Customer Development Manager – Mass & Club Full Time NEW

From a small store in Turin to a large, internationally recognized group: we are present in 90 countries around the world, with over 5,000 employees and 30 companies, managed directly and indirectly by the Luigi Lavazza Spa parent company, which distribute and market our products and coffee machines. In addition to Lavazza, the following brands are also part of our Group: Carte Noire, Merrild, Kicking Horse, Eraclea and Whittington tea.

Joining Lavazza means doing business with passion, knowing that the impact of our work goes beyond the quality of the production chain. We are a big family and are constantly looking for new talents who share our values and can enrich our team. We combine competitiveness with social and environmental responsibility as we create superior quality products available for consumption both at home and out of home, and distributed through all channels: Retail, Foodservice, Office Coffee Service (OCS), and Vending. Our strong, diversified presence enables us to offer consumers and clients perfectly suited solutions, for any occasion and time of day.

Job Overview

The Customer Development Manager (CDM) is a high-impact commercial role at the intersection of sales, category leadership, and customer partnership. You will own strategic planning and development for a defined retail channel – Grocery (East), Mass & Club, or Natural & Distributor – partnering closely with Sales, Revenue Management, and Marketing to drive Lavazza’s growth agenda at the customer level.

This role is ideal for a commercially minded CPG professional who thrives on translating data into compelling selling stories, building trusted customer relationships, and executing with precision across promotional calendars and launch events.

Applicants to this role will be evaulated for three retail channels according to background and experience.

• Customer Development Manager of Natural & Distributor
• Customer Development Manager of Mass & Club
• Customer Development Manager of Retail, East Territory

Location: New York, NY

Work model: Hybrid

Travel: As needed up to 20%

Base Pay Range: $125,000-130,000

Annual Incentive Plan / Annual Bonus: 20%

#newyork

Job Responsibilities

Customer Planning & Joint Business Planning

• Own the customer planning calendar, aligning internal milestones to JBP cycles.
• Lead annual selling stories and strategic presentations for customer meetings; serve as a key commercial voice alongside the Sales team.
• Establish monthly internal Customer Business Reviews (CBRs) and quarterly/bi-annual revenues to support mid- and long-term strategic planning.
• Co-develop and manage customer P&Ls in partnership with RGM, Sales, and Finance, co-piloting TPM/Salesforce as planning tools.

Category, Assortment & 4P Management

• Lead customer-level 4P management in collaboration with cross-functional teams including Lavazza and Broker partners – Sales, Marketing, RGM, Broker Partner.
• Lead monthly category and assortment reviews to identify gaps, opportunities, and course correction plans.
• Deliver customer-specific category and brand insights with clear, actionable recommendations grounded in syndicated data (Nielsen, IRI, Numerator).
• Align to national Category Management principles and translate strategic guidance to the customer level.

Activation & Promotion Execution

• Align customer activation plans and trade budgets to amplify National Marketing priorities and customer-specific focus periods.
• Coordinate critical promotional periods, ensuring cross-functional readiness and flawless execution alongside cross-functional partners.
• Evaluate promotional ROI and program effectiveness, building learnings into future planning cycles.

Forecasting & Demand Planning

• Co-lead monthly volume and trade spend projections with Finance, RGM, and Supply Chain, providing customer-level visibility to gaps and risks.
• Ensure accurate and timely inputs to forecasting systems, particularly around new item launches and key promotional periods.

Stakeholder Management & Cross-Functional Leadership

• Operate as a connector across Sales, Marketing, RGM, Finance, Broker partners, and Customers to guarantee alignment and execution.
• Communicate customer updates, wins, and risks into Local/HQ Business Review cycles with clarity and commercial precision.

Professional Qualifications

• Four year degree from an accredited institution or applicable experience
• 5+ years working experience in CPG Trade Marketing, Category Management, Sales, Sales Planning or Customer Development with demonstrated ownership of customer JBP cycle.
• Proven experience supporting Retail/e-retail channels and customers (Grocery, Mass, Club, Natural, or Distributor)
• Intermediate/Advanced proficiency in Excel and PowerPoint; experience with TPM or Salesforce a plus.
• Strong command of syndicated data tools: Nielsen, IRI, Numerator, and/or eComm platforms (Amazon Retail Analytics, Market Share, Helium, etc.)
• Highly collaborative with proven ability to influence across all levels of a matrixed organization, from peers to executive leadership.
• Exceptional storytelling ability – can diagnose complex business issues, visualize the data, surface insights, and drive to a clear recommendation.
• Comfortable with ambiguity and tight deadlines; entrepreneurial mindset with a bias for action.

Benefits/Perks

• Competitive Medical, Vision, Dental Benefits
• 401K Package
• Employee Assistance Program
• Hybrid Work Schedule
• Ability to be barista certified
• Tuition Reimbursement
• Performance Development Plans
• Employee Discounts
• Summer Friday’s (Memorial Day Weekend – Labor Day Weekend)
• Flexible business casual dress code – jean friendly!
• Free coffee, anytime!

Lavazza is an equal opportunity employer that is committed to diversity and inclusion in the workplace.

Lavazza prohibits discrimination and harassment of any type and affords equal employment opportunities without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.