Director Foodservice Corporate Accounts
Lead Sabert’s key Corporate Distributor/Buying Group Headquarter sales relationships to achieve revenue, contribution, growth, margin and organizational objectives. Success is driven by leadership, building senior level customer relationships, in-depth business analysis, business planning, industry & customer knowledge, close collaboration with the Field Foodservice Sales organization, and an understanding of Sabert’s systems and processes.
Specifically, account abilities and outcomes will include:
1) Partnership with Customers: Owns Sabert’s relationship with the Customer across all Marketing Product Families, Sales and Sabert Functions
ü Leads the joint business planning process for and with the customer
ü Penetrates and develops meaningful relationships at all levels and geographies of the customer
ü Increases category management, spec, or branded positions
ü Manages new program and product launches including new product development and specs, corrugate artwork, forecasts, and service levels
ü Strategizes sales activation planning for new program launches and successfully executes with Foodservice Field Sales
ü Builds a solid foundation of trust between the customer and Sabert
ü Acts as primary point of contact for the customer and provides world class executive account management including thought leadership and trend sharing
ü Influences and understands customer strategies to create top-to-top alignment with Sabert’s objectives
ü Leads contract negotiation process to develop profitable win/win agreements, including internal financial analysis of margin and break-even assumptions typically six or more months prior to corporate contract expiration
ü Effectively communicates the customer’s strategy, objectives and direction to Marketing, Foodservice Field Sales and internal functional groups, including sustainability initiatives, sales objectives or directions or mergers
ü Influences Merchandising, product assortment, pricing, planning, selling process and trade funds management to achieve objectives
ü Focuses on strategic projects aligned with the customer’s vision
ü Helps to develop and promote multi-functional initiatives to deepen customer partnership and improve profit for both customer and Sabert
ü Communicates field issues and customer feedback to Sabert
ü Direct the execution of channel and account sales strategies to achieve profitable growth via direct sales, brokers, distributors, corporate accounts and buying groups and contract management companies, both short and long term.
2) Partnership with Marketing & Field Foodservice Sales:
ü Understands and executes Foodservice Sales objectives and goals
ü Works with Sabert Managers (including marketing, sales, supply chain, finance) to ensure objectives are implemented with account
ü Exposes each Product Manager to customer to gain support for key initiatives
ü Responsible for achieving volume/profit objectives for each product family
ü Work closely with Sabert Finance team to ensure full disclosure, accurate reporting and forecasting
ü Manage communication to ensure volume, performance, tracking and forecasting meet objectives
ü Conduct business reviews and top to top meetings
ü Assist field sales team in closing large pipeline opportunities
ü Works closely with the sales regions and Customer Service to schedule and inform them of promotions, evaluate results, new product introductions, detect the need for special activity and develop additional appropriate action as necessary
ü Influence a national organization of brokers and direct sales people who work closely with major field level distributors representing Sabert’s products to regional accounts and operators/end users.
ü Ensure corporate initiatives and policies are implemented
ü Track compliance and ensures adherence to policies
ü Account profitability
ü Trade Spending Optimization
ü Deduction/Suspense Management
ü Drive Profitable growth
ü Plan, negotiate and close contracts to achieve customer needs and Sabert’s profit margin expectations.
ü A Bachelor’s degree in Business Administration, Marketing, or a related discipline is required. A Master’s Degree is a plus.
ü 7+ years of foodservice account management experience is required
ü Computer skills including typing, CRM, excel and Powerpoint
ü Financial acumen to understand needed financial data points for sound business decisions
- Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
- Please view Equal Employment Opportunity Posters provided by OFCCP here.