Business Development Manager- Premium Coffee Sales: Hotels, Restaurants, Cafes & B&I

Job Description

Build a Premium Brand. Grow a Market. Make Your Mark.

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At illycaffè , we believe extraordinary coffee can elevate everyday experiences. For more than 90 years, we've been dedicated to crafting the world's finest coffee while remaining committed to ethics, sustainability, innovation, and excellence. As a certified B Corp, illy has built a global reputation for quality, beauty, and sustainability. Every day, illy coffee is served in leading cafés, restaurants, hotels, workplaces, and homes around the world.

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We are looking for an ambitious, relationship-driven sales professional to help expand our presence throughout the Washington, D.C. market. If you thrive on developing new business, building lasting partnerships, and representing a globally recognized premium brand, we'd love to meet you.

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Why illy?

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• Represent one of the world's most respected premium coffee brands.
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• Join a company founded on quality, ethics, innovation, and sustainability.
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• Work with leading restaurants, hotels, cafés, universities, hospitals, and corporate dining organizations.
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• Be empowered to grow your market and make a visible impact on business performance.
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• Collaborate with a passionate team dedicated to delivering exceptional customer experiences.
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• Enjoy the flexibility of a remote role while owning a dynamic territory.
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The Opportunity

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As our Business Development Manager , you will lead the implementation of illy's on-premise growth strategy throughout the Washington, D.C. region. You will be responsible for identifying, developing, and securing new business opportunities while building strategic relationships with key decision-makers across hospitality, foodservice (restaurants, hotels, cafes), healthcare, education, and business dining segments. 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. You will introduce customers to the illy experience through compelling presentations, coffee tastings, and tailored business solutions that deliver both exceptional coffee and strong business results. This is an ideal opportunity for a motivated sales professional who enjoys both strategic business development and hands-on customer engagement.

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What You'll Do

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Business Development & Account Acquisition

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• Identify, prospect, and secure new business opportunities across hotels, restaurants, cafés, universities, hospitals, and business & industry accounts.
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• Develop and execute territory growth plans to achieve sales and revenue objectives.
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• Build and maintain a robust pipeline of targeted prospects and opportunities.
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• Cultivate relationships with owners, operators, chefs, foodservice directors, purchasing leaders, and other key decision-makers.
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• Deliver engaging presentations, coffee tastings, and demonstrations that showcase the illy difference.
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• Prepare proposals, profitability analyses, and business cases to support customer acquisition.
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• Manage and advance opportunities through the sales cycle to successful close.
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Distributor & Partner Collaboration

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• Partner closely with distributor sales teams to identify opportunities and secure customer appointments.
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• Develop opportunities through strategic buying groups such as Avendra, Foodbuy, and HSM.
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• Collaborate with internal teams to ensure successful onboarding, installation, training, and customer launch.
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Territory & Business Management

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• Maintain accurate monthly pipeline reporting and sales forecasting including local and national accounts.
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• Track new account performance and distributor depletions.
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• Manage territory activities and customer records through CRM systems.
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• Monitor budgets and resources to maximize return on investment and profitability.
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What You Bring

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• Bachelor’s degree with 5+ years of professional experience, or an associate degree with 7 professional years of experience, or the equivalent relevant experience.
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• Demonstrated success in business development, account acquisition, relationship management and consultative sales within foodservice, beverage, hospitality, or related industries.
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• Strong understanding of the Washington, D.C. on-premise market and the ability to build relationships with key decision-makers.
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• Proven ability to identify, develop, and close new business opportunities.
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• Commercial acumen, including pipeline management, forecasting, and financial analysis.
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• Excellent presentation, communication, and negotiation skills.
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• Self-motivated with a results-oriented mindset and the ability to work independently.
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• Strong organizational and time management skills.
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• Proficiency with Microsoft Office Suite, including Excel, PowerPoint, Word, and Outlook.
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Preferred Qualifications

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• Existing relationships within hotels, restaurants, cafés, universities, hospitals, corporate dining organizations, or distributor networks.
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• Experience working with premium food, beverage, coffee, wine, spirits, or hospitality brands.
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• Experience collaborating with distributor partners and foodservice buying groups.
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Location & Travel

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Candidates must reside within commuting distance of the Washington, D.C. metropolitan area and be willing to travel throughout the territory as needed.

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Join Us

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At illy, we're not simply selling coffee. We're creating memorable experiences, building meaningful partnerships, and sharing a culture of excellence that has inspired coffee lovers around the world for generations. If you're ready to grow a market, represent a premium global brand, and make a meaningful impact, we'd love to hear from you.

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