Business Development Manager, Office Coffee & Supply/Specialty Retail (Away from Home Sales Team)

The J.M. Smucker Co.•Phoenix, AZ

2d•Remote

About The Position

Develop, coordinate, and lead snacking strategy for “Unattended Retail”(Office Coffee & Supply/Vending/Micro Markets, select Military and Specialty Retail) Channels. Responsible for delivering annual volume and profit goals for channels in support of the Away From Home Strategic Business Area (SBA) overall fiscal year plans. Position is the lead Business Development Manager for Specialty Retail while supporting the “Unattended Retail” and Military channels.

Requirements

Bachelor's degree
5+ years of previous sales experience in Consumer-Packaged Goods and Food and/or Beverage product sales.
Broker Management experience
Can convert data and observations to insights that lead to opportunity development (action and results).
Experience in developing business plans and sales initiatives, CRM Software experience.
Excellent communication skills (oral and written) and be able to effectively communicate up, down and out effectively both internally and externally, including executive and C-level.
Must have proven experience selling/maintaining major customers (Top to Top, Strategic Customers)
Should have experience in strategic decision making.
Full understanding of Away From Home customers and supply chain
Ability to travel roughly 50% of work schedule

Nice To Haves

4-7 years of experience in Small Format/Unattended Retail Channels
Experience working with key Office Coffee & Supply operators and distributors
Coffee Industry experience
Possesses experience and understanding of Away From Home (AFH) Supply Chain customer’s business acumen (operations, customer logistics and financial implications that support a CPG manufacturers' ability to successfully implement within the AFH industry.
Create business plans and sales initiatives, then execute against those plans within the team and broker organizations down to the customer level
Excellent listening, negotiation, and presentation skills

Responsibilities

Develop & Execute Snacking Strategy for Unattended Retail, Specialty Retail and Military Channels
Ensure achievement of fiscal year plan.
Strategic Customer Targeting and Development of Action Plans.
Adjust to competitive, industry, and customer environments.
Report progress vs. plan, adjust to business outages.
Develop and executive national sales initiatives for strategic product categories.
Support SBA’s CRM (Salesforce.com) efforts.
Work with SBA’s Revenue Growth Management and Marketing teams to create more profitable new business opportunities for Unattended Retail Services and Vending Channels.
Operate within budget and effectively manager company resources.
Support the Non-Commercial Selling team, in setting the Snacking strategy, recommendations and act as a resource to the team.
Manage broker relationships
Train, mentor, and support the broker's performance for the Unattended Retail (Office Coffee & Supply/Vending/Micro Markets/Specialty Retail) Channels.
Contribute to development of annual KPIs and measure broker performance objectives for Specialty Retail Channel
Participate in semi-annual performance reviews with broker.
Ensure Brokers in your market area are focused on Strategic Categories.
Direct sales responsibilities with key national operators in Unattended Retail , Specialty Retail Channels
Develop and execute annual Joint Business Plans with each key account.
Work with Category/Brand Marketing and all functional counterparts (Finance, Logistics, Product Development, HR, Marketing, CMK) as necessary to create and execute profitable sales initiatives.
Collaborate with broker sales team to execute initiatives with key accounts.