Business Development Manager - National Accounts, Hospitality (Away from Home Sales)

Employment Type: Full-time

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Position Overview

The Business Development Manager (BDM) is individually accountable for developing, executing, overseeing, and leading business activities with assigned national account customers to meet targeted Small Business Administration (SBA) objectives and plans. The BDM develops, fosters, and owns the business relationship, building business plans, executing sales initiatives, 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 indirectly across multiple sales and customer teams.

Management Sectors: Hospitality (Lodging, Gaming, Recreation, and Food Service Management (FSM) interaction with Sodexo, Aramark, and Delaware North).

Location: Working Remotely within the Continental United States (within 1 hour of a major airport). Up to 50% travel expected.

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Key Responsibilities

Achieving Financial Results:

• Acquire, penetrate, and retain business to achieve financial targets.

Building and Maintaining Relationships:

• Develop and maintain relationships at the headquarters level within regional and national Hospitality & tribal gaming accounts.
• Build growth strategies and ensure 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.
• Lead efforts to commercialize these opportunities 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 influence to guide key customers and coordinate daily business execution with the Non-Commercial team.
• Manage 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.

Business Planning and Analyses:

• 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. Generate insights from financial data and market trends to 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. Ensure effective communication, alignment of strategies, and the establishment of actionable plans to drive business growth.
• Accelerate Team Performance: Drive the business planning and activation process in collaboration with relevant teams.

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Requirements

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Application Instructions

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Company Information

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