Business Development Manager, Field Sales (Foodservice)

Business Development Manager, Field Sales (Foodservice) - fully remote; considering candidates located in Midwest or Mountain regions

We are seeking a results-driven Business Development Manager, responsible for delivering profitable sales growth through disciplined prospecting, strong operator engagement, and conversion of new business against targets identified in our Field Sales pipeline. This role has a national scope, and the focus is on direct operator selling.

Primary target segments include small to mid-size regional chains, emerging multi-unit operators, and other high-potential operator accounts aligned to BAF priorities. The ideal candidate is a self-directed, relationship-driven hunter who is energized by opening doors, building credibility quickly, and moving opportunities through the pipeline with urgency and strong follow-through.

Key Responsibilities

1. Deliver Business Results: Own and achieve assigned sales volume, revenue, and contribution-to-overhead targets while effectively managing within the established operating expense budget. Maintain a clear focus on profitable new business development and measurable conversion of pipeline opportunities.
2. Lead Pipeline Account Execution: Develop a business plan and execute sales calls against pipeline opportunities. Work with the Field Sales team to identify operator targets that align with BAF priorities and deliver against profit and growth objectives. Ensure disciplined use of the BAF pipeline and Power BI data tools to track performance and opportunities.
3. Build and Influence Key Relationships: Establish, develop, and expand relationships with operator decision-makers across key operator accounts to drive long-term market partnerships. Build trust through strong people skills, business acumen, operator insight, and consistent follow-through.
4. Prospect and Hunt for New Business: Proactively identify and pursue new business opportunities through direct outreach, distributor and broker collaboration, referrals, market research, industry networking, and operator discovery. Maintain the initiative, urgency, and resilience required to open new doors, qualify opportunities, and move prospects toward close.
5. Drive Segment Strategy and Planning: Collaborate with Commercial Team peers (Regional Sales Managers, Distribution and Corporate Accounts teams) to execute segment strategies and trimester planning, ensuring alignment across all levels of the organization.
6. Own Pipeline Development and Account Prioritization: Proactively identify, qualify, and develop new business opportunities, maintain a strong, actionable pipeline, and ensure all accounts are strategically prioritized and actively managed.
7. Support Trade and Pricing Initiatives: Collaborate with the Trade Spend team to support pricing programs, ensuring accuracy, timeliness, and strong market intelligence.
8. Leverage Agency Partnership: Coordinate with agency partners to identify opportunities, support operator engagement, and enhance overall market penetration. Engage with Agency Pipeline to identify targets and ensure there is no duplication of effort, while working together to close opportunities and deliver sales volume.

This is a selling role, and the expectation is that the Business Development Manager will spend the majority of their time out in the market with operators, selling BAF products. This role is not responsible for agency sales meetings/training, distributor food shows, segment shows, conferences, and/or any other market events that would take time away from direct operator selling, unless approved in advance by the Sr. Manager, Field Sales.

What We Offer to Employees

Phenomenal Benefits: Competitive medical, dental, and vision insurance plans, 401(k) with company contributions, a generous time off program, life and disability insurance, adoption assistance, a scholarship program for children of employees, and an employee assistance program for you and your family.

Competitive Compensation: The expected base pay range for this role is between $130,000-$145,000 annually, although a final salary offer is dependent on the candidate's experience level and skill set. In addition to a competitive base salary, this position participates in a sales incentive plan.

We're Looking for Someone With:

• Minimum of 5 years of business development sales experience, with a preference for experience in food or foodservice sales
• Bachelor's degree from a four-year college or university, or equivalent combination of education & experience
• Intermediate skills in Microsoft Word, PowerPoint, and Excel
• Exceptional written and verbal communication skills
• Strong negotiation, presentation, and relationship-building skills
• High sense of ownership, urgency, resilience, and follow-through; motivated by creating opportunities and converting them into measurable results.
• Ability to manage ambiguity, prioritize multiple opportunities, and move business forward without waiting for step-by-step instruction.
• Strong business acumen with the ability to understand customer needs, connect BAF solutions to operator outcomes, and create mutual value.
• Ability to calculate figures and amounts such as discounts, interest, commissions, and volume
• Understanding of basic financial documents, including P/L's and VGM updates
• Ability to travel up to 70% of the time and located near a major airport
• Ideal candidates would be located in the Midwest or Mountain regions of the United States

What BAF is Like

As a relatively flat organization, you have a voice from your first day, along with opportunities to explore, learn, and develop new skills with challenging and rewarding work. We're focused on your success, both professionally and personally, and we are committed to offering competitive salaries and a comprehensive benefits package. We are a family-owned, family-friendly company that empowers and supports our employees. We live out our company values and expect all team members to do the same.

You'll Love Working Here if You:

• Love what you do, and it shows. Our employees are passionate about what they do and enjoy challenging work.
• Are knowledgeable and confident, but never boastful. While we are proud of our company, our team and the products we create, we are humble and down-to-earth at our core.
• Are guided by a deep belief in integrity & personal values. This is a part of our employees' personal value systems as much as it is the organization's.
• Hold yourself and others accountable, while always maintaining dignity and respect for yourself and those around you.
• Believe in professional development for ourselves, as well as support the development of others.

At BAF, we are an equal-opportunity employer. We value diversity and strive to create a supportive and inclusive community of individuals committed to helping each other and our company thrive. All qualified applicants will receive consideration for employment without regard to race, color, ethnicity, disability, religion, national origin, gender, gender identity, gender expression, marital status, sexual orientation, age, protected veteran status, or any other characteristic protected by law.