Business Development Manager, Away from Home Sales-Commercial Chain Accounts

Your Opportunity as Business Development Manager, Away from Home Sales-Commercial Chain Accounts

In this role you will be responsible for delivering top-line sales & bottom-line profit targets for the commercial national chain foodservice account channel.  You will have individual accountability for developing, executing, overseeing, and leading business activities with assigned Top 300 national chain foodservice accounts and targets to meet brand objectives and sales plan. You will develop, foster, and own the business relationship building strategic sales plans and managing trade spend.  You will also leverage broker management to drive region chain execution in the foodservice segment to achieve sales objectives and KPI’s within the Away From Home Strategic Business Area (SBA).

Location: Preference for Candidates residing in the following places: Atlanta, GA; Charlotte, NC; Orlando, FL; or within the Eastern US and reside near a major airport.

Work Arrangements: Working from home office with up to 60% expected travel.

In this role your primary responsibilities will include:

Business Development

• Achieve assigned volume and margin business plan objectives for Food and Beverage categories supporting SBA plan targets.
• Support the cross-functional development of sales plans, strategies, objectives, policies, and procedures for Smucker business with customers that support the overall business unit objectives.
• Identify and make recommendations concerning changes in market, industry and/or competitive situations that offer opportunities for profitable growth.
• Manage Trade and departmental spend budgets.
• Manage financial business aspects to include P&L statements and margin targets for assigned accounts.
• Proficiency in multiple technology and systems, trade, SDS, CRM, ShowPad, etc.
• Lead region chain account initiatives and targets supporting the broker to include quarterly and annual KPI’s.
• Responsible for maintaining existing business (retention), development of new business across current and new customer base (acquisition), and execution against customer and segment objectives.

Customer Development

• Create and execute defined annual customer business plans with specific growth objectives tied to strategic categories and SBA objectives in beverage and food portfolios.
• Contract development, negotiation, and management for renewals of current business and new business against assigned accounts.
• Plan and execute quarterly business reviews with assigned accounts or as required to drive business and build relationships at various levels with accounts.
• Build broad and strong layered top-down relationships within chain accounts throughout the organization to include Supply Chain, Marketing, and Culinary wiring.
• Cross functional within Smucker and customer (Legal, QA, Customer Marketing, Channel Commercialization, Accounting and Revenue Growth Management).
• Deal with all management levels at the assigned customer to optimize customer relationships and sales results.
• Customer headquarters and field management to include (as necessary) purchasing, marketing, culinary, R&D, operations, senior executives, and field operations.
• Achieve established growth and profitability targets for customer portfolio including P&L input and review.

Business Planning and Analyses

• Analyze business to discover new ways to penetrate existing business and acquire new Top 300 National Chain Foodservice Accounts.
• Execute Top 301-600 Region Chain Foodservice Account strategy supporting our broker chain account network.
• Own Annual Joint Business Planning, Quarterly Business Reviews and other meetings.

What we are looking for:

Minimum Requirements:

• A bachelor’s degree.
• 3+ years managing National Chain Foodservice Account business (including knowledge of the industry, national chain account customers, products, and competition).
• Understanding of Foodservice Supply Chain customer’s needs and opportunities.
• Established experience with Broker Management.
• Strong Negotiation skills.
• Ability to apply strategic thinking and problem solving.
• Travel requirements up to 60% of the time managing face-to-face customer relationships.
• Must reside near a major airport.

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The Right Place for You 

We are bold, kind, strive to do the right thing, we play to win, and we believe in a strong community that thrives together. Our culture is rooted in our Basic Beliefs, and we believe in supporting every employee by meeting their physical, emotional, and financial needs. 

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We're an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, genetic information, age, national origin, disability status or protected veteran status.