Senior Sales, Business Development Executive

The J.M. Smucker Co.; Atlanta (GA); Remote; USD 95,000 - 130,000; Full time

Job summary

The J.M. Smucker Co. is seeking a Business Development Manager to drive top-line sales and bottom-line profit for national chain foodservice accounts. You will develop strategic plans, manage trade spend, and lead broker-driven execution across regions while traveling up to 60% from a home office.

Lead cross-functional collaborations, negotiate contracts, and build strong relationships with supply chain, marketing, and culinary teams to meet growth targets and brand objectives.

Qualifications

• 3+ years managing National Chain Foodservice Account business.
• Travel up to 60% of the time.
• Experience with broker management.

Responsibilities

• Achieve volume and margin objectives for Food and Beverage categories.
• Develop and execute sales plans and trade spend.
• Manage trade and departmental budgets.
• Manage P&L and margin targets for assigned accounts.
• Lead broker-driven region chain initiatives and KPI attainment.
• Maintain existing business and drive new business acquisition.

Skills

Broker management

CRM

Trade spend

P&L management

Relationship building

Education

Bachelor’s degree

Tools

CRM

ShowPad

SDS

Job description

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). 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.
• 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.

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.
• Travel requirements up to 60% of the time managing face-to-face customer relationships.

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. #