New Business Development Manager- Premium Coffee Sales (Hotels/Restaurants/Institutions)

Job Description

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 Washington D.C. 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.

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illycaff è 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

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Core Responsibilitie s

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The New Business Development Manager (BDM) is responsible for leading the implementation of our On-Premises sales strategy across multiple routes to market in the Washington, D.C. area, with a focus on driving revenue growth and profitability. This role is responsible for identifying and securing new business accounts and chain opportunities, including Hotels, Restaurants, Cafés, Universities, Hospitals, and B&I accounts. The BDM will develop and maintain a target account list, updated monthly, that includes both local prospects and national accounts, as well as opportunities within partner buying groups such as Avendra, Foodbuy, and HSM. The position requires a thorough understanding of the illy brand, its benefits, product yield, and the full range of company capabilities. The BDM will conduct presentations, demonstrations, and coffee tastings to acquire qualified new accounts. The manager must also ensure timely and accurate completion of administrative responsibilities, including monthly reporting and maintaining an up-to-date sales pipeline. In addition, this role requires close collaboration with local distributor sales teams to support account acquisition within their portfolios. Candidates must live within commuting distance of the Washington, D.C. area.

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Acquisition of accou nts

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• Maintains the Branch pipeline of prospective target accounts and updates the list monthly with new and disqualified targets
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• Develops and implements plans to ensure they meet acquisition and revenue goals for the year
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• Develops and presents compelling sales presentations and proposals to secure new business in: Hotels, restaurants, cafes, business & industry, Hospitals, and Universities
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• Visits targeted accounts independently and/or with Distributor reps to meet decision-makers
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• Presents illy brand story and performs tastings with decision-makers for all new qualifying leads
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• Determines account coffee equipment needs
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• Prepares account proposals and follows up on all On-Premises proposals
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• Understands illy P&L analyses and performs and submits analysis to the team for approval independently
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• Effectively handles all sales leads
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• Works effectively with distributor teams to develop target lists and secure account appointm ents
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Account Administration

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• Ensures accurate completion of new account opening paperwork and submits equipment orders to our machine order processing department (CRM)
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• 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
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• Introduces and collaborates with the internal technical services team to ensure a seamless transition, installation, and training of the new account
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Monthly Admin & Procedures

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• Accurately completes monthly sales pipeline & tracking reports, including new distributor accounts and lost accounts
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• Analyzes monthly spending reports and reports inaccuracies
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• Monitors distributor's depletions of newly acquired accounts monthly
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Budgets

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• Manages personal T&E
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• Works with the Regional Manager to understand equipment/value and marketing budget to correctly allocate and operate within company parameters with all customer proposals
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Skills, Knowledge and Experience

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• BA Degree in a related field, with 5+ years of experience selling food/beverage in the On-Premises
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• Channel Proven account acquisition skills
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• Deep market knowledge with a wealth of existing relationships; Washington DC market and On-premise
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• Ability to forecast sales and understand P&Ls
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• Strong communication, presentation, and leadership skills
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• Fast learner, who is results-oriented
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• Adaptive Person
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• Strong relationship builder
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• Self-motivated
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• Strong time management, organizational Skills, / Planning skills
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• Must have strong technical software skills, MS Office Suite (Excel, Word, Outlook, PowerPoint)
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• Must be in commuting distance to the Washington DC market & willing to travel throughout the territory as needed
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