Manager Strategy and Innovation

Join a company built on Quality, Ethics, and Sustainability. B-Corp Certified. illy caffè North America (ICNA) is seeking a highly talented professional to join our team in the position of Manager of Strategy and Innovation to lead the Sales Planning function for ICNA, working collaboratively with Business unit Sales leaders, the North American Marketing Team, HQ partners in Italy, and ICNA Executive Leadership to develop and align sales strategy and tools that deliver profitable growth in North America. The role leads and coordinates the long-range (MYP) and annual (AOP) strategic plans, including insights, building blocks, and KPIs, and leads all recurring business reviews, rolling forecast processes, and ongoing analyses with Italy HQ partners. Moreover, the role is accountable for driving strategic initiatives to provide the foundations for future growth. These include Route to Market optimization, New Channel Penetration (C&U, OCS, Club, etc), new product development support, and launch and learn testing (optimized shelf sets, etc).

illycaffè 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 is 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 https://www.illy.com/

Core Responsibilities:

Sales Strategy (40%)

• Work collaboratively with Field Sales, Marketing, and Finance to develop and translate facts-based insights into actionable Multi-Year and Annual Plan strategies, tactics, and KPIs for all business channels (Ho.Re.Ca, Modern Trade, E-Commerce, Canada).
• Lead tracking of plan and competitive benchmarking in all reporting and lead preparation for all Monthly/Quarterly Business Reviews with ICNA Exec Team and Italy HQ.
• Lead ongoing Rolling Forecast (3+9, 6+6, 9+3) process by partnering cross-functionally with Sales and Finance to adjust strategies and P&L as applicable.
• Work collaboratively with the Marketing, Finance, HR, and Operations teams to ensure the sales team has the resources necessary to achieve targets.
• Maintain expert knowledge of all illy products including coffee, tea, systems, and equipment as well as relevant Horeca and retail program options for each market.

Strategic Initiatives (40%)

• Innovation: Support new product development within the context of strategic ‘must-win’ and formulate a strategy to deliver against topline innovation sales targets
• Pricing: Collaborate with Finance, Sales, Operations, and HQ to develop, implement, and maintain effective cross-channel pricing architecture and commercial policies to optimize profit.
• Route to Market optimization: Partner with Finance and Sales leaders to continuously review and plan RTM improvements that improve profitability and open up new business opportunities
• New Channel Penetration: Develop facts-based, concrete strategies and plans to penetrate the highest opportunity new channels in line with Sales targets and brand positioning (C&U, OCS, Club, etc)
• Testing: Champion new models and tactics through an entrepreneurial approach to pilot/testing (optimized shelf sets, etc).

Sales KPI tracking and reporting (20%)

• Partner with the Sales execution team on ongoing tracking, reporting, and actioning of omnichannel KPIs
• Partner with the Sales execution team on the development and tracking of incentive programs designed to deliver against stated strategies
• Track performance of all strategic initiatives, including high-priority product innovation, and work with Ops and HQ team on forecast and inventory management

Key Performance indicators

• Achieve Annual budgeted revenue, margin, and profit by channel.
• Sales KPIs Accuracy to Results
• Cross-functional effectiveness
• Effective business reviews/updates in Commercial meetings (ICNA and HQ)
• Effective strategy rollout to the organization
• New channel development

Skills, Knowledge and Experience:

• Bachelor’s degree in business, marketing or like field
• 5+ years’ experience in sales planning, sales execution, business insights, category management or similar role
• Excellent computer skills specifically with Microsoft Products:
• Superior Excel Skills | Excel Power User, 3 to 5 years of Advanced Excel Experience (Pivots, Nested formulas, macros, etc.)
• PowerPoint: must be comfortable creating sales presentations
• Familiar with JDE, Business Objects
• Familiar with Continuous Improvement tools and Project Management
• Process orientated | experience in developing processes| detailed minded
• Ability to forecast sales and understand P&Ls
• In-depth customer knowledge across all channels and markets
• Strong Prioritization and Organizational skills
• Must have strong creative problem-solving skills
• Cross-functional effectiveness and Influential Leadership, Driving accountability
• Must be independent and effective at working in a team environment
• Demonstrated ability to effectively communicate both written and orally
• Strong presentation skills and ability to synthesize and communicate key messages
• Demonstrated consistent results and track record of success in large and small companies

Key Intangibles:

• Ability to ‘level up’ to strategic, while living in the details
• Individual must be able to instill the Core Values of the organization and live by these values daily
• A collaborative approach, serving as the central nervous system for the entire org
• Fast learner and self-starter
• Must be resilient and intuitive with a “can-do” attitude
• A strong leader within team and internal departments