14 days old

District Sales Manager - HoReCa (Hotels-Restaurants-Cafes)

illy caffe North America, Inc.
New York, NY 10001
  • Job Code

illycaff is an Italian family-owned company, founded in Trieste in 1933. Its mission has always been to offer the best coffee to the world. Illycaff produces a unique 100% Arabica blend, combining 9 of the best varieties in the world, selected by illycaff: every day 8 million cups of illy coffee are served in over 140 countries around the globe, in the cafs, restaurants and hotels, in single-brand cafs and shops, at home. As a result of its innovations, illycaff contributes to the coffee technology progress at global level. In 1991, the Premio Ernesto Illy de qualidade sustentavel do caf para espresso was launched in Brazil for quality espresso coffee. Illycaff has contributed to the sharing of the know-how, paying growers a premium price for the best quality selected by illycaff. Since 2016, with the Ernesto Illy International Coffee Award, the company has celebrated coffee growers all over the world that, according to illy, have produced the best sustainable coffee. Since 2013, the company has been in the list of the World Most Ethical Companies. In 2019, it enhanced its commitment to pursue a sustainable business model integrating the interest of people with the environment, adopting the status of Societ Benefit (Benefit Company) and adding this commitment into its own bylaws. In 2021, illycaff was the first Italian company in the coffee sector to obtain the international certification as B Corp as a result of its commitment to comply with the highest standards of social and environmental performance. The company also founded the University of Coffee, which has the objective of sharing culture at all levels, offering a comprehensive and practical training to growers, baristas and coffee lovers. 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 100 international artists. There are 261 illy single-brand shops in over 40 countries all over the world. In 2021, Rhone Capital became a minority shareholder of illycaff with the aim of contributing to the companys international growth plans. To learn more visit illy.com

Job Summary

The District Sales Manager- NYC position is focused on a specific geography and customer base for the HoReCa sector (Hotels-Restaurants-Cafes). The main responsibility of this role is to grow our sales in the respective area by doing the following: account acquisition, account maintenance and relationship development. In addition, the position must perform routine quality assurance checks at key accounts; perform account staff trainings; conduct product demonstrations; manage potential customer pipeline (including monthly reporting); comply with routine administrative requirements on an accurate and timely basis; conduct distributor team meetings. Due to the nature of the coffee business, the typical sales cycle can last 1-6months depending on the size and scope of the business within prospective accounts.

Key Responsibilities

1. Acquisition of accounts:

  • Maintain a pipeline of prospective customers for HORECA.
  • Visit all accounts HORECA independently and/or with Distributor reps, Branch Sales manager, or Quality/Technical manager.
  • Present our brand story and perform tastings with decision makers for all new leads. Effectively handle all sales leads-either directly from illy or from the distributors.
  • Determine account coffee equipment needs. Prepare account proposals in conjunction with Branch sales manager. Follow up on all On-Premises proposals. Follow up on leads and demonstrations with written proposals and phone calls.
  • Work effectively with distributor teams to develop target lists and secure needed account appointments.

2. Account Admin:

  • Ensure that accurate completion of client credit applications and account set up forms for new accounts, as well as submit equipment orders to our machine order processing department. Manage the completion of all terms sheets for new accounts.
  • Coordinate new account set up with the distributor and ensure that all coffee orders are place through the distributor, unless a direct account, and that POS items are placed through illy.
  • Confirm that all installations have a signed and completed install checklist before scheduling of installation with the technical department.

3. Monthly Admin & Procedures:

  • Accurate completion of monthly sales pipeline tracking reports (including new distributor accounts HORECA and lost accounts. These reports should be submitted to the Branch Sales Manager on the fifth of every month.
  • Analyze monthly spending reports and report any inaccuracies to your Branch Sales manager.
  • Submit a monthly calendar to your Branch Sales manager by the 25th of each month (for the following month); sharing your updated calendar can take place instead of manually sending.
  • Properly code and submit all T&E forms monthly to your Branch Sales Manager for approval.
  • Monitor distributors depletions monthly.

4. Maintenance of existing accounts:

  • Align with Branch Manager on frequency of maintenance calls for existing customers.
  • Perform training programs: Work with distributor and sales staff to train staff at existing accounts to enhance knowledge of illy and use of equipment to increase sales performance and coffee quality.
  • Quality Assurance: maintain high standards in coffee production and image in all key accounts using illy standard form and procedure.
  • Ensure use of Branding and POS materials.
  • Assist with development of Drink Programs.

5. Technical Support:

  • Coordinate installation and set-up of new accounts with the technical manager.
  • Manage repossession of all equipment in under-performing accounts.
  • Ensure that QAs are completed monthly and turned into the QC Manager in your area.

6. Train Distributors:

  • Organize and provide information and tools to sales teams to assist in selling illy caffe (Ex: price lists, product description sheets, sales slicks, new product information and training materials)
  • Lead the distributors sales teams to increase their volume by coaching them.

7. Budgets:

  • Manage personal T&E.
  • Work with Branch Sales Manager to develop a yearly sales and spending budget for the branch, by completing assumptions and developing forecasts for the up-coming year.
  • The Branch Sales Manager will be responsible for managing the P&L and spending in the branch through-out the year based on the approved budget figures.


  • Bachelor Degree in marketing or related field
  • Minimum 3-5 years sales experience with successful track record of managing Sales On-Premise
  • Fast learner-able to understand complex business
  • Must be highly self-motivated and require little supervision
  • Must live in the radius of NYC area and be willing to travel through territory as needed
  • Familiarity and existing relationships within the local landscape (hotels, restaurants, cafes)
  • Experience working with distributors preferred
  • Experience negotiating with key evel decision-makers, door-keepers and influencers
  • Demonstrated ability to execute up-sale opportunities that maintain profit targets
  • Must have strong computer skills, MS Office Suite
  • Organized, and focus and results oriented
  • Excellent prioritization and time management skills, planning and coordinating skills,
  • Strong presentation skills
  • Proven track of relationship building and strong interpersonal skills
  • Travel expectation approximately 30%.

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. 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 and vehicles. The associate will be required to lift heavy objects up to 30+lbs, stand for long periods of time, and must maintain a valid drivers license, and provide proof of insurability.

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

illy caff 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.



Posted: 2022-05-09 Expires: 2022-06-09

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District Sales Manager - HoReCa (Hotels-Restaurants-Cafes)

illy caffe North America, Inc.
New York, NY 10001

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