Strategic Account Manager
WHO WE ARE Baldwin Richardson Foods, Co.
is a global manufacturer of custom food and beverage ingredients and one of the largest African-American family-owned and-operated businesses in the food industry.
The Company has strong supply relationships with some of the world's largest Consumer Packaged Goods (CPG), Quick Service Restaurant (QSR) and Food Service customers.
Iconic, global food brands entrust Baldwin Richardson Foods as their partner to deliver the highest quality products that exceed industry standards.
The Company also manufactures and markets Mrs.
Richardson's Ice Cream Toppings and Nance's Mustards and Condiments.
Baldwin Richardson Foods has manufacturing locations in Macedon, NY and Williamson, NY; Corporate Offices in Oakbrook Terrace, IL and Food Innovation Center Westmont, IL.
This role is in our Westmont, IL facility.
WHAT WE NEED The primary role of the Strategic Account Manager (SAM) is to ensure the overall success and growth of an assigned portfolio of key customer accounts.
The Strategic Account Manager is a collaborative sales leader who is passionate about client and customer service excellence and driving business with strong ROI's.
This role will find new disruptive ways of reaching accounts holding the largest revenue opportunity as well as targeting new and emerging opportunities to achieve profitable and sustainable sales growth.
This will be accomplished by deepening relationships with key decision makers from respective customer accounts to identify new opportunities.
The role will be measured on annual revenue growth, pipeline development, and implementation of innovative solutions for current and new clients.
The Strategic Account Manager champions the BRF brand, engages proactively with prospective new clients and demonstrates critical partner solutions and programs that bring BRF to the next level.
Customer accounts are comprised of industrial ingredient and foodservice/QSR customers nationally.
WHAT YOU WILL DO o Develop and implement annual strategic sales plans in alignment with corporate goals focused on meeting and exceeding the needs of assigned customers.
Translate strategy into clear and executable plans and emphasize resource prioritization accordingly.
o Deliver sales, revenue and EBIDTA targets for the business by achieving growth and profitability metrics; successfully negotiate and execute customer agreements.
o Oversee, build, and maintain client relationships - penetrate and establish across multiple decision potions within customer (sourcing, category management, supply chain, marketing).
Develop close working relationships with all critical levels at assigned customers.
o Effectively build trust and confidence with customers, striving to be an extension of that respective customer's organization.
o Pursue new business opportunities inclusive of collaborating with marketing to identify segments/targets to enter based on market size, BRF's right to win and overall value proposition.
o Responsible for growing new channels, maintaining base business and proactively acquiring new business in food service/QSR and industrial segments.
o Prepare presentations and attend account calls to highlight compelling fact-based strategic selling stories by utilizing syndicated data, trends and account databases in conjunction with marketing.
o Work collaboratively with forecasting team to cross-functionally support the S&OP initiatives and provide projections and revisions where necessary.
WHAT YOU NEED TO BE SUCCESSFUL To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
The requirements listed below are representative of the knowledge, skill, and/or ability required.
o Must demonstrate entrepreneurial spirit with strong desire and passion for success.
o Must be client/consumer centric.
o Must have excellent written and verbal communication skills.
o Ability to apply critical thinking skills with a strong business acumen.
o Must have capability of being influential.
o Above average proficiency in Microsoft office suite.
Required Education/
Experience:
o Bachelor's Degree in Business, Marketing, or related field, and/or equivalent combination of education and experience.
o Minimum of Five (5) plus years new business development and sales solutions experience; accustomed to hunting and farming with proven sales success.
o Proven Food Service/QSR and Industrial sales management experience.
o Aseptic sales management and expertise preferred.
o Ability and passion for developing long-standing business relationships and maintaining customer focus.
o Large, complex account management, multi-stakeholder models, and confidence working cross-functionally.
o Strong negotiation skills and experience negotiating complex contracts and RFP's and demonstrated succuss in execution.
o Ability to navigate conflict and implement solutions for resolution.
o Experienced at building trust and engaging respectfully with diverse personal styles.
o Highly accurate and detail oriented with strong multi-tasking and time management execution.
o Comfortable working in fast-paced work environment Knowledge, Skills and Abilities:
Computer Skills:
o Intermediate Outlook skills as evidenced by creating and sending messages, working with address books, message handling, creating, and using personal folders, scheduling appointments, working with meeting requests and managing tasks.
Intermediate Microsoft Word skills as evidenced by the ability to produce basic business letters and simple tables and charts; as well as check spelling, set tabs, change page orientation, sort, save, open and organize electronic files; as well as create moderately complex documents containing tables and graphs, and ability to mail merge documents, apply page setup functions (margins, page numbers, footers, headers), create an index and/or table of contents, use search & replace, print labels and envelopes.
o Intermediate Microsoft Excel skills as evidenced by the ability to use workbooks, create simple formulas, insert and delete data, create and edit charts, filter and sort lists, and format data, link data, create and edit charts, change page orientation, add headers and footers, filter and sort lists, format data, insert rows, enter and sort data and produce graphs and charts.
o Intermediate Microsoft PowerPoint skills as evidenced by the ability to create and save a presentation, add titles, edit and delete slides, reordering slides, applying slide masters, checking spelling, and adding clip art; as well as use and print notes, changing color schemes, changing fonts, bullets, slide backgrounds; adding a table, changing a slide layout, adding a chart, creating organizational charts, and search & replace.
SharePoint and SAP experience preferred.
Language Skills:
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
Ability to write reports, business correspondence, and procedure manuals.
Ability to effectively present information and respond to questions from groups of managers, clients, and customers.
Mathematical Skills:
Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions, and decimals.
Ability to calculate figures and amounts such as proportions, percentages, rates, and ratios.
Reasoning Ability:
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
Work Environment:
While performing the duties of this job, the noise level in the work environment is usually quiet.
This position requires 25-35% travel.
While performing the duties of this job, the employee is regularly required to sit; use hands to operate a computer, copier, fax, or other office equipment.
Generous benefits package, including low premium and out-of-pocket medical/dental/vision costs, vacation, sick, 401k with matching, holiday, birthdays off, designated holidays and floating holidays.
Read more about who we are at:
www.
brfoods.
com or www.
linkedin.
com/company/baldwin-richardson-foods Recommended Skills Account Management Agriculture Asepsis Attention To Detail Business Correspondence Calculations Estimated Salary: $20 to $28 per hour based on qualifications.
is a global manufacturer of custom food and beverage ingredients and one of the largest African-American family-owned and-operated businesses in the food industry.
The Company has strong supply relationships with some of the world's largest Consumer Packaged Goods (CPG), Quick Service Restaurant (QSR) and Food Service customers.
Iconic, global food brands entrust Baldwin Richardson Foods as their partner to deliver the highest quality products that exceed industry standards.
The Company also manufactures and markets Mrs.
Richardson's Ice Cream Toppings and Nance's Mustards and Condiments.
Baldwin Richardson Foods has manufacturing locations in Macedon, NY and Williamson, NY; Corporate Offices in Oakbrook Terrace, IL and Food Innovation Center Westmont, IL.
This role is in our Westmont, IL facility.
WHAT WE NEED The primary role of the Strategic Account Manager (SAM) is to ensure the overall success and growth of an assigned portfolio of key customer accounts.
The Strategic Account Manager is a collaborative sales leader who is passionate about client and customer service excellence and driving business with strong ROI's.
This role will find new disruptive ways of reaching accounts holding the largest revenue opportunity as well as targeting new and emerging opportunities to achieve profitable and sustainable sales growth.
This will be accomplished by deepening relationships with key decision makers from respective customer accounts to identify new opportunities.
The role will be measured on annual revenue growth, pipeline development, and implementation of innovative solutions for current and new clients.
The Strategic Account Manager champions the BRF brand, engages proactively with prospective new clients and demonstrates critical partner solutions and programs that bring BRF to the next level.
Customer accounts are comprised of industrial ingredient and foodservice/QSR customers nationally.
WHAT YOU WILL DO o Develop and implement annual strategic sales plans in alignment with corporate goals focused on meeting and exceeding the needs of assigned customers.
Translate strategy into clear and executable plans and emphasize resource prioritization accordingly.
o Deliver sales, revenue and EBIDTA targets for the business by achieving growth and profitability metrics; successfully negotiate and execute customer agreements.
o Oversee, build, and maintain client relationships - penetrate and establish across multiple decision potions within customer (sourcing, category management, supply chain, marketing).
Develop close working relationships with all critical levels at assigned customers.
o Effectively build trust and confidence with customers, striving to be an extension of that respective customer's organization.
o Pursue new business opportunities inclusive of collaborating with marketing to identify segments/targets to enter based on market size, BRF's right to win and overall value proposition.
o Responsible for growing new channels, maintaining base business and proactively acquiring new business in food service/QSR and industrial segments.
o Prepare presentations and attend account calls to highlight compelling fact-based strategic selling stories by utilizing syndicated data, trends and account databases in conjunction with marketing.
o Work collaboratively with forecasting team to cross-functionally support the S&OP initiatives and provide projections and revisions where necessary.
WHAT YOU NEED TO BE SUCCESSFUL To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
The requirements listed below are representative of the knowledge, skill, and/or ability required.
o Must demonstrate entrepreneurial spirit with strong desire and passion for success.
o Must be client/consumer centric.
o Must have excellent written and verbal communication skills.
o Ability to apply critical thinking skills with a strong business acumen.
o Must have capability of being influential.
o Above average proficiency in Microsoft office suite.
Required Education/
Experience:
o Bachelor's Degree in Business, Marketing, or related field, and/or equivalent combination of education and experience.
o Minimum of Five (5) plus years new business development and sales solutions experience; accustomed to hunting and farming with proven sales success.
o Proven Food Service/QSR and Industrial sales management experience.
o Aseptic sales management and expertise preferred.
o Ability and passion for developing long-standing business relationships and maintaining customer focus.
o Large, complex account management, multi-stakeholder models, and confidence working cross-functionally.
o Strong negotiation skills and experience negotiating complex contracts and RFP's and demonstrated succuss in execution.
o Ability to navigate conflict and implement solutions for resolution.
o Experienced at building trust and engaging respectfully with diverse personal styles.
o Highly accurate and detail oriented with strong multi-tasking and time management execution.
o Comfortable working in fast-paced work environment Knowledge, Skills and Abilities:
Computer Skills:
o Intermediate Outlook skills as evidenced by creating and sending messages, working with address books, message handling, creating, and using personal folders, scheduling appointments, working with meeting requests and managing tasks.
Intermediate Microsoft Word skills as evidenced by the ability to produce basic business letters and simple tables and charts; as well as check spelling, set tabs, change page orientation, sort, save, open and organize electronic files; as well as create moderately complex documents containing tables and graphs, and ability to mail merge documents, apply page setup functions (margins, page numbers, footers, headers), create an index and/or table of contents, use search & replace, print labels and envelopes.
o Intermediate Microsoft Excel skills as evidenced by the ability to use workbooks, create simple formulas, insert and delete data, create and edit charts, filter and sort lists, and format data, link data, create and edit charts, change page orientation, add headers and footers, filter and sort lists, format data, insert rows, enter and sort data and produce graphs and charts.
o Intermediate Microsoft PowerPoint skills as evidenced by the ability to create and save a presentation, add titles, edit and delete slides, reordering slides, applying slide masters, checking spelling, and adding clip art; as well as use and print notes, changing color schemes, changing fonts, bullets, slide backgrounds; adding a table, changing a slide layout, adding a chart, creating organizational charts, and search & replace.
SharePoint and SAP experience preferred.
Language Skills:
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
Ability to write reports, business correspondence, and procedure manuals.
Ability to effectively present information and respond to questions from groups of managers, clients, and customers.
Mathematical Skills:
Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common fractions, and decimals.
Ability to calculate figures and amounts such as proportions, percentages, rates, and ratios.
Reasoning Ability:
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
Work Environment:
While performing the duties of this job, the noise level in the work environment is usually quiet.
This position requires 25-35% travel.
While performing the duties of this job, the employee is regularly required to sit; use hands to operate a computer, copier, fax, or other office equipment.
Generous benefits package, including low premium and out-of-pocket medical/dental/vision costs, vacation, sick, 401k with matching, holiday, birthdays off, designated holidays and floating holidays.
Read more about who we are at:
www.
brfoods.
com or www.
linkedin.
com/company/baldwin-richardson-foods Recommended Skills Account Management Agriculture Asepsis Attention To Detail Business Correspondence Calculations Estimated Salary: $20 to $28 per hour based on qualifications.
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