Bachelor's degree in Business, Supply Chain Management, Marketing, or related field; MBA preferred.
10+ years of experience in Away-From-Home/Foodservice sales or distribution, with 5+ years in a leadership role.
Strong background with broadline distributors and foodservice operators like Sysco and US Foods.
Proven success in distributor management and cross-functional collaboration.
Excellent commercial, analytical, and negotiation skills.
Ability to thrive in a complex, fast-paced environment.
Strong communication skills across various formats.
Responsibilities
Develop and lead strategies for competitive positioning and sustainable growth in AFH channels.
Manage relationships and strategy for key distribution partners like Sysco and Aramark.
Drive sales execution by servicing existing accounts and activating new ones.
Lead joint business planning and ensure alignment with commercial objectives.
Oversee contract negotiations and pricing decisions with customer accounts.
Monitor partner performance and implement corrective actions as needed.
Identify growth opportunities through market insights and competitor analysis.
Coordinate across multiple functions to align execution with operational capabilities.
Empower and lead a high-performing team to foster collaboration and excellence.
Benefits
Comprehensive benefits package.
Paid time off.
401k with company match.
Annual bonus eligibility.
Full Job Description
#LI-VB1
Come join the largest baking company in the world and our family of 20,000 associates nationwide!
Top Reasons to Work at Bimbo Bakeries USA:
Salary Range: $151,300 - $211,800
Annual Bonus Eligibility
Comprehensive Benefits Package
Paid Time Off
401k & Company Match
Position Summary:
The Director of Sales - Distribution for the Away-from-Home ("AFH") channel will play a critical role in driving the strategic vision and profitable growth of Bimbo Bakeries USA's AFH business through managing the sales pipeline and relationships with broadline distributors, foodservice operators, and broker partners. This role is accountable for leading distributor strategy, strengthening execution across national and regional networks, and ensuring alignment between AFH commercial priorities and field execution. This leader will serve as a central orchestrator across Sales, Marketing, Finance, and Supply Chain, with ownership of distributor and broker relationships, sales execution, contract negotiations, pricing alignment, and program delivery.
Key Job Responsibilities:
Strategic Vision and Growth: Develop and lead strategies focused on enhancing competitive positioning, territory development, and distributor execution to drive sustainable growth across AFH channels.
Distributor Strategy Development: Serve as the lead for key distribution (Sysco, US Foods, PFG) and CMC partners (Sodexo, Aramark), owning strategy, annual planning, relationship management and long-term partnership development.
Commercial Activation and Delivery: Manage the sales pipeline and drive sales execution by servicing existing accounts, driving case growth, activating new accounts, developing sell stories, identifying new growth opportunities, and overseeing end-to-end execution in market.
Distribution Planning and Execution: Lead joint business planning, program rollout, and execution routines to ensure distributor/CMC activities support operator demand, portfolio priorities, and commercial objectives.
Contract Negotiation, Trade and Pricing Decisions: Manage the commercial pipeline and relationships with customer accounts, including leading contract negotiations, overseeing pricing decisions, and managing trade programs in partnership with RGM and finance.
Performance Management: Monitor partner performance, execution quality, and program results; diagnose gaps and drive corrective actions through disciplined business reviews and follow-ups.
Growth Opportunities Assessment: Monitor new product listings, category insights, competitor activities, operator activation, and strategic distributor/CMC programs to identify opportunities to expand Bimbo's AFH volume and footprint.
Cross-Functional Coordination: Act as the central point of contact across Account teams, Supply Chain, Marketing, Finance, RGM, Quality Assurance, Human Resources, and our bakeries, to align distributor / CMC execution with internal capabilities, service levels and operational realities and ensure effective program delivery.
Team Leadership and Empowerment: Empower and lead a high-performing team of professionals, turning their potential into performance and fostering a culture of collaboration and excellence.
Leadership Competencies
Situational Adaptability - Adapts approach and attitude in real time, according to the changing demands of different solutions.
Drives Engagement - Creates a climate where people are motivated to do their est to help the organization achieve its objectives.
Ensures Accountability - Holds self and others accountable to meet commitments.
Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
Education and Work History:
Bachelor's degree required (Business, supply chain management, marketing, or a related field); MBA preferred.
Minimum 10 years of experience in Away-From-Home / Foodservice sales or distribution with at least 5 years in a leadership role.
Strong experience working with broadline distributors and foodservice operators (e.g., Sysco, US Foods, Aramark)
Demonstrated success in distributor management, execution leadership, and cross-functional collaboration.
Strong commercial, analytical, and negotiation skills.
Ability to operate effectively in a complex, fast-moving organization.
Effective communication skills (written, verbal, presentation, and interpersonal skills)
Strong ability to lead with and without direct authority; collaboration with cross-functional business partners is critical.
A leader who embodies Bimbo Bakeries USA's values of integrity, teamwork, resiliency, and continuous improvement, and who can develop and inspire talent at every level.
Willingness to travel (~30-40%)
The physical and mental demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be requested to enable individuals with disabilities to perform the essential functions.
About Bimbo Bakeries USA
Bimbo Bakeries USA, Inc. is the American corporate arm of the Mexican multinational bakery product manufacturing company Grupo Bimbo. It is the largest bakery company in the United States. The company, headquartered in Horsham, Pennsylvania, a suburb of Philadelphia, owns many fresh bread and sweet baked goods brands in the United States, including Entenmann's, Sara Lee, and Thomas'. It is also a top advertising sponsor for many major soccer teams around the globe.
