Director of Non-Commercial Sales

The Director of Non-Commercial Sales is an integral member of our Foodservice team, responsible for developing as well as implementing channel strategies to deliver profitable and sustained growth across Non-Commercial Segments (E.g., B&I, Education, Healthcare, Hospitality, Military, Sports & Recreation, Travel, Military, Vending, etc.). They are responsible for establishing and leading key account strategies and customer-level plans to increase our presence with Food Management Companies and self-operated operators purchasing through Group Purchasing Organizations (GPO’s). The Director of Non-Commercial is adept at developing partnership with key accounts, complex negotiations, internal/external crossfunctional key stakeholder alignment, and joint business planning that translates mutual growth priorities into actionable national as well as local plans. The successful candidate is enterprising, results-oriented, operates as an owner with a “one team” approach, and is highly collaborative with internal as well as external business partners to achieve success.

Essential Duties & Responsibilities: Core duties and responsibilities include the following. Other duties may be assigned.

• Develops and implements SMART insights-led channel, segment, and key account strategies to accelerate profitable revenue, volume, distribution, and share growth in priority Non-Commercial segments.

• Clearly articulates and directs the Non-Commercial strategy, plans, and look of success across the Foodservice organization. Provides aligned objectives, initiatives, key results, accountability by role, and implements dashboards/scorecards to measure performance.

• Cultivates strong relationships with key customers across all functional areas (sales, category management, purchasing, beverage department, etc.), collaborating on joint planning, and implements national plans with Regional Sales Managers down to the local level.
• Negotiates performance-based customer agreements that foster long-term partnership growth.
• Understands how to structure and optimize trade investment at the national, regional, and distributor levels to drive profitable growth outcomes.
• Collaborates with marketing to develop sell-in presentations and turn-key tools for national as well as local program sell-in.
• Trains and equips the regional sales team to effectively manage and grow the non-commercial operator base.
• Develops and manages a robust Salesforce CRM pipeline for national opportunities.
• Proactively identifies bid timing and completes submissions with GPO’s, C&U’s, Schools, Cruise-lines, Military, etc. in Salesforce. Facilitates RFP submissions, negotiates contracts, and facilitates set-ups.
• Impactful sales presentations as well as conduct product demonstrations to secure new business as well as achieve annual volume, profit objectives, and KPI’s.
• Leads objective-driven customer and internal meetings with clear agendas, impactful presentations, and comprehensive post-meeting recaps with full ownership of meeting outcomes.
• Completes timely and complete customer follow-ups, assigned projects, and deliverables.
• Implementing pricing actions with all customers and distributors.
• Manages travel & entertainment expenses within assigned budget.
• Provides timely, accurate sales forecasts and reporting through corporate systems.
• Stays informed of competitive activities, keeping senior management apprised of new product launches or other initiatives that could impact sales.
• Travels to conduct new business sales calls, customer retention visits, and attend industry events.
• Achieves results with high integrity and takes pride in being positive culture contributor at FFP.

Requirements

Education, Skills & Experience:

• Education: bachelor’s degree, or equivalent experience
• 10+ years of proven success in foodservice sales, non-commercial key account, and distribution management; dispensed beverage sales are a plus.
• Demonstrated proficiency in complex national sales, high-pressure negotiations, and contracts.
• Strong interpersonal, verbal, and written communication skills.
• Mastery of organization, presentation, and planning skills.
• Proven track record of consistently achieving annual sales objectives.
• Demonstrated experience thriving in a fast-growing business environment where skills/abilities were stretched.
• Entrepreneurial mindset and adept problem-solving skills with the ability to leverage available resources independently, using available resources with minimal direction.
• Proven ability to achieve results through influence without direct management responsibility.
• Proficient in use of Microsoft Office Suite software including Outlook, Word, Excel, and PowerPoint as well as CRM (preferably Salesforce).
• Ability to travel 30-40% of the time, including overnight stays.
• Successful completion of background check and proof of a valid state-issued driver’s license and vehicle insurance.

Benefits

• Medical, Dental, Vision, and Prescription Drug Insurance effective on the first of the month following start date
• Health and Wellness Incentives
• 10 Days of Vacation
• 9 Paid Company Holidays
• 5 Personal Days
• 401(k)
• Health Savings Account (H.S.A.)
• Long-Term and Short-Term Disability
• Life Insurance
• Accidental Death & Dismemberment (AD&D)
• Employee Assistance Program (EAP)