Business Development Manager, Professional Products Division - Northeast

WHO WE ARE
At Ghirardelli, we honor tradition and drive innovation, aiming to be the top choice for premium chocolate. Our commitment to Making Life A Bite Better inspires both our products and the way we do business. We support personal and professional growth, recognizing that each employee’s contribution directly impacts Ghirardelli’s growth and success. Join our dynamic team and help shape Ghirardelli's future.
Job Summary
The Professional Products Business Development Manager (Northeast Region) has primary responsibilities to:
Manage the everyday Specialty Coffee Business (Distribution, Roasters, and End Users) in the Northeast Area States (NY,NJ,MA,MD,RI,DE,DC,CT,ME,VT,NH,PA) and to increase sales with Specialty Coffee Accounts under the direction of the Regional Manager.
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 BDM NE 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 NE 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 NE 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. The BDM NE will be responsible for all E-Commerce activities within the Northeast Region.
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.
Spend trade funds within budget and ensure efficiency through ROI analysis.
Manage all E-Commerce within the NE Area.
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:
Minimum of 3 years of specialty coffee/foodservice selling experience or equivalent experience
Salary Range: $94,700 - $115,000