Director, Foodservice

Work Location: ​Chicago​

Want to make an impact?

As the Director, Out of Home & Foodservice, you will lead the development and execution of Ferrara’s growth strategy across a diverse and high-opportunity portfolio channels, including Foodservice, Vending, Hotel/Lodging, Theater/Entertainment, Military, and QSR/Chain Restaurants.

Reporting to the VP of Sales, Convenience & Out of Home, this role will be responsible for building customer strategies, strengthening channel partnerships, and driving profitable, sustainable growth across a complex and evolving business. You will work closely with internal partners across Marketing, R&D, Supply Chain, Finance, Operations, and Commercialization to translate customer opportunities into actionable plans that expand Ferrara’s presence beyond traditional retail.

This is a highly visible, hands-on leadership role for someone who understands the unique dynamics of Out of Home and Foodservice channels and can lead in the development and execution of channel strategy. The ideal candidate will bring deep channel knowledge, strong customer relationships, and the ability to create structure, alignment, and momentum across a broad portfolio of growth opportunities.

**NOTE** This role is remote

Ways you will make a difference

• Develop and lead strategic plans across Foodservice, Vending, Hotel/Lodging, Theater/Entertainment, Military, and QSR/Chain Restaurant channels to deliver volume growth, share gains, and profitability.
• Own and expand key customer relationships across national and regional QSR chains, foodservice distributors, military accounts, vending operators, hotel/lodging partners, theater customers, and broker networks.
• Lead QSR and chain restaurant opportunities, including menu development cycles, limited-time offers, product specifications, procurement processes, and corporate/franchisee engagement.
• Partner with R&D, Innovation, Marketing, and Commercialization teams to develop or adapt products for foodservice-specific applications, QSR menu needs, LTO programs, pack formats, and channel requirements.
• Build joint business plans with customers, brokers, and channel partners, setting clear expectations and holding partners accountable to volume, distribution, execution, and financial targets.
• Serve as an internal advocate for Out of Home and Foodservice channels, building alignment and making the business case for resources, investment, and cross-functional support.
• Collaborate with Finance, Supply Chain, and Operations on pricing architecture, trade structures, minimum order quantities, product formats, and operational requirements unique to these channels.
• Manage and develop a small team while remaining directly involved in critical customer relationships, field execution, and high-priority business opportunities.
• Monitor channel performance, customer trends, competitive activity, and growth opportunities to inform strategy and improve business outcomes.
• Represent Ferrara with professionalism and credibility in the field, with customers, broker partners, operators, and senior internal stakeholders.

Skills that will make you successful

• Deep understanding of Out of Home and Foodservice channels, including the distinct business dynamics of QSR, military, vending, foodservice distribution, hotel/lodging, and theater/entertainment.
• Strong knowledge of QSR and chain restaurant selling, including corporate procurement, franchisee/operator dynamics, menu innovation, LTO development, culinary/R&D collaboration, and product specification approval.
• Proven ability to build trusted relationships with customers, buyers, operators, brokers, and cross-functional partners.
• Strong commercial acumen, including the ability to evaluate opportunities through the lens of volume, profitability, pricing, trade, margin, and operational complexity.
• Ability to lead through influence and align internal teams behind complex, multi-channel opportunities that may compete for resources with larger retail businesses.
• Clear, persuasive communication skills with the ability to present strategy, performance, risks, and investment needs to senior leadership.
• Entrepreneurial mindset with the ability to build structure, processes, and priorities in a fast-moving, underdeveloped, or evolving channel environment.
• Strong broker management skills, including joint business planning, expectation setting, performance management, and accountability.
• Data-driven decision-making balanced with strong relationship instincts and practical business judgment.
• Player-coach leadership style with the ability to set direction, develop talent, and stay close to execution.

Experiences that will support your success

• 8–12 years of progressive sales experience in CPG, Food & Beverage, Foodservice, Out of Home, QSR, or related channels.
• Substantial experience working across Out of Home, Foodservice, or QSR channels; retail-only experience is not likely to translate fully to the complexity of this role.
• Direct experience calling on national or regional QSR chains at the corporate level is strongly preferred.
• Experience with QSR menu development, LTO programs, product specification processes, and collaboration with culinary, R&D, or innovation teams.
• Experience working with foodservice distributors such as Sysco, US Foods, or regional distributors.
• Familiarity with military and government-related sales channels, including DeCA, AAFES, NEXCOM, or similar institutional customers, is a meaningful differentiator.
• Experience managing brokers, operators, and third-party channel partners across complex selling environments.
• Existing relationships across key Out of Home, Foodservice, QSR, military, vending, hotel/lodging, theater, or broker networks are strongly preferred.
• Prior people leadership experience, ideally managing a small team while maintaining direct ownership of strategic customers and business development opportunities.
• Ability and willingness to travel approximately 40–50% to support customers, field execution, broker partners, and geographically dispersed channel opportunities.

What We Offer

At Ferrara, we’re proud to support our employees by providing comprehensive benefits such as health insurance, dental insurance, a 401(k), and paid time off (PTO).  Eligible employees may also receive an annual bonus based on company performance. Learn more about our benefits at https://flimp.live/Ferrara-Candy-2025-OE-QR

Compensation

The salary range for this role is $143,798 - $201,317 annually.