Manager Business Development - US Retail

McCain Foods USA•Oakbrook Terrace, IL

About The Position

Reporting to the Director of Sales for US Retail, this individual will lead a number of high priority grocery customers and sales brokers. You will be responsible for setting budgets and performance metrics for US Retail to drive profitable growth across the McCain portfolio of potatoes and appetizer products, across the branded and private label portfolios at each account.

Requirements

Minimum 5-7 years of retail sales experience, including 3 or more years of managing brokers.
Experience with compiling and utilizing data from various platforms (IRI, Nielsen, internal sales data (Power BI), customer specific platforms are also a plus.
Extensive retail industry knowledge.
Personal characteristics should include a strong work ethic, the willingness and capability to be a self-starter, the ability to make informed, independent judgments, strong interpersonal skills, negotiating and ability to effectively communicate and collaborate cross functionally at all levels of an organization.
The successful candidate must be able to demonstrate ability to manage forecasts and budgets.
Computer skills must include Microsoft Office Suite - Excel, PowerPoint, and Word.
This role requires ~25% travel to current and potential clients. This requires the possession of a valid state driver’s license.
Demonstrated ability and willingness to manage a large geographical territory requires willingness to work a flexible schedule and regular overnight travel.

Nice To Haves

Experience working with ADUSA (Ahold Delhaize); Food Lion, Stop & Shop, Hannaford, Giant Company, Hannaford, Giant Food is preferred
Familiarity with distributors including C&S, Bozzutos, Demoulas Market Basket , Northeast Independents would be a plus
Familiarity of current McCain systems a plus.

Responsibilities

Create, execute, and manage business plans, forecasts, and promotions to consistently deliver volume and net sales targets, as well as annual Key Performance Indicator (KPI’s) objectives.
Coordinate activities with and through Sales Planning using the annual planning calendar to meet all established timelines.
Create annual selling story and joint business plans to optimize portfolio via collaboration with customer, internal cross-functional teams and external broker network to deliver the AOP.
Focus on driving for high performance from each market by assessing prior year performance as well as company category growth objectives.
Lead Sales Broker Partner relations at the Market Area, regional, and local levels.
Focus on prioritizing activities and customer target lists using GFSEP principles to ensure our broker partners are professionally promoting, marketing, and selling on behalf of McCain Foods USA to our identified and targeted end user customers.
Execute sales Customer and broker score cards to be reviewed on a quarterly basis. The scorecard will measure sales agency performance against all sales and administrative objectives.
Manage areas of opportunity in a timely manner to drive compliance against 4 Ps (pricing, product, placement, promotion), deductions, bill backs, and forecasting metrics.
Coordinate activities with McCain Direct Selling, Sales Planning, and Customer Marketing senior management to ensure their support of McCain Team Selling activities with US Retail.
Demonstrate principled leadership within the collaborative and team-oriented environment always striving to do business the right way on behalf of McCain US Retail.