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