What are the responsibilities and job description for the Director, FS National Accounts position at GoTo Foods?
Job Summary
The Director of Sales – Convenience & Fuel, Emerging Channels, and Internal Brands is responsible for both new account acquisition (Business Development) as well as account management/retention of existing business. Post product launch, this position retains ultimate responsibility for account management, while partnering both externally with the customer and internally at GO TO FOODS to ensure we are capturing value for all parties by leveraging the appropriate resources (e.g., Marketing, Supply Chain, R&D, etc.). This position’s primary goal is to create and execute the business model, strategy, and plans to build a portfolio of customers and product platforms that optimizes our Brands’ penetration and value while delivering on profitability goals. This position will work collaboratively with the VP, Business Development to deliver on P&L targets and strategic positioning of GO TO FOODS in the marketplace.
Essential Functions
The Director of Sales – Convenience & Fuel, Emerging Channels, and Internal Brands is responsible for both new account acquisition (Business Development) as well as account management/retention of existing business. Post product launch, this position retains ultimate responsibility for account management, while partnering both externally with the customer and internally at GO TO FOODS to ensure we are capturing value for all parties by leveraging the appropriate resources (e.g., Marketing, Supply Chain, R&D, etc.). This position’s primary goal is to create and execute the business model, strategy, and plans to build a portfolio of customers and product platforms that optimizes our Brands’ penetration and value while delivering on profitability goals. This position will work collaboratively with the VP, Business Development to deliver on P&L targets and strategic positioning of GO TO FOODS in the marketplace.
Essential Functions
- Leads sales activities and owns relationships with all Convenience & Fuel accounts (existing and potential) – approximately 70% of the role
- Leads sales activities and owns relationships for our Emerging Channels business (C&U, K-12) – approximartely10% of the role
- Leads sales activities and owns relationships with all our Internal Brands (Moe’s, McAlister’s, Cinnabon, Jamba, Carvel, Auntie Anne’s, and Schlotzsky’s for licensed foodservice products that cross brand (i.e., a Cinnabon product served at Moe’s for example) – approximately 20% of the role
- Tasked with identifying the overall goals, objectives, and growth strategies of our existing/potential customers both short and long-term.
- Identifies Convenience & Fuel, K-12, C&U, and Foodservice product category trends and build sales strategies to capture emerging business opportunities.
- Assesses Convenience & Fuel customer channels, prioritizes sales opportunities, and builds and manages a robust sales pipeline.
- Develops and executes detailed, account-specific capture plans to secure Convenience & Fuel and Emerging Categories sales opportunities.
- Builds strong and effective relationships with Corporate and Franchise Partners; communicates product and service offerings and secures agreement for sales opportunities.
- Partners with VP, Business Development to provide pricing decisions that deliver profitable revenue and growth.
- Achieves financial and operational results through effective execution of sales strategies.
- Works as needed with cross-functional teams both externally with customers & internally at GO TO FOODS with groups such as R&D, Marketing, Brand, Culinary, Legal and others to ensure products are approved and ready to be tested and/are sold into the customer base.
- Initiates stage-gate funnel process for new product development opportunities to fill customer needs.
- Reviews, analyzes, and translates sales statistics into action plans.
- Represents the company at trade association meetings, as well as customer conference meetings, to promote the company, product lines and available services.
- Identifies and penetrates appropriate buyer offices for target customers.
- Collaborates with Vice President, Global Channels to develop and execute strategic sales plan.
- Develops and maintains strong and trusting client relationships at all levels at the customer as well as internally at GO TO FOODS across the cross functional teams that support the business
- Bachelor's Degree
- 8 years of sales experience in the Convenience & Fuel space, Required
- K-12, College and University, Quick service, multi-unit franchise operations, and/or hospitality industry experience, Pref
- History of exceeding business development and relationship management objectives, Pref
- Experience in creating, managing, and executing successful sales and capture plans, Pref
- Strong ability to build relationships, effectively communicate and positively influence Corporate, Field, and Franchisee constituents
- Excellent verbal and written skills including presentations and proposals to senior level audience
- Ability to prioritize and manage multiple tasks with sensitive deadlines and changing environment
- Strong financial acumen, analysis/problem solving, negotiating, and influencing skills
- Demonstrated and successful ability to lead, motivate, hold accountable, develop, direct, and achieve target results
- Demonstrated history for flexibility and urgency in prioritizing and organizing projects
- Possesses a high degree of drive with a proven history of achieving results
- May be required to travel up to 50% of the time
