Military & Channel Business Development Manager

Hiring Company :

Delicatessen Services Co., LLC

Overview : The Military Business Development Manager (BDM) is a key member of the Foodservice Team and for the Boars Head Brand. In this role the Military BDM is responsible for planning, executing sales strategies, and marketing programs within traditional military foodservice venues and commissaries. This individual will have the ability and know-how to develop cross functional plans for growing and retaining existing businesses and expanding across all Military venues. The Military BDM will also be responsible to guide and support distributors pursuing Military business and beyond, develops / sustains business relationships within key customers; and ultimately the Military BDM has to achieve the goals and targets assigned by his line manager. The candidate should continuously stay updated on the activity of our competitors and ensure that Boars Head Brand is properly represented in all Military bases and establishments.

Job Description : PRIMARY RESPONSIBILITIES :

Responsible for implementing sales and marketing programs within assigned customers.

Responsible for generating opportunities by researching potential accounts, utilizing resources within distributor network.

Maintaining a sales call balance of new business opportunities along with current business retention and penetration.

Build annual strategic plans with the top 10 customers and regional players by division.

Achieve annual growth targets and business objectives

Represent, protect and grow our Brand across selected channels and beyond.

Participate in the development and implementation of channel marketing plans, including channel assessment, channel communication plans, and product mix prioritization. Create channel strategies programs that help attract new prospects and retain current customers within his region.

Create sales and marketing strategies that improve the effectiveness of the sales approach and help distributors to increment volumes within existing accounts. Develop channel based communication plans to drive internal knowledge, outlining optimal brand strategy, product assortment, and applicable culinary solutions.

Manage the executive business relationship and personally interact with customers to gather information on industry developments and to identify opportunities

Be the single point of contact for all Military business within our organization and bring in resources from all around Boars Head to support as necessary

Participates in visits to key strategic accounts and has a prepared itinerary 2 weeks in advance

Facilitate the distribution relationship for the acquired businesses.

Set up quarterly meeting with line manager to track individuals performance and analyze progress toward appointed goals.

Responsible to set-up business reviews and a yearly joint business plan with key customers leveraging the support of the distributor lead and line manager.

Maintain profiles of all current and prospective customers while maintaining pertinent documents such as memos regarding status meetings with distributors, presentations with customers.

Create and maintain an environment of partnership and collaboration with distributors and with other departments, to ensure the attainment of overall foodservice goals, and company goals.

Develop, maintain and expand relationships with key purchase influencers as well as economic buyers.

The candidate must have active access to enter military bases and Commissaries

Other duties as assigned

REQUIREMENTS :

The candidate must know the Commissary and Deca world how they operate, how they purchase etc

The candidate must know the military grocery industry

The candidate must have contacts within the Military industry to continue our penetration within the bases.

Foodservice industry experience (from either operator, distributor or manufacturer side) may be a plus though not required. Individuals with experience in a similar or relevant go-to-market process such as sales distribution environments are usually well-suited for this position.

Minimum of 7 years of successful B2B (Business to Business) sales experience.

Marketing, sales management, or business development experience with demonstrated record of achievement and advancement.

College degree preferred, or equivalent 3-5 successful sales or sales management experience

Basic culinary knowledge

SKILLS :

Highly developed analytical skills and problem-solving skills that leverage quantitative and qualitative information sources

Able to slice products, cook food products and put menu combinations together to aid in the sale process preferred.

Positive, motivated team player with the ability to work effectively in a fast paced environment

Proficiency with MS Word, MS Excel, MS PowerPoint and Outlook as well as a high level of Internet savvy are required.

Organizational skills to include time / project management skills and the ability to prioritize projects based on business.

Able to recognize, analyze, develop solutions and initiate problem solving action with very little information and / or direction. Able to influence and drive change

Ability to effectively communicate with all levels of the organization, particularly with Distributors, Product Managers, peers and cross functional teams

Strong written and verbal communication, interpersonal, leadership and organizational skills.

Sales personality that demonstrates patience and persistence for the sales process.

Ability to manage a large geographical area may be required

Can sell concepts as well as solutions

Highly motivated self-starter with results orientation

Work independently and / or with teams

Up to 60% travel as needed

Adherence to corporate policies as required

Location : Sarasota, FL

Time Type : Full time

Department : Foodservice