Customer Leader, Commercial Foodservice

Ocean Spray Cranberries•Lakeville, MA

About The Position

Ocean Spray is hiring for a(n) Customer Leader, Commercial Foodservice! We’re a team of farmers, thinkers, creators, and doers. Whatever your title, whatever your role — it always comes back to this: we’re a farmer-owned co-op where everyone rolls up their sleeves to get the job done. Three maverick farmers started it all — and we’ve been making our own way ever since. The Commercial Leader for the Commercial Foodservice channel is a key leadership role for Ocean Spray’s growth channels. This leader will drive strategy, revenue, relationship building, and execution for national chain accounts and broker chain and beverage sales teams in the US. A successful candidate will fully utilize the resources of the enterprise to accelerate profitable growth and bring a passion for “how might we”. A Day in the Life... • Responsible for creating and managing the customer plans for assigned national accounts. • Provides direct account interaction for specific accounts in order to: understand the customer’s needs, deliver value added programs, develop a tactical selling strategy. • Implements the strategy with the customer, and measures the success of the tactics involved within the strategy. • Proactively utilizes and manages appropriate resources, internally and externally, that achieves both the Company’s and the customer’s goals. • Accountable for financial management, including trade budgets, deductions, etc. • Responsible for achieving objectives and responsible for directing resources to attain OSC goals within stated deadlines. • Utilizes the regions and agents to ensure product distribution and merchandising at the customer level. What We Are Looking For: Experience in managing national top 100 national account operators (FSR/QSR). Full national account management experience including supply chain and service management, QA/RD integration, pricing management, sales pipeline and new business growth, ability to execute and sell branding story/branded products, expanding menu placements, and development of LTOs. Managing operator service issues and supply chain such as forecasting for system distribution, direct broadliners, and DOT Broker partner management, developing regional chain opportunities, and training Knowledge of branded placement, licensing, and custom product co-development Financial acumen related to trade design, management, and optimization Knowledge of chain industry trends and best practices Ability to interpret Circana/SupplyTrak data for actionable insights Strong strategy development and an infinite mindset Highly proactive disposition Navigating negotiations and conflict management Customer business plan presentations and ad hoc materials development Highly collaborative with peers and able to thrive in a matrixed environment, all levels and functions Leadership presence and presentation skills Excellent organizational skills, ability to prioritize multiple dynamics Ability to lead change and bring others on the journey Strong interpersonal skills and ability to effectively and succinctly communicate (verbal/writing) Disposition which empowers, fully supports, and inspires teammates and others Strong proficiency in Power Point and Excel Knowledge of Power BI, Blacksmith, Tibersoft, SupplyTrak or equivalents a plus Bachelor’s degree in business, marketing or equivalent Ability and desire to travel to meet with accounts and attend industry conference events ~25% Minimum 8 years of experience in foodservice manufacturer national account sales, and broker sales development for chain accounts.

Requirements

Experience in managing national top 100 national account operators (FSR/QSR).
Full national account management experience including supply chain and service management, QA/RD integration, pricing management, sales pipeline and new business growth, ability to execute and sell branding story/branded products, expanding menu placements, and development of LTOs.
Managing operator service issues and supply chain such as forecasting for system distribution, direct broadliners, and DOT Broker partner management, developing regional chain opportunities, and training
Knowledge of branded placement, licensing, and custom product co-development
Financial acumen related to trade design, management, and optimization
Knowledge of chain industry trends and best practices
Ability to interpret Circana/SupplyTrak data for actionable insights
Strong strategy development and an infinite mindset
Highly proactive disposition
Navigating negotiations and conflict management
Customer business plan presentations and ad hoc materials development
Highly collaborative with peers and able to thrive in a matrixed environment, all levels and functions
Leadership presence and presentation skills
Excellent organizational skills, ability to prioritize multiple dynamics
Ability to lead change and bring others on the journey
Strong interpersonal skills and ability to effectively and succinctly communicate (verbal/writing)
Disposition which empowers, fully supports, and inspires teammates and others
Strong proficiency in Power Point and Excel
Bachelor’s degree in business, marketing or equivalent
Ability and desire to travel to meet with accounts and attend industry conference events ~25%
Minimum 8 years of experience in foodservice manufacturer national account sales, and broker sales development for chain accounts.

Nice To Haves

Knowledge of Power BI, Blacksmith, Tibersoft, SupplyTrak or equivalents a plus

Responsibilities

Responsible for creating and managing the customer plans for assigned national accounts.
Provides direct account interaction for specific accounts in order to: understand the customer’s needs, deliver value added programs, develop a tactical selling strategy.
Implements the strategy with the customer, and measures the success of the tactics involved within the strategy.
Proactively utilizes and manages appropriate resources, internally and externally, that achieves both the Company’s and the customer’s goals.
Accountable for financial management, including trade budgets, deductions, etc.
Responsible for achieving objectives and responsible for directing resources to attain OSC goals within stated deadlines.
Utilizes the regions and agents to ensure product distribution and merchandising at the customer level.

Benefits

Complete insurance package on Day-1 that includes a plethora of health and wellness programs
Health, Dental, and Vision insurance
Health savings account
Flexible spending account
Life and accident insurance
Employee assistance program
Telehealth services
1:1 health coaching
Supportive benefits for all the stages of your life
401(k) with up to 6% Company matching; additional potential discretionary match at year-end
Short-Term Incentive/Performance bonuses
Flexible scheduling options
Vacation pay, up to three weeks of time (pro-rated for your first year of employment)
Holiday pay for 12 holidays
Career development and growth opportunities
Tuition/Education assistance programs
Access to LinkedIn Learning
Scholarship programs for children of employees
Parental leave
Bright Horizons Family Solutions – Back-up care, tutoring, etc.
Adoption assistance
Bereavement leave
Up to $300 fitness reimbursement
Up to $300 massage reimbursement
Employee appreciation events
Employee discounts
Charitable giving