New Business Development Manager (On-Premise) Washington, DC

Position Summary

The New Business Development Manager will be responsible for leading the implementation of our on-premises sales strategy across multiple routes to market in the Washington DC area. This position will focus on New Business accounts (on-premise) and chains. The New Business Development Manager will collaborate with local distributor sales teams on account acquisitions within their portfolio. This position will also develop and implement plans to ensure budgeted volume and acquisition targets for the market are met and execute presentations and coffee tastings to secure new customers on a regular basis. This position reports to the Sr. Regional Sales Manager.

Position Responsibilities

Acquisition of Accounts:

• Maintains pipeline of prospective target accounts and updates lists monthly with new and disqualified targets
• Develops and implements plans to ensure we meet our acquisition goals for the year
• Develops and presents compelling sales presentations and proposals to secure New Business in: hotels, restaurants, cafes, business & industry, hospitals, and universities
• Visits targeted accounts independently and/or with distributors to meet decision makers
• Presents illy's brand story and performs tastings with decision makers for all new qualifying leads
• Determines account's coffee equipment needs
• Understands and performs a P&L analyses and submits analysis to team for approval independently
• Effectively handles all sales leads; either directly or from distributors
• Works with distributor teams to develop target lists and secure account appointments

Account Administration:

• Ensures accurate administration of new account openings as well as submits equipment orders for order processing (CRM)
• Coordinates account set up with distributors and direct team to ensure all coffee orders are placed properly which also includes POS items orders
• Accurately completes monthly sales pipeline & tracking reports, including new distributor accounts (on-premise) and past accounts
• Analyzes monthly spending reports and reports any inaccuracies to Sr. Regional Sales Manager
• Properly codes and submits all T&E forms monthly
• Monitors distributors' depletions of newly acquired accounts monthly
• Introduces illy tech team to insure a seamless transition, installation, and training
• Manages personal T&E
• Works with Sr. Regional Manager to understand equipment / value and marketing budget to correctly allocate and operate within company parameters when proposing to new accounts

Position Qualifications

• Minimum 5 years sales experience with successful track record of accounts acquisition in the On-Premise channel
• Bachelor’s Degree, preferred in marketing or related fields preferred
• Thorough knowledge of the Washington DC market for On-Premise
• Proven track of relationship building and strong people skills,
• Experience working for both a distributor and a parent company preferred
• Experience negotiating with key decision-makers, doorkeepers and influencers
• Must be highly self-motivated initiative-taking and require little supervision
• Must be able to close New Business by leveraging brand features and benefits and portfolio sell
• Great listener and solution-oriented approach driven by brand and business sector expertise / knowledge
• Strong leadership skills: focused, results oriented, fast learner-able to understand complex businesses, presentation skills and time management - prioritization, planning and coordinating
• Strong communication, both verbal and written
• Must have intermediate computer skills: MS Office Suite, (Excel, Word, Outlook, Powerpoint and Publisher)
• Live in the Washington DC metro area and be willing to travel through the territory as needed

About the company

illycaffè is an Italian family-owned company, founded in Trieste in 1933 which has always set itself the mission of offering the best coffee to the world. It produces a unique 100% Arabica blend composed of 9 different ingredients. The company selects only 1% of the best Arabica beans in the world. Every day 8 million cups of illy coffee are served in over 140 countries around the globe, in the 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, commitment that it strengthened in 2019 by adopting the status of Benefit Company and in 2021 becoming the first Italian coffee company to obtain the international B Corp certification. Since 2013 the company is also one of the World 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 over 125 international artists, or coffee machines designed by internationally renowned designers. With the aim of spreading the culture of quality to growers, baristas and coffee lovers, the company has developed its Università del Caffè which today holds courses in 25 countries around the world. In 2021, Rhône Capital became a minority shareholder of illycaffè with the aim of contributing to the company’s international growth plans. In 2022, the company had 1230 employees and a turnover of €567,7 million. The illy single-brand network has 190 points of sale in 34 countries. https://www.illy.com/

illy caffé North America, Inc. offers a competitive salary and benefit package.

illy caffè North America, Inc. is an Equal Opportunity Employer in both policy and practice. We stay true to our Core Values by ensuring that our place can be anyone’s place. illy assesses candidates for employment based on knowledge, skills, and abilities to perform the job and without regard to any non-job-related category as protected by federal, state or local law.