Business Development Director - Non Commercial Sales

JOB SUMMARY

The Business Development Director:
Non-Commercial Sales is responsible for developing and executing sales strategies that drive profitable growth across key food service non-commercial channels, including Food service Management Companies (FSMCs), Group Purchasing Organizations (GPOs), key K12 Segment Strategic GPO Partners (HPS, Cenavera, Chartwells, Taher, etc.) and select National Chain customers. In addition, this position will manage the K12 Sales Team (4) & Bid Administrator. This role serves as a strategic business leader, building high-level customer relationships, identifying growth opportunities, negotiating contracts, and collaborating cross-functionally to maximize market penetration and customer satisfaction.

The ideal candidate possesses deep food service industry expertise, strong business acumen, and a proven track record of successfully managing complex sales relationships within K12, national and multi-unit organizations. Due to the dynamic nature of our business, duties and responsibilities may be added, deleted or changed at any time at the discretion of management, formally or informally, either verbally or in writing.

• Develop and execute annual sales plans to achieve revenue, profitability, and market share objectives.
• Identify, prioritize, and pursue growth opportunities within GPOs, national chain restaurant groups, healthcare, education, hospitality, and other non-commercial food service segments.
• Create strategic account plans that align customer objectives with company capabilities and growth initiatives.
• Monitor industry trends, competitive activity, and customers' needs to develop proactive sales strategies.

• Build and maintain executive-level relationships with key decision-makers within assigned accounts.
• Serve as the primary commercial contact for strategic customers and partner organizations.
• Lead customer business reviews and develop growth plans that drive mutual success.
• Expand distribution, product penetration, and contract utilization within existing accounts.
• Manage and strengthen relationships with GPO leadership and member organizations.

• Lead negotiations for customer contracts, pricing agreements, rebates, and strategic partnerships.
• Ensure compliance with negotiated agreements and maximize contractual opportunities.
• Evaluate contract performance and identify opportunities for improvement and growth.

• Work with Director of Food service to develop GPO strategy for client level execution via RSM and Broker Sales Teams
• Partner with Marketing, Operations, Finance, Customer Service, and Supply Chain teams to deliver exceptional customer solutions.
• Collaborate on new product introductions, promotions, and strategic initiatives.
• Support forecasting, budgeting, and demand planning activities related to strategic accounts.

• Analyze sales performance, customer profitability, market trends, and contract compliance.
• Develop and present business reviews, sales forecasts, and growth recommendations to senior leadership.
• Maintain accurate account activity and opportunity pipelines within CRM systems.

• Analyze market trends, customer needs, and competitive activity to identify opportunities for growth and increased market penetration.
• Collaborate with Marketing/Insights to develop customer-specific presentations, product solutions, and promotional programs.
• Support new product introductions and product conversions within targeted non-commercial accounts.

• Manage, hire, train, and lead a team of 4 K12 Advisors/ RSM's with combined responsibility for a stable and growing, national K12 footprint, both commodity processing (37 states) and commercial sales to more than 7000 districts throughout the U.S., including dedicated K12 brokers (5 markets) and K12 distribution (i.e. Goldstar, etc).
• Oversee an internal team who support both the non-commercial and K12 administrative responsibilities, including over 400 K12 RFP's/bids annually.
• Support bid and contract opportunities by collaborating with internal stakeholders to ensure timely and accurate responses.
• Oversee the national USDA Commodity Processing Program requirements, execution details & strategy.

• Maintain a strong understanding of cooperative purchasing programs, procurement regulations, and contract vehicles relevant to non-commercial channels.
• Collaborate with field sales teams to ensure consistent execution of regional and national non-commercial initiatives.
• Develop and maintain relationships with food service directors, procurement leaders, and key decision-makers within education, healthcare, and government accounts.
• Conduct business reviews with key accounts to evaluate performance, identify…