clients and our internal team to develop programs suited to customers’ needs, including branding materials, equipment recommendations, and training guidelines and schedules. • Work with clients on all branding elements, including “We Proudly Serve” programs. • Lead communication to the Regional Sales Directors of National Account programs that will be executed at the regional level. • Manage all aspects of customer programs, including pricing, equipment programs, service, and marketing programs. • Manage local markets within assigned territory to support orders, training, new and current customer activities. • Track and coordinate new pricing and contracts and manage contract renewals. • Frequent travel to support customer and employer requirements, including occasional weekend events and overnight stays. • Identify, develop, and manage active pipeline of strategic national targets.

• Develop annual business plans for customers maximizing business opportunities, driving profitable growth, growing shares, and managing to company objectives • Utilize knowledge of your geography, relationships with key contacts, and business insight tools to gain access to potential new customers presenting and gaining new distribution. • Monitor and report on market strength, distributor performance and financial viability. • Develop contingency plan in conjunction with finance team. • Establish sales territories, budgets, goals, risk profiles, and objectives for each assigned customer. • Collaboratively work to identify and penetrate regional customers “cold calling” and promoting company products. • Identify and penetrate customer pipeline, via lead generation, professional networking, and distributor partnerships. • Regular in market presence working with distributor partners to execute activities that deliver against plan key performance indicators. • Develop and present annual distributor business reviews with all major market and high priority distributors, with mutually aligned plans, reviewed quarterly. • Ensure all distributor and customer Accounts Receivables are within company guidelines and monitor/verify its performance against the identified targets. • Provide input and feedback to cross functional teams such as Marketing, Research & Development, Finance, Customer Service, and Demand Planning. • Provide business insights and deliver plan updates to internal and external stakeholders each period, inclusive of full use of salesforce.com • Perform effective time and resource management while in market and within assigned budgets. • Proficient with Customer Relations Management “CRM” applications such as SalesForce and PowerBI.