Director of Business Development for Corporate Distribution (Chicago preferred))

The Director of Business Development for Corporate Distribution establishes, develops and maintains strategic business relationships throughout the total Corporate Distributor enterprise (Corporate, Region, Area & Local Market) by leveraging key business relationship building processes such as Joint Business Planning, Annual Operating Plan, and long term Strategic Business Planning, while identifying, developing and establishing sales and profit opportunities aligned with CHG’s KPI’s.

Duties and Responsibilities:

• Own the Joint Business Planning Process with customer, which includes Discovery Meetings, Innovation Summits, Big Bet Identification and collaborative Annual Business Plan development; all supported by conducting regular business reviews at the Corporate, Region & Area levels of the customer. JBP process also includes 1-2 strategic Supply Chain & Logistics meetings per year with the Distributor’s Supply Chain Leadership & CHG’s Supply Chain Leadership.
• Leverage key business insights, market relevant data, and customer’s key focus areas of for growth to activate CHG’s portfolio to meet consumer, operator & market demand to help Distributor & CHG win Share.
• Activate CHG’s culinary and R&D team to help the customer profitably grow & win in key category & business segments, example: Innovation activation, gaining distribution with products to meet voids in Distributor’s current product assortment, ETC.
• Negotiate new contracts for emerging business units such as, Mi Rancho, Fresca & Tribeca Ovens, while owning the renewal process for existing contracts, including the RFP process.
• Own, manage and lead all of Distributor’s key Marketing activities.
• Ensure Distributor’s strategies are clearly communicated to the Away From Home Team to gain alignment and drive compliance. Also, measure each C.H.G. Region’s progress to Distributor’s AOP & SBP.
• Build, Execute & Measure the Distributor’s Broker network AOP. Conduct monthly & quarterly meetings with the Broker’s Distributors sales leadership and Distributor Business Managers (DBM’s) to reinforce KPI’s, drive accountability and celebrate success.
• Develop & Execute Distributor’s Broker Sales Incentives designed to support the activation of CHG’s enterprise & Distributor’s annual AOP/KPI targets.
• Activate Distributor’s new Operator data resource to build targeted customer sales plans to close product voids, win back lost business, and strategically execute new item distribution. Share targeted plans with CHG’s Away From Home team and our broker partners, and create the metrics to track success.
• Leverage formal data resources to ensure CHG is proactive in addressing Fill Rates, On Time Delivery, Product Forecasting and tracking our Share within our core categories at Distributor.
• Utilize JBP, Innovation Summits, Marketing Support & Supply Chain Progress to build Winning Relationships both horizontally and vertically with Distributor at both the Corporate & Region levels.
• Consistently work in the Field supporting ZM’s & BDM’s with Distributor Area business reviews to help overcome obstacles, or to reinforce winning business practices.
• Support the Non-Commercial Team’s business building objectives within the Healthcare & Hospitality segments by attending annual conferences, attending JBP meetings, wiring CHG’s Non-Commercial Team to their Non-Commercial counterparts at Distributor. Additionally, CHG’s Director of Business Development for Distributor should target at least 1 Healthcare Summit per year at Distributor to align their Healthcare Team to our key objectives within the Healthcare segment.
• Participate and help determine the annual sales budget. 
• Responsible for achieving annual sales budget.
• Clear and direct communication with CHG departments especially Corporate Accounts Marketing, Operations and Logistics, Legal, Trade Accounting, RGM, Quality Assurance, Customer Service, Purchasing, R & D and Culinary.
• Work collaboratively with R & D team to expedite new business development ideas that are a result of our JBP Innovation Summits, or customer “one off” requests.
• Execute all required paperwork in timely fashion.
• Maintain and update opportunity pipeline monthly.
• Conduct new product introduction and training for Zone and Broker teams for awarded business through assigned Corporate Distributors

Minimum Job Requirements:

Education/Certifications & Experience:

• College degree.  
• Must possess valid driver’s license.
• Minimum of 5 years’ experience managing Distributor Headquarter or Regional Relationships.
• Minimum of 10 years of Foodservice Sales Experience.

Knowledge, Skills and