Sr. Director Business Development- Cultured

Dairy Farmers of America•Dallas, TX

3d•Remote

About The Position

The Sr. Director Business Development- Cultured will be responsible for accelerating profitable growth across national brands in cottage cheese, sour cream, dips, crema, and other value-added cultured dairy categories. This leader develops and executes customer growth strategies, identifies new business opportunities, expands distribution, and strengthens strategic partnerships with national and regional retailers, foodservice operators, and emerging channels. The role serves as a key commercial leader, connecting customer needs, category insights, innovation, supply chain capabilities, and financial objectives to deliver sustainable long-term growth. The ideal candidate will be based out of the St. Louis Park, MN or Chicago, IL area. This position has flexibility to be based remotely anywhere in the US with close access to a major airport.

Requirements

Bachelor's degree in Business, Marketing, Food Science, or related field, or relevant industry experience
10+ years of progressive sales, business development, category management, or commercial leadership experience.
5+ years leading strategic customer relationships within Consumer Packaged Goods (CPG).
Proven success selling to major grocery retailers, mass merchandisers, club, or foodservice accounts via WHS distribution
Experience managing complex negotiations and delivering profitable growth
Experience within cultured dairy, refrigerated foods, dairy, or perishable categories
Experience with national retailers such as Walmart, Kroger, Albertsons, Publix, Meijer, Ahold Delhaize, Target, or regional grocers
Strong financial acumen including pricing, P&L management, forecasting, and trade investment analysis
Demonstrated success leading cross-functional teams and commercialization initiatives
Advanced proficiency with Circana, NielsenIQ, Kantar, Retail Link, 84.51°, or retailer-specific analytics platforms
Knowledge of cottage cheese, sour cream, dips, crema, and adjacent refrigerated categories
Strategic Thinking
Customer-Centric Leadership
Business Development & Growth Mindset
Commercial Acumen
Executive Presence
Negotiation Excellence
Cross-Functional Collaboration
Talent Development
Data-Driven Decision Making
Innovation Leadership
Change Agility
Results Orientation
Must be able to read, write and speak English

Responsibilities

Develop and execute annual customer business plans aligned with company growth objectives
Support customer business reviews, strategic planning sessions, and top-to-top meetings
Translate customer objectives into profitable growth initiatives and joint business plans
Serve as a trusted partner and advisor to customer leadership teams
Identify, prioritize, and secure new distribution opportunities across retail, club, convenience, foodservice, and emerging channels
Develop retailer-specific growth strategies that expand category penetration
Lead/support customer acquisition efforts and strategic market expansion initiatives
Evaluate new market opportunities, partnerships, and channel diversification strategies
Drive commercialization of innovation platforms and category expansion opportunities
Own profitable growth across national brand launches, crossing multiple DFA groups, retailers and account owners
Develop pricing strategies that balance volume growth, profitability, and competitive positioning
Manage trade investment, forecasting, customer profitability reviews, and business planning
Evaluate growth initiatives through rigorous ROI and financial analysis
Partner with Finance to achieve revenue, margin, and profit objectives
Become the category expert in cultured dairy, leveraging consumer, shopper, and retailer insights
Utilize Circana, NielsenIQ, Kantar, retailer loyalty data, and syndicated resources to identify growth opportunities – partner with CDT resources
Develop fact-based selling stories that drive assortment, shelf space, pricing, and promotion improvements
Identify category whitespace opportunities and emerging consumer trends
Deliver actionable customer recommendations that strengthen category performance
Collaborate closely with Marketing, Customer Development, Revenue Management, Category Management, Supply Chain, Finance, R&D, and Operations
Support commercialization efforts for new products, product line extensions, and innovation initiatives
Resolve customer service, inventory, and supply chain challenges while protecting customer relationships
Influence organizational priorities without direct authority
Ensure alignment between customer strategies and internal business goals
Lead annual customer negotiations involving pricing, trade investment, distribution, assortment, and promotional programs
Effectively communicate value propositions that differentiate the cultured dairy portfolio
Influence internal and external stakeholders to achieve mutually beneficial outcomes
Establish clear performance expectations and accountability measures
Foster a culture of customer-centricity, collaboration, and continuous improvement
Adapt strategies to evolving market conditions, retailer consolidation, and competitive activity
Monitor industry trends, private label growth, and emerging consumer preferences
Leverage technology, analytics, and AI-driven insights to improve decision-making
Lead through ambiguity while maintaining focus on long-term objectives
Champion innovation and continuous improvement initiatives