Business Development Manager-National Accounts, Hospitality
2 months ago
Your Opportunity as Business Development Manager-National Accounts, Hospitality -Away from Home Sales
The Business Development Manager (BDM) has individual accountability for developing, executing, overseeing, and leading business activities with assigned national account customers to meet targeted SBA objectives/plan. The BDM develops, fosters, and owns the business relationship building business plans, managing trade spend, sales initiative work, and achieving assigned results. Their efforts are strategic across both the Food and Beverage businesses, with a focus on sustainable and profitable volume growth for the Away From Home SBA. The BDM is responsible for working with and managing business and sales activities directly and in-directly across multiple sales and customer teams. Management sectors for this role include: Hospitality (Lodging, Cruise Lines, Gaming, Sports & Entertainment including FSM managed engagement with Sodexo, Aramark & Delaware North)
Location: Working Remotely within the Continental Unites States (within 1 hour of major airport, up to 50% expected travel)
In this role you will:
Be tasked with building, managing, and delivering results against incremental growth opportunities within Hospitality & Sports & Entertainment.
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 Hospitality & FSM accounts. This involves managing contracts and ensuring satisfaction with services provided.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 Hospitality business. This may involve leveraging tactics such as R-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 Director, Non-Commercial 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 , and we believe in supporting every employee by meeting their physical, emotional, and financial needs.
What we are looking for:
Minimum Requirements:
Bachelor's degree5+ years of experience in Consumer-Packaged Goods (CPG) Foodservice SalesExperience calling on foodservice operators (Hospitality including Sports & Entertainment)Prior experience working with Hospitality and Food Service Management (contracts/bids)Individual documented successes in foodservice sales (healthcare control point or C&U)Experience working collaboratively with cross functional teams to drive business resultsPrevious experience with the Joint Business Planning processProficient in Microsoft Office SuiteStrong analytical skills and interpersonal skillsDemonstrated understanding of customer strategies Resides 1 hour from a major airport.Learn more about working at Smucker:
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