Director of National Accounts (On-Premise) - Remote Work

illycaffè North America, Inc.

Saint Louis Missouri

United States

Executive Management
(No Timezone Provided)

Position Summary

The Director of National Accounts-HoReCa (Hotels, Restaurants and Cafes) is primarily responsible for driving growth in all existing accounts and acquiring new accounts in the national and international accounts across North America in on-premise channels (Hotel, Office, Travel and Restaurant trade). In this role, the Director will be responsible for developing the national/international strategy for each national group and implementing a plan within those specific accounts that align with the strategy. This role will work with the account base to activate the brand in accounts to enhance consumer experience and build the illy brand. This role will interface with other departments who are stakeholders in the account to ensure execution of the account level plans (local branch and district sales, marketing, quality assurance, customer care and finance departments) to energize and maximize results by increasing revenue and margins while activating the illy brand and other gruppo illy products. Additionally, the Director will be the lead point for interface with the illy SpA Global account team. This position works 100% remotely.

Key Responsibilities

  • Develop national strategy within key accounts that drives dynamic growth in revenue and margin including the ability to communicate that strategy to all stake holders, internal and external, in order to maintain a consistent sales effort against the target across the North American market
  • Maintain a Robust Pipeline of new business in order to create opportunities to achieve budgeted growth
  • Lead the identification of target groups and acquisition strategies
  • Collaborate with the Marketing and the Director of Sales Planning to secure tools needed to benchmark the national account teams' KPIs as well as manage the day to day business
  • Direct the plan for calling on the headquarters of the National Accounts in order to implement the strategic plan for that specific account
  • Acquire and build new channels of HoReCa business from dynamic national accounts (as examples: Offices, Schools, Hospitals, etc.)
  • Lead account acquisition and development of individual locations within key account group targets in order to accelerate the overall growth within the target group
  • Collaborate with the HORECA sales team on the acquisition of new key accounts and track, based on the organized account target list, in order to energize growth within individual markets and identify areas/markets with specific challenges/opportunities for growth
  • Develop and implement programming within key accounts and track results using approved metrics and to drive increased performance within existing accounts
  • Collaborate with global accounts team on pursuing global initiatives and opportunities
  • Lead all Resigns of Assigned National Accounts collaborating cross-functionally inside illy and ensure proper communication and protocol is followed on the customer level
Qualifications
  • Must have a Bachelor's degree, a Master's Degree or other advanced degree preferred
  • 10+ years' experience selling to on-premise: restaurant, cafe and hotel industries required
  • 5+ years' of National Account experience calling on on-premise accounts is required
  • 5+ years of solid premium CPG goods
  • Ability to develop strategic plans for National Accounts and have experience negotiating with high-level decision-makers (CEOs to directors)
  • Must have the ability to work on multiple long-term projects, with difficult and long-reaching results-cycles
  • Must have strong communication and writing skills (presentations and public speaking)
  • Experience with development of added-value marketing programming
  • Must have an advanced level experience with computer software (Word, PowerPoint, Adobe, Excel: pivot-table and reporting expertise, etc.)
  • Must have the ability to be an Out of the Box thinker, entrepreneurial
  • Experience interfacing with international clients and colleagues preferred
  • Must be an excellent problem solver and relationship builder
  • Foreign language fluency preferred
  • Lives the illy values: Innovation, Empowerment, Teamwork, Trust and Respect, and Passion for Quality
  • Candidate must have the willingness to travel (50-60%)
WORKING CONDITIONS: The physical demands are representative of the physical requirements necessary for an associate to successfully perform the essential functions of the position. Reasonable accommodation can be made to enable people with disabilities to perform the described essential functions of this position. While performing these responsibilities, the associate is required to talk and hear. The associate is often required to sit and use their hands and fingers, to handle or feel and to manipulate keys on a keyboard. The associate is occasionally required to stand, walk, reach with arms and hands, climb or balance, and to stoop, kneel, crouch or crawl. This position may be required to lift objects up to 5 to 15+lbs Vision abilities required in this position include close vision. The work environment characteristics for this position are representative of the environment the associate will encounter; occasionally exposed to moving mechanical parts. The noise level in the work environment is usually quiet to moderate.

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

illy caffè North America, Inc. is an Equal Opportunity Employer. illy does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.

Director of National Accounts (On-Premise) - Remote Work

illycaffè North America, Inc.

Saint Louis Missouri

United States

Executive Management

(No Timezone Provided)

Position Summary

The Director of National Accounts-HoReCa (Hotels, Restaurants and Cafes) is primarily responsible for driving growth in all existing accounts and acquiring new accounts in the national and international accounts across North America in on-premise channels (Hotel, Office, Travel and Restaurant trade). In this role, the Director will be responsible for developing the national/international strategy for each national group and implementing a plan within those specific accounts that align with the strategy. This role will work with the account base to activate the brand in accounts to enhance consumer experience and build the illy brand. This role will interface with other departments who are stakeholders in the account to ensure execution of the account level plans (local branch and district sales, marketing, quality assurance, customer care and finance departments) to energize and maximize results by increasing revenue and margins while activating the illy brand and other gruppo illy products. Additionally, the Director will be the lead point for interface with the illy SpA Global account team. This position works 100% remotely.

Key Responsibilities

  • Develop national strategy within key accounts that drives dynamic growth in revenue and margin including the ability to communicate that strategy to all stake holders, internal and external, in order to maintain a consistent sales effort against the target across the North American market
  • Maintain a Robust Pipeline of new business in order to create opportunities to achieve budgeted growth
  • Lead the identification of target groups and acquisition strategies
  • Collaborate with the Marketing and the Director of Sales Planning to secure tools needed to benchmark the national account teams' KPIs as well as manage the day to day business
  • Direct the plan for calling on the headquarters of the National Accounts in order to implement the strategic plan for that specific account
  • Acquire and build new channels of HoReCa business from dynamic national accounts (as examples: Offices, Schools, Hospitals, etc.)
  • Lead account acquisition and development of individual locations within key account group targets in order to accelerate the overall growth within the target group
  • Collaborate with the HORECA sales team on the acquisition of new key accounts and track, based on the organized account target list, in order to energize growth within individual markets and identify areas/markets with specific challenges/opportunities for growth
  • Develop and implement programming within key accounts and track results using approved metrics and to drive increased performance within existing accounts
  • Collaborate with global accounts team on pursuing global initiatives and opportunities
  • Lead all Resigns of Assigned National Accounts collaborating cross-functionally inside illy and ensure proper communication and protocol is followed on the customer level
Qualifications
  • Must have a Bachelor's degree, a Master's Degree or other advanced degree preferred
  • 10+ years' experience selling to on-premise: restaurant, cafe and hotel industries required
  • 5+ years' of National Account experience calling on on-premise accounts is required
  • 5+ years of solid premium CPG goods
  • Ability to develop strategic plans for National Accounts and have experience negotiating with high-level decision-makers (CEOs to directors)
  • Must have the ability to work on multiple long-term projects, with difficult and long-reaching results-cycles
  • Must have strong communication and writing skills (presentations and public speaking)
  • Experience with development of added-value marketing programming
  • Must have an advanced level experience with computer software (Word, PowerPoint, Adobe, Excel: pivot-table and reporting expertise, etc.)
  • Must have the ability to be an Out of the Box thinker, entrepreneurial
  • Experience interfacing with international clients and colleagues preferred
  • Must be an excellent problem solver and relationship builder
  • Foreign language fluency preferred
  • Lives the illy values: Innovation, Empowerment, Teamwork, Trust and Respect, and Passion for Quality
  • Candidate must have the willingness to travel (50-60%)
WORKING CONDITIONS: The physical demands are representative of the physical requirements necessary for an associate to successfully perform the essential functions of the position. Reasonable accommodation can be made to enable people with disabilities to perform the described essential functions of this position. While performing these responsibilities, the associate is required to talk and hear. The associate is often required to sit and use their hands and fingers, to handle or feel and to manipulate keys on a keyboard. The associate is occasionally required to stand, walk, reach with arms and hands, climb or balance, and to stoop, kneel, crouch or crawl. This position may be required to lift objects up to 5 to 15+lbs Vision abilities required in this position include close vision. The work environment characteristics for this position are representative of the environment the associate will encounter; occasionally exposed to moving mechanical parts. The noise level in the work environment is usually quiet to moderate.

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

illy caffè North America, Inc. is an Equal Opportunity Employer. illy does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.