Job Summary:The GPO Business Development Manager is for our Foodservice Division
- Travel requirements - 65%
The ideal candidate should reside on the East Coast (GA, NC, MD, PA) and be near a major airport for an easy commute to the HQ Office in Georgia.
Minimum qualification is a candidate for the GPO position will have worked for a manufacturer.Ideally the candidate would have managed GPOs (Compass, Foodbuy, Sodexo, Premier, Avendra, Aramark, Entegra, Buyers Edge, Chartwells).Product Knowledge:- Become a product specialist of the Ole Mexican Tortillas, Chips, Mexican Bakery, Cheese, Crema and Chorizo to include menu application and product FAB.
Primary Responsibilities- Manage existing GPO customers.
- Deliver on Sales Growth and increase share.
- Manage the development process of new and innovative products for the business while promoting existing products and capabilities.
- Create and deliver sales presentations to key clients as well as key internal stakeholders within the greater OMF organization.
- Meet with current and prospective clients, develop and maintain effective relationships, negotiate contracts and secure agreements that align with OMF sales, volume and margin targets.
- Analyze and evaluate market opportunities by product and current/new major customers.
- Manage travel & entertainment/promotion & advertisement expenditures to ensure these expenditures delivery an ROI.
- Track and analyze current account performance and develop and implement actions to enhance account performance.
- Lead cross-functional strategic partnerships to align and leverage Merchandising, Purchasing, R&D and other key functional targets leveraging a "solution based" selling approach
- Clear understanding of National Account selling process, leveraging product, R&D, Menu & Market trends to facilitate and forge strategic partnerships
- Deep understanding of GPO Contracts and BLACKSMITH Trade Management
- Work closely with Marketing and R&D counterparts to introduce and develop innovative new items to assist customers in achieving their overall business objectives
- Keep abreast of Food & Menu trends across the Non-commercial and Commercial Channels
- Travel and meet existing customers and potential new qualified targets
- Attend customer conferences that are relevant to the business
Competitive Analysis- Identify key competitors. Gather POS, pricing and competitive product knowledge to assist in carving share through strategic price deviation and quality/value propositions. Communicate and convey learning to broker and Ole field sales on an as needed basis.
Personal Growth- Identify with direct manager (early on) areas in which to demonstrate personal growth. Measure and improve.
Communication- Utilize phone and laptop tools to maximize efficient use of time while meeting or exceeding customer expectations of opportunity follow up. Provide weekly report of "activities and results" to include weekly planner of upcoming activities and events. Ensure communications are effective, clear and informative. Utilize effective file management within laptop.
Personal Attributes/Skills:Person needs to be "detail orientated", able to manage multiple projects both internally/externally. Strong communication skills. Company seeks a "results orientated person". Works well in team environments, while also being a self-starter.
Preference will be given to bi-lingual candidates (Spanish/English) and with those who have previous foodservice experience via distribution, manufacturing or foodservice broker sales.
Knowledge, Skills, & Abilities- Work requires creativity and a willingness to manage a business in an entrepreneurial environment.
- Work requires experience in food service sales or related sales field.
- Work requires the ability to effectively communicate in oral, written, and digital presentations and proposals with management and customers and advocating both sides effectively.
- Work requires the ability to work independently and as part of a larger Foodservice and OMF team to achieve results.
- Work requires knowledge of solution-based selling, selling customized products and value-added selling.
- Work requires ability to analyze current and future market trends and recommend sales opportunities based on analysis.
- Work requires a valid driver's license and acceptable driving record for assigned company vehicle.
Role will demand an entrepreneurial approach to advancing the business and building customer partnerships. Incumbent must be able to sell using financial data, consumer insights, industry trends and strong negotiation skills.
ESSENTIAL JOB FUNCTIONS - Determine annual volume and gross-profit plans for national account customer working in conjunction with Marketing and Finance counterparts.
- Analyze sales reporting and trends on a weekly basis to confirm current strategies are working.
- Schedule and execute product and menu ideations with customers and key internal team members (R&D, Marketing, Account Development)
Qualifications:- Proven experience and success working across all FS channels
- Strong Negotiating skills and Sales Planning Capabilities
- Ability to set clear strategic direction.
- Ability to translate goals and objectives into executional actions.
- Ability to collaborate cross functionally to strategically grow the business through key segments
- Requires strong communication skills, both written and verbal, to keep other functional areas apprised of and engaged in the team's initiatives.
- This position requires a strong leader capable of building productive relationships with senior management, key customers, internal teams and all functions.
- Strong Microsoft Office skills (Word, PowerPoint, Excel)
Database:- Manage trade spend and product forecasting through TPM system
- Update activities regarding GPO and Focus Products
Note: The position responsibilities are fluid and ever changing.
