Your Opportunity as Business Development Manager-National Accounts, Compass/Foodbuy Team-Away from Home Sales
In this role, your primary responsibility will be to achieve sales and profit targets for Non-Commercial Foodservice Management customers within Compass Sectors (primary focus), HealthTrust and HMS Host, while supporting strategic project work across Sodexo and Aramark. This involves establishing and nurturing relationships with key decision-makers at headquarter levels of strategic FSM Sectors/Lines of Business and FSM Members. This role requires a deep understanding of the foodservice industry and the ability to communicate effectively with procurement, operations and culinary teams to deliver solutions that meet their product and service needs. You will focus extensively on business development, actively seeking out and capitalizing on opportunities for profitable growth.
Location: Working Remotely within the Continental United States (within 1 hour of major airport, up to 35% expected travel)
Role overview
In this role, you will be tasked with building, managing, and delivering results against incremental growth opportunities within Compass Sectors, HealthTrust and HMS Host.
Your Key Responsibilities Will Include
- Achieving Financial Results: You will be responsible for acquiring, penetrating, and retaining business to achieve financial targets.
- Building and Maintaining Relationships: Develop and maintain relationships at the headquarters level within top Strategic FSM Sectors/Lines of Business. This involves managing relationships at all levels of the customer hierarchy
- Customer-Specific Business Development Plans: Create tailored business development plans for each customer within your portfolio, identifying their unique needs and growth opportunities.
- Identifying Growth Opportunities: Identify and capitalize on growth opportunities within key customers, leading efforts to commercialize them through the JM Smucker Away from Home organization.
- Driving Brand and Category Growth: Develop and execute strategies to drive growth in both brand and category sales, surpassing sales and profit goals.
- Influencing Key Customers: Use your influence to guide key customers and coordinate daily business execution with the Non-Commercial team. This may include managing product specifications, order guides, and portfolio selling.
- Coordinating with Field Sales Management: Collaborate with Field Sales management to provide contract-related guidance and training, ensuring alignment with organizational objectives.
- Analyzing Business Opportunities: Conduct thorough analyses of the business landscape to identify innovative strategies for penetrating existing markets and acquiring new FSM business. This may involve leveraging tactics such as -Grow initiatives, Whitespace campaigns and promotional activities.
- Cross-Functional Collaboration: Collaborate closely with internal teams across marketing and finance functions to garner support and resources essential for achieving your goals. This collaboration ensures alignment with organizational objectives and maximizes the effectiveness of your initiatives.
- Ad-Hoc Financial and Data Analysis: Take ownership of ad-hoc financial and data analysis tasks, including pre and post-event analysis. By delving into financial data and market trends, you will generate insights that inform decision-making processes and optimize strategies for enhanced profitability.
- Ownership of Business Planning Events: Lead key business planning events such as Annual Joint Business Planning, Quarterly Business Reviews, Customer Events/Shows, and other identified meetings. Taking charge of these events ensures effective communication, alignment of strategies, and the establishment of actionable plans to drive business growth.
- Accelerate Team Performance: Drive business planning and activation process in collaboration with cross-functional partners such as Revenue Growth Management, R&D, Finance, Legal, Equipment & Service Team, and Marketing. Receive guidance from the National Account Executive on opportunities to enhance key customer performance. Actively participate in assigned projects aimed at advancing business objectives. Foster strategic partnerships and maintain a long-term focus with internal and external stakeholders.
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.
Minimum Requirements
What we are looking for:
- Bachelor's degree
- 5+ years of experience in Consumer-Packaged Goods (CPG) Foodservice Sales
- Compass sector experience
- Experience calling on foodservice operators (healthcare/C&U/B&I, multi-unit chains)
- Prior experience working with Food Service Management (contracts/bids)
- Individual documented successes in foodservice sales (healthcare, C&U, B&I)
- Experience working collaboratively with cross functional teams to drive business results
- Previous experience with the Joint Business Planning process
- Proficient in Microsoft Office Suite
- Strong analytical skills and interpersonal skills
- Demonstrated understanding of customer strategies
- Resides 1 hour from a major airport.
Learn More About Working At Smucker
- Our Total Rewards Benefits Program
- Our Thriving Together Philosophy Supporting All Impacted by Our Business
- Our Continued Progress on Inclusion, Diversity and Equity
