Business Development Manager, South - Orlando, FL

WHO WE ARE

At Ghirardelli, we're on a mission to become a one billion dollar brand and beyond. We want to be every consumer's first choice of premium chocolate, and we believe we can do that through our products and the way we do business, which are all inspired by our brand commitment to Making Life A Bite Better. We are a company committed to both personal and professional growth and believe that each employee contributes directly to Ghirardelli's growth and success.

The Professional Products Business Development Manager's primary responsibilities are to

1) Manage the everyday Specialty Coffee (Distribution, Roasters, and End Users) and e-commerce business in the South Region States (VA, NC, SC, GA, FL, TN, AR, LA, TX, MS, OK, MO, OK, KS) and to increase sales with Specialty Coffee Accounts under the direction of the Regional Manager. Additional support as needed in driving growth in the Cash & Carry and Foodservice Distribution channels.

2) Engage End users, Regional Chain Accounts and Broadline Distributors in the Foodservice Channel on behalf of Ghirardelli, and perform administrative responsibilities related to the execution of sales (orders, shipments ,customer service, Invoicing, credit/Payment, other).

The Business Development Manager - South (BDM South) will oversee Ghirardelli's premium professional products line of Chocolates & Cocoas, Sauces, Frappe Powders, Sweet Ground Chocolate, Double Chocolate Hot Cocoa, and all other Ghirardelli professional products for the region. These products have been developed for beverage and dessert applications in foodservice and specialty coffee.

The BDM South is responsible for achieving the sales budget, account targets, trade promotion budget, forecasting targets, expense management, and achieving sales priorities through direct account selling of all foodservice products. This includes customer communications, trade funds management, forecasting, and accountability for volume, profit, and account execution. The BDM South acts as a champion of the Ghirardelli premium brand name with the customer, enhancing the Ghirardelli premium image through appropriate pricing, promotional, and advertising activities.

Deliver Sales Controllables

• Achieve sales budget
• Achieve foodservice/specialty coffee sales priorities.

Develop New and Existing Key Accounts in Foodservice and Specialty Coffee:

• Penetrate key foodservice and specialty coffee account customers:
• New Customers - Actively prospect for new sales opportunities with key accounts in both foodservice and specialty coffee.
• Existing Customers - Maintain and build existing accounts through value based selling and relationship building. Look for new opportunities to leverage Ghirardelli professional products with existing accounts in specialty coffee and foodservice. Enhance the brand awareness at the store level with POS etc. and account specific marketing activities.
• Create long-term business relationships and foster a sustainable competitive advantage for Ghirardelli.
• Opportunistically present products created by Ghirardelli's bakery partners that are "Made With" Ghirardelli chocolate.
• Coordinate account call coverage and execution with Region Manager.
• Product selling focus will emphasize Ghirardelli's core professional products.
• Prudently Invest trade funds and ensure justification through ROI analysis.

Be a Leader within the Company:

• Demonstrate passion, commitment and integrity in all activities
• Treat confidential information as such
• Take both a top-line and bottom-line perspective on all issues
• Collaborate effectively across all functions

Other Responsibilities:

• Report sales and prepare category reviews/business reviews for key accounts as needed.
• Travel to account locations as needed.
• Collect competitive activity on an ongoing basis and be a category expert.
• Be prepared for Ad Hoc tasks and projects helping as needed

Ability to increase responsibility or expand geographical coverage as needed.

• Strong foodservice key account sales & marketing abilities.
• Self-motivated to succeed.
• Clear oral and written communication skills
• Demonstrated ability in public speaking and making effective customer presentations
• High level of follow-up, availability, and responsiveness to internal and external partners.
• Good organizational and time management skills
• Strong analytical and computer skills (Excel, PowerPoint, Outlook, Word and ability to utilize, search and navigate on the Internet)
• Experience with forecasting software and promotional planning/deduction management systems, promotional product spending, travel and entertainment expense management.
• Extensive knowledge and experience with the foodservice channel and/or customers.

Education and Work Experience

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  BA/BS Degree required is preferred, as is 3+ years of related experience in territory management and Business development, preferably within the foodservice or specialty food industry

  
  
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  High school diploma/GED required and 6+ years of related experience

  
  

Physical, Mental, and Environmental Requirements:

Some examples of working conditions:

• Travel on average of 3 nights per week, but up to 5 nights a week.
• Ability to travel to various locations across the region/country, and local travel to meetings.
• Home Office
• Rare to Occasional ability to lift and carry up to 50 pounds