Business Development Manager UDF Brands

United Dairy Farmers•Norwood, OH

About The Position

The Business Development Manager (BDM) is responsible for customer and revenue generation with a primary focus on UDF food manufacturing, wholesale and other UDF businesses. The incumbent will collaborate across business units and functions to deliver key business goals with a focus on Co-manufacturing (Food Manufacturing – Bakery & Ice Cream), Wholesale and could include third-party business lines (Cold Chain Integrity, Queen City Ice). This position is accountable for customer acquisition, sales, market share, and brand equity by actively contributing to new and existing customers’ category strategies and growth.

Requirements

High School Diploma or GED equivalent required
Five to seven years of CPG sales, Co-manufacturing business development/sales or account management experience.
Demonstrated sales and business development skills
An aptitude to effectively and swiftly translate business strategies into successful, engaging marketing campaigns.
Understanding of loyalty programs, customer segmentation and personalized marketing required
Excellent verbal, written and interpersonal communication skills,
Self-starter, strong drive, highly motivated to make change toward aggressive marketing goals
Experience analyzing data taking an “insight to action” approach resulting in specific data-based recommendations
Strong analytical skills and ability to bring about fact driven decisions.
Business acumen across a diverse range of business
Ability to operate in a complex, rapidly changing environment while adhering to tight schedules and budgets.
Demonstrated project management skills and proven ability to balance multiple projects in varying degrees of implementation.
Strong organizational, problem-solving and attention to detail skills are required.
A naturally curious learner who can learn our business quickly and will strive to stay current with what the market, competitive and consumer landscapes
Influence & Negotiation: Proven experience negotiating and influencing decisions, with the ability to sell persuasively and collaborate both internally and externally
Highly proficient in MS Office with a focus on MS Word, Excel, Power Point,
Competency in MS Business Intelligence (BI)
Retailer Systems: Proficiency with retailer-specific systems and data platforms (e.g., 1WorldSync, Kroger 84.51 & V.I.P., Walmart Retail Link & Scintilla Charter, Meijer Vendor Net)
Familiarity with Trade Promotion Management (TPM) tools, category management principles, and digital e-commerce/omnichannel strategies

Nice To Haves

Bachelor’s degree or equivalent preferred
Direct experience with a CPG company working with Kroger, Meijer, Walmart, or similar major retail partners is highly preferred
Direct experience with business development related to Food manufacturing (bakery and ice cream) highly preferred.

Responsibilities

Partner with key business unit leaders to outline and develop business development strategies and plans including pro-formas, target markets (geographic, product) and go-to-market plans.
Develop and execute account growth strategies for key customers and strategic partners.
Manage pipeline development, forecasting, and conversion of new business wins while achieving revenue, margin, and volume targets aligned with annual business plans.
Expand presence with regional and national distributors, co-pack partners, large retail/foodservice customers and other customers for UDF business units.
Partner and collaborate with the Company Marketing team to develop marketing and brand programs that outline UDF capabilities and help drive business development.
Design and conduct market analysis to identify trends, competitive activity, and whitespace opportunities across the various UDF brands. Leverage an “Insights to Action” approach with business leaders to inform product/service development.
Build and maintain strong relationships with key decision-makers and buyers across relevant segments.
Serve as the lead point of contact for strategic wholesale accounts, developing joint business plans that hit volume and profitability targets.
Analyze shopper and loyalty data to optimize shelf placement, planograms, and feature ads and off-shelf displays.
Forecast sales volumes, execute promotional planning, and manage trade investments to ensure a high Return on Investment (ROI).
Collaborate and partner with internal teams on product innovation including food, baked goods, beverage, ice cream and cold storage services.
Partner with Accounting to create effective frameworks and pro-formas to assess customer viability focusing on pricing strategies, cost modeling, margin optimization and overall profitability of client engagements.
Represent UDF with external organizations to build relationships to successfully drive any affiliation or partnership opportunities with other businesses.
Perform administrative tasks which may include processing invoices for payment, maintaining and monitoring digital business development, competitive intelligence, consumer surveys and special projects.
Develops and implements KPIs and objectives, such as sales lift, traffic lift, loyalty registrations, category lift, to assess the effectiveness of business development efforts.
Lead contract negotiations, pricing discussions, and long-term agreements.
Develop proposals, presentations, and business cases for new opportunities.
Support go-to-market execution including product launches and channel expansion.
Partners with internal groups to ensure accuracy in demand forecasting and communication to operations teams.
Responsible for retention of existing business by developing retention strategies and processes.
Monitor service levels, product performance, and customer satisfaction.
Resolve issues related to delivery, quality, or service in collaboration with internal teams.