Business Development Manager

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

Develop, coordinate, and lead snacking strategy for “Unattended Retail”(Office Coffee & Supply/Vending/Micro Markets and Specialty Retail) Channels.  Responsible for delivering annual volume and profit goals for channels in support of the Away From Home Strategic Business Area (SBA) overall fiscal year plans.  Position is the lead Business Development Manager for Specialty Retail while supporting the “Unattended Retail” channels. 

Location: Work Remotely; Preference for Candidates to reside in Western United States

Work Arrangements: Working from Home Office and travel up to 50% of time

In this role you will:

Develop & Execute Snacking Strategy for Unattended Retail, Specialty Retail and Vending 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.
• Develop annual key performance indicators and measure broker performance objectives for Specialty Retail Channel
• Conduct semi-annual performance reviews with broker.
• Ensure Brokers are focused on Strategic Categories.

Key Customer Responsibilities

• Direct sales responsibilities with key national operators in Unattended 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.

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.

What we are looking for:

Minimum Requirements:

• Bachelor’s degree
• Minimum of 5 years of previous sales experience in Consumer-Packaged Goods and Away From Home food and/or beverage sales is preferred.
• Broker Management experience
• Can convert data and observations to insights that lead to opportunity development (action and results).
• Must have proven experience selling/maintaining major customers (Top to Top, Strategic Customers)
• 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
• Ability to travel roughly 50% of work schedule

Additional skills and experience that we think would make someone successful in this role:

• 4-7 years of experience in Small Format/Unattended Retail Channels
• 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

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 

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