Culligan International

Director of Food Service Channel

Culligan International • $110K — $130K *
Tampa, FL 33647In-Person
Food & Beverages
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree in Business Administration, Marketing, or related field.
  • 8+ years of experience in sales, business development, or channel management.
  • Proven experience in leading and developing sales and account management teams.
  • Established track record of achieving profitable growth and meeting commercial objectives.
  • Strong business acumen with skills in forecasting, pricing, and pipeline management.
  • Ability to cultivate relationships with senior customer and internal stakeholders.
  • Excellent negotiation, presentation, and communication skills.
  • Willingness to travel 30-40% of the time.

Responsibilities

  • Develop and execute a growth strategy for the foodservice channel.
  • Establish annual objectives and commercial plans for channel success.
  • Identify market segments and partnerships for growth opportunities.
  • Expand filtration sales through multiple channels and distributors.
  • Evaluate market trends and customer needs to spot opportunities.
  • Create business cases for new customer acquisition and partnerships.
  • Lead strategic account plans focused on customer growth and satisfaction.

Benefits

  • Team leadership and development opportunities to foster career growth.
  • Engagement with senior decision-makers and key industry stakeholders.
  • Opportunity to influence product positioning and channel strategy.
  • Chance to work on diverse projects across foodservice sectors.
  • Supportive culture focused on customer satisfaction and team collaboration.
Full Job Description
Channel Strategy and Profitable Growth

  • Develop and execute the overall growth strategy for the foodservice channel.
  • Establish annual and long-range channel objectives, priorities, and commercial plans.
  • Identify and prioritize market segments, customers, applications, and partnerships with the strongest potential for profitable growth.
  • Expand foodservice filtration sales through distributors, service companies, foodservice equipment manufacturers, strategic accounts, and other emerging channels.
  • Evaluate channel performance, market trends, competitive activity, customer needs, and sales data to identify opportunities.
  • Develop strategies to increase market share, strengthen customer retention, and improve pipeline quality.
  • Lead the development of business cases for new customers, channel partnerships, product applications, and market opportunities.
  • Ensure commercial activities align with company growth objectives and channel priorities.


New Business and Channel Development

  • Lead efforts to identify, qualify, and win new foodservice filtration business.
  • Build relationships with targeted distributors, service organizations, equipment manufacturers, and strategic end users.
  • Evaluate new market applications and recommend opportunities for investment or development.
  • Partner with Marketing and Product teams on channel-specific positioning, sales tools, launch materials, and customer communications.


Customer and Strategic Account Leadership

  • Serve as the senior commercial leader for key foodservice customers and strategic channel partners.
  • Build productive relationships with senior decision-makers and key stakeholders at existing and prospective customers.
  • Act as an executive escalation point for significant customer opportunities, concerns, or performance issues.
  • Guide the team in developing strategic account plans that identify customer priorities, growth opportunities, risks, and required resources.
  • Participate directly in major customer negotiations, commercial agreements, and strategic business reviews.
  • Ensure account strategies balance customer needs with profitability, operational capability, and long-term business objectives.
  • Establish consistent expectations for customer service, responsiveness, communication, and follow-through across the team.
  • Monitor customer satisfaction and retention, addressing issues before they affect long-term partnerships.


Team Leadership and Development

  • Lead, coach, and develop a team responsible for foodservice sales, account management, and business development.
  • Establish clear team goals, accountabilities, performance measures, and expectations.
  • Translate channel objectives into clear team and individual priorities.
  • Conduct regular business, pipeline, forecast, and account reviews with team members.
  • Foster a collaborative, accountable, customer-focused team culture.


Requirements:

  • Bachelor's degree in Business Administration, Marketing, or a related field, or an equivalent combination of education and relevant experience.
  • 8+ years of progressive experience in sales, business development, channel management, strategic account management, or a related commercial function.
  • Demonstrated experience leading and developing sales, account management, or business development professionals.
  • Proven record of achieving profitable growth and delivering results against commercial objectives.
  • Strong business and financial acumen, including forecasting, pricing, profitability, pipeline management, and commercial decision-making.
  • Demonstrated ability to build effective relationships with senior customer and internal stakeholders.
  • Strong negotiation, presentation, written, and executive communication skills.
  • Ability to manage multiple strategic priorities and make effective decisions in a changing environment.
  • Proficiency with Microsoft Office and customer relationship management tools.
  • Ability to travel approximately 30-40%, based on customer and business needs.
  • Experience in water filtration, water treatment, foodservice equipment, foodservice distribution, commercial equipment, or a related industry preferred.


About Culligan International

Culligan International is a provider of water treatment solutions for residential, commercial, and industrial customers. The company was founded in 1936 and is headquartered in Rosemont, Illinois. Culligan operates in over 90 countries and has a network of over 800 dealers. The company's products include water softeners, filtration systems, and bottled water delivery. Culligan is owned by private equity firm Advent International.
Learn more about Culligan International
Size
1,000 employees
Industry
Energy & Utilities
* Ladders Estimates

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