Director Food Service Sales

KAYEM FOODS, INC.

Job Description

JOB TITLE: Director, Food Service Sales

SUMMARY:

This key sales leader will serve as a key player in shaping the future of our sales organization by creating our Food service sales / channel strategies, selling programs, and sales support capabilities as we build a world-class food sales organization. The Director of Food Service Sales will report to the Executive Vice President, Commercial Growth and is responsible for developing and executing the foodservice sales strategies to grow volume / revenue, expand distribution, and strengthen our customer relationships. The Director leads a team of sales professionals and brokers to achieve company sales and profit goals and will work closely with Kayem’s executive management team to address challenges and evaluate opportunities, helping to drive sales growth and profitability.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Strategic Leadership and Growth

• Develop strategic vision and implement a comprehensive foodservice strategy to strengthen our regional presence and expand in selected target areas to grow our market share.
• Identify and target key foodservice growth opportunities / channels including restaurants, healthcare, education and contract foodservice providers.
• Expand and grow existing and new relationships with regional and national foodservice distributors and operators.
• Analyze market trends, competitor activity and customer needs and lead the organization to deliver the appropriate portfolio and pricing requirements to drive business growth. Acts as the voice of the customer: A true advocate who can articulate the customer point of view cross-functionally

Sales and Business Development

• Lead business planning with our Broker network and lead negotiations with foodservice buyers, distributors, and end users (where appropriate) to drive targeted revenue and profitability growth.
• Manage all key customer relationships and oversee account management to ensure long term partnership success. Manage the development of customer profitability analysis and management and execution of customer strategy and goals.
• Lead the development and analysis of customer profitability and growth potential and in partnership with Marketing / Sales Planning, lead pricing, promotional, and trade spend strategies to maximize growth and profitability and ensure budgets are met.
• Recruit, hire, lead and inspire the best people in a high-performance team environment that will deliver corporate objectives and meet the changing needs of users and business.

Cross-Functional Collaboration

• Communicates and partner with Sales and Marketing, R&D, Operations, Finance and Leadership to drive implementation of organization sales objectives internally and across the Sales and broker network to ensure execution of profitable sales plans.
• Participate in the development and execution of presentations, quarterly objectives development and success metrics delivered to executive team and board of directors as needed.
• Partner with R&D, Marketing, and Ops to ensure product portfolio and product development aligns with foodservice needs and requirements.

QUALIFICATIONS AND REQUIREMENTS:

Skills and competencies:

• 7 years’ experience in sales, category management, and/or similar functions within a CPG company; 3 years’ experience leading a Food Service organization preferred
• Strong knowledge of foodservice distribution and operator dynamics and a proven track record of successfully growing foodservice revenue and managing key accounts.
• Demonstrated ability to create and develop sales plans and channel strategies for large commercial customers within Food Service
• Excellent leadership skills and an ability to inspire direct and cross functional teams and lead to successful outcomes. Demonstrated experience leading and managing Broker networks.
• Ability to develop and articulate high-level sales strategies and customer needs and translate them into system and process requirements. Ability to analyze data, develop insights, and translate them into actionable strategies.
• Rich experience in customer/channel forecasting with experience working cross-functionally to align on latest estimates and report out key changes across the organization

Personal Traits:

• Excellent negotiation, communication (written and verbal) and relationship building skills
• Energetic, self-motivated, and the ability to act with a sense of urgency
• Creative and resourceful problem solving, ability to change course when / if priorities change
• Adaptability as we are a small organization; job scope evolves as business needs evolve
• Ability to learn new information quickly (i.e. technology, compliance related matters, significant initiatives)

Other Requirements:

• BA or BS required
• Must possess a valid driver’s license
• Ability to travel up to 70% of the time