Business Development Manager
Date posted: January 24, 2025
Description
Core Hours
Monday – Friday, 8am – 5pm (Up to 40% travel required)
Starting Pay
$100,000 – $150,000 (Annually; This is a salaried, non-commission role.)
GENERAL SUMMARY
The primary role of this position is to develop new business through the sales and acquisition of new customers and through relationships with existing customers to drive the continued growth of The Suter Company. This is a non-commission, salaried role. This position is on-site with up to 40% travel required.
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Understand and develop the current and future sales opportunities within the shelf stable and refrigerated products food segments to identify new customer relationships that coordinate with The Suter Company’s capabilities, capacity, and values.
- Build and cultivate Company introductions with new prospective customers.
- Research and identify RFP opportunities with new and existing customers and lead internal efforts for RFP submission process.
- Lead sales presentation efforts for The Suter Company with prospective customers to gain “entry into the room.” Coordinate these efforts with VP of Sales.
- Represent The Suter Company and serve as the primary relationship contact with customer accounts as assigned, understanding their needs and determining how best to ensure our customer’s success.
- Cultivate a partnering relationship with each customer, focusing on how to optimize their success and balancing that with The Suter Company’s capabilities.
- Lead internal communications regarding all details related to the customer. Coordinate with Supply Chain, Packaging & Regulatory, Customer Success, Product Development, Food Safety & Quality and Operations to ensure customer success.
- Establish pricing and margin for products sold to assigned customers with collaborative input from supply chain, operations and the sales team.
- Develop and execute an annual plan for each customer account to include sales volume, pricing plans, margin, product development projects, new packaging, cost reduction strategies, new capabilities, etc.
- Monitor customer margins, including freight variance, spoils, promotions, terms, guaranteed product, etc. monthly.
- Present new capability ideas to The Suter Company based on customer needs.
- Lead customer projects, including new processes, new distribution strategies, new products and capabilities, etc. ensuring internal and external communication and action plans are clear and accomplished on time.
- Update sales/volume forecasts on a regular basis.
- Projects as assigned by the VP of Sales.
- Position may involve frequent travel based on customer demand (up to 40%).
PERIODIC DUTIES AND RESPONSIBILITIES
- Participate in The Suter Company business planning process.
- Submit annual promotional programs for each customer account.
- Actively lead and/or participate in Commercial Team activities, i.e. sales calls and meetings and special projects.
- Participate in weekly Product Development/Product Realization meetings.
- Commit to sensory training and weekly participation to support Product Development
EDUCATION AND WORK EXPERIENCE
- Bachelor’s degree, preferably in business, with 8 or more years of combined experience in sales with preference in the food manufacturing industry.
KNOWLEDGE
- Strong working knowledge of sales principles, processes and procedures.
- Working knowledge of the food manufacturing industry is preferred.
- Excellent presentation, written and oral communication skills.
- Strong working knowledge of Microsoft Office programs, Excel, Power Point, and Teams.
- Detailed planning and project management.
ABILITIES AND SKILLS
- Reasoning – Comprehend several abstract and concrete variables; using logic or reasoning to identify the strengths and weaknesses of alternative solutions or approaches to problems
- Mathematical – Add, subtract, multiply and divide whole numbers and perform arithmetic calculations involving fractions, decimals and percentages.
- Language Development – Ability to communicate information and ideas by speaking or writing so others will understand; ability to gather and organize information to write reports and/or articles for publication and sales material; can prepare and/or deliver presentations; interview, counsel or advise people; evaluate technical data.
- Physical Effort – Sedentary work: exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects; up to 40% travel.
- Professional – Ability to persuade others to change their minds or behavior; ability to handle complaints, settle disputes, resolve conflicts or otherwise negotiate with others.
- Vision – Far, near, mid-range vision, color identification, depth perception, field of vision.
- Activity – Talk, hear, walk, stand, finger dexterity (computer especially).
THE SUTER COMPANY BENEFITS (including, but not limited to)
- Employee Stock Ownership Plan (ESOP)
- Medical
- Dental
- Vision
- Life & Accident Insurance
- 401k Retirement Plan
- Paid Time Off
- Vacation
- Paid Holidays
- Wellness Programs
WORK ENVIRONMENT AND ADA STATEMENT
The work environment characteristics described herein are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally exposed to wet and/or humid conditions, moderate noise, significant work pace/pressure.
This role description does not state that the above are the only duties and responsibilities assigned to this position. Employees holding this position will be required to perform any other job-related duties as required.