The Customer Business Manager (CBM) will drive profitable growth and strengthen business relationships with assigned national foodservice account customers by developing and executing strategic sales plans, identifying new business opportunities, and ensuring the effective management of account operations.
Employee Type:Full time
Location:US Works from Home
Job Type:Field Sales
Job Posting Title:Customer Business Manager
Job Description:Schedule: Remote with Travel up to 50%
Work Location: Remote
Benefits: Medical, Dental, Vision, 401(k) with match, STD/LTD/AD&D/Life, HSA, FSA, EAP, Hospital indemnity, Accident Insurance, Identity and Fraud Protection Plan, Legal, and Critical Illness.
Salary, based on experience and other qualifications: $93k to $158k Annually with additional bonus potential
Roles & Responsibilities:- Leads development of assigned national account customer business, taking ownership of account specific strategies to drive profitable growth.
- Owns creation and execution of national account customer specific annual sales plans, including forecasted volume growth, product distribution, innovation penetration goals, marketing activation strategy, and customer business review presentations (existing and new).
- Uses market and product knowledge to source and develop incremental business through prospecting, leads, and referrals.
- Delivers business improvements against customer-supplier scorecard metrics.
- Cultivates and maintains effective business relationships with decision makers in assigned national accounts.
- Pursues identified business prospects, leading the planning and sales process for new business opportunities. This role has a substantial emphasis on new business development.
- Oversees execution of existing contracts, including renewal and expansion of existing customer relationships.
- Leverages restaurant research insights and trends and to identify whitespace opportunities, and collaborates with other teams to provide innovative solutions and products that align with Winland's core business strengths.
- Maintains a thorough working knowledge of all of Winland's product portfolio, and a deep understanding of the competition (i.e. markets, products, pricing, culinary and technical facets).
- Works with the Customer Data Specialist (CDS) to create and enter product opportunities into our Product Portfolio Management System (PPM) ensuring customer's expectations are clearly defined.
- Owns coordination and management of account operations support, including reconciliation of rebates, allowances, deductions and receivables for assigned national accounts, as well as awareness and support for order fulfillment when necessary.
- Proactively identifies opportunities to reduce/eliminate Damages, Distressed or Donated products (DDD), and understands key drivers to help mitigate future risk of product obsolescence.
The duties and responsibilities described are not a comprehensive list of all tasks. Additional tasks and duties may be assigned from time to time as necessitated by business needs.
Qualifications & Experience:- Bachelor's degree in Business, Finance or related field required
- Minimum of 5 years of business experience in foodservice sales or related field required
- Knowledge of the Foodservice business from the ground up, with a thorough understanding of national accounts segment
- Has well-established contacts within national account foodservice industry
- Demonstrated technical and analytical skills for evaluating market segments, and using data to drive product and pricing strategies, and the their impact to production forecasts
- Ability to transform insights and analytics into customized strategic account plans for deliver growth
- Excellent oral, written, interpersonal communication skills and effective relationship building
- Solid financial acumen - Understanding of P&L and price implications to optimize customer bid strategies and management of trade funding
- Fluency in Power BI, SAP, SharePoint, MS Office (Word, Excel, PowerPoint)
- Strong customer interaction and negotiation skill capabilities
- Ability to manage multiple accounts, while cultivating large volume opportunities
- Strong management skills with demonstrated problem solving ability, skilled at multi-tasking, prioritization, and communication of AOP performance to stakeholders at varying levels of the organization
- Strong cross-functional and team coordination / collaboration skills
- Creative problem solution abilities; ability to be resourceful to improve long-term customer relationships
- Capable of building strong internal and external relationships to achieve desired customer outcomes
- Ability to travel up to 50% of the time
