Business Development Manager, Office Coffee & Supply/Specialty Retail (Away from Home Sales Team)

The J.M. Smucker Co. is a leading company in the foodservice industry, and they are seeking a Business Development Manager for their Office Coffee & Supply/Specialty Retail channels. This role involves developing and executing sales strategies, managing broker relationships, and achieving fiscal goals while collaborating with various teams to create profitable business opportunities.

Responsibilities:

• Develop & Execute Snacking Strategy for Unattended Retail, Specialty Retail and Military Channels
• Ensure achievement of fiscal year plan
• Strategic Customer Targeting and Development of Action Plans
• Adjust to competitive, industry, and customer environments
• Report progress vs. plan, adjust to business outages
• Develop and executive national sales initiatives for strategic product categories
• Support SBA’s CRM (Salesforce.com) efforts
• Work with SBA’s Revenue Growth Management and Marketing teams to create more profitable new business opportunities for Unattended Retail Services and Vending Channels
• Operate within budget and effectively manager company resources
• Support the Non-Commercial Selling team, in setting the Snacking strategy, recommendations and act as a resource to the team
• Manage broker relationships
• Train, mentor, and support the broker's performance for the Unattended Retail (Office Coffee & Supply/Vending/Micro Markets/Specialty Retail) Channels
• Contribute to development of annual KPIs and measure broker performance objectives for Specialty Retail Channel
• Participate in semi-annual performance reviews with broker
• Ensure Brokers in your market area are focused on Strategic Categories
• Direct sales responsibilities with key national operators in Unattended Retail , Specialty Retail Channels
• Develop and execute annual Joint Business Plans with each key account
• Work with Category/Brand Marketing and all functional counterparts (Finance, Logistics, Product Development, HR, Marketing, CMK) as necessary to create and execute profitable sales initiatives
• Collaborate with broker sales team to execute initiatives with key accounts

Requirements:

• Bachelor's degree
• 5+ years of previous sales experience in Consumer-Packaged Goods and Food and/or Beverage product sales
• Broker Management experience
• Can convert data and observations to insights that lead to opportunity development (action and results)
• Experience in developing business plans and sales initiatives
• CRM Software experience
• Excellent communication skills (oral and written) and be able to effectively communicate up, down and out effectively both internally and externally, including executive and C-level
• Must have proven experience selling/maintaining major customers (Top to Top, Strategic Customers)
• Should have experience in strategic decision making
• Full understanding of Away From Home customers and supply chain
• Ability to travel roughly 50% of work schedule
• 4-7 years of experience in Small Format/Unattended Retail Channels
• Experience working with key Office Coffee & Supply operators and distributors
• Coffee Industry experience
• Possesses experience and understanding of Away From Home (AFH) Supply Chain customer's business acumen (operations, customer logistics and financial implications that support a CPG manufacturers' ability to successfully implement within the AFH industry
• Create business plans and sales initiatives, then execute against those plans within the team and broker organizations down to the customer level
• Excellent listening, negotiation, and presentation skills