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National Accounts Business Development Manager

4 months ago

San Antonio, United States C.H. Guenther & Son Full time

This accomplished and strategic business development professional will be tasked with driving new national and large regional restaurant chain business into the company. Establishes, develops, and secures targeted new business by utilizing a proven strategic selling approach, as well as leveraging industry contacts. The ideal candidate has strong familiarity and understanding of the Restaurant, Distribution, Food Manufacturing, and Convenience industries and brings to the company an impressive "book of business" that has the potential to convert to C.H. Guenther customers.

Duties and Responsibilities:

  • Working in close partnership with the Sr. Director, National Accounts, and other counterparts, identifies strategic customer target list to pursue in designated North American territory.
  • Consistently maintains a robust pipeline of new business opportunities and understands the importance of working several customer opportunities concurrently; must be able to "juggle several balls" at once.
  • Builds expertise in selling CHG's extensive line of food offerings, including, but not limited to, biscuits, dry mixes, desserts, premium breads, breakfast carriers, and more.
  • Maintains laser-focus on what prospective customers are looking to accomplish, avoid, fix, pursue, and solve in order to deliver winning menu innovation and solutions.
  • Partners with CHG's R&D/Culinary/Innovation team for customized customer menu requests
  • Gains deep understanding around CHG's product line and works to maximize higher-margin items when selling.
  • Works closely with our Market Insights team to translate market / consumer information into relevant and actionable insights for customers, helping to differentiate CHG as a partner of choice and enhance our right to win new business.
  • Participates and potentially demonstrates in prospective customer conventions/trade shows.
  • Works closely with CHG Procurement team to ensure ongoing Commodity knowledge and updates to key customers (e.g., latest trends with wheat, flour, sugar, oils, etc.)
  • Plays an active role in drafting new Supply Agreements and Pricing Proposals for customers, in collaboration with CHG's Revenue Growth Management and Legal teams.
  • Whether leveraging contacts or developing new ones, consistently researches and does the required "homework" on the company and key decision-makers being prospected before engaging.
  • Communicates clearly and directly with multiple inter-company departments, especially National Accounts Product Marketing/Commercialization Team; other departments include Quality Assurance, Supply Chain, Customer Service, Purchasing, R&D and Culinary
  • Manages projects with R&D team and our Product Marketing team to expedite new business development.
  • Develops thorough understanding of Target Customer operational capabilities through direct involvement with Customer R&D and restaurant operations.
  • Executes all required administrative work in timely fashion.
  • Performs all other duties as assigned.
Minimum Job Requirements:

Education/Certifications and Experience:
  • Bachelor's degree in Business, Marketing, or other related field.
  • Culinary or Sales related accreditation a plus.
  • The ideal candidate has been previously certified in an accredited strategic selling program (e.g., Miller Heiman, Challenger, Action Selling, etc.)
  • Minimum of 5 years' experience selling/managing National and Regional restaurant chains
  • Experience in Food Manufacturing, and a basic understanding of plant operations, a plus
  • Background ideally includes utilization of a CRM (e.g., Salesforce)
Knowledge, Skills, and Abilities:
  • Proficient use of computer, Microsoft Office (Word, Excel, PowerPoint, OneNote), and other related applications or software.
  • Strong communication skills (written and verbal) a must.
  • Strong organizational skills and attention to detail.
  • Demonstrated leadership skills.
  • A team player who possesses the ability to develop interdepartmental relationships.
  • Ability to work effectively with diverse groups of associates and customers ranging from entry level to executive level positions.
  • Ability to work with multiple departments including but not limited to Cost Accounting, Operations, Purchasing, R&D, Supply Chain, Legal, Culinary, Quality Assurance, and Information Services, both internally and externally
  • Ability to manage multiple tasks, often with competing deadlines.
  • Ability to prioritize projects and clearly communicate direction internally and externally.
  • Strategic critical thinker who knows how to play "chess," always thinking a few steps ahead.
  • Ability to update and influence internal stakeholders, including company executives.
Supervisory Responsibilities:
  • N/A
Working Conditions and Physical Effort:
  • Typical work in office environment or remote home office.
  • Prolonged periods of sitting at a desk and working on a computer.
  • Must be able to lift up to 15 pounds at times.
  • Substantial travel required (40% - 50%) mostly in the United States.
Expectations:
  • Will demonstrate, promote, and exemplify the Company's Core Values in People, Quality and Growth.


We are proud to offer competitive compensation and benefit programs that include medical, dental, vision, flexible savings account, health savings account, 401K matching savings plan, employee assistance program, wellness programs, life insurance, AD&D insurance, disability insurance, tuition reimbursement, student loan counseling, employee referral program, paid time off, and more

For additional information about our company, go to www.chg.com.

C.H. Guenther & Son and its subsidiaries are E-Verify participating employers.

Click here for more information regarding E-verify.

All offers of employment are contingent upon successful completion of the pre-employment screening process which includes a drug screen and review of criminal background and other records as required.

AA/EEO/Drug-Free Employer