Business Development Manager

Summary Description

The Sales Director - Food Service is responsible for developing Genera's national and large regional account sales. The business development manager leads Genera's efforts to secure new customers with large national and regional restaurants and various other food service accounts.

The role requires a consultative approach helping customers identify opportunities to create value through enhanced product features including benefits to end consumers, improvements in food service and restaurant efficiency and enhancements that help differentiate their brand.

Key tasks include creating sales strategy to penetrate Key Accounts, growing a pipeline of national and large regional sales prospects, executing national and regional sales campaigns, organizing internal resources to support account plans, and closing sales negotiations and contracts.

The role will act as an internal and external customer facing ambassador for Genera and its customers. Success in the role will require a passion for sustainability, decarbonization and the role of packaging in helping customers to reduce their carbon footprint while delighting consumers.

Responsibilities and Duties

Sales Activities

• Creating account strategies to penetrate top level executives in marketing, supply chain, operations and other senior leadership
• Outbound sales calls to prospective customers to gain new sales opportunities
• Maintaining CRM files for sales pipeline and prospects
• Leveraging selling tools to maximize customer engagement and value perception
• Managing technical selling activities including design and optimization, use environment assessment, setting specifications and requirements, and collaborating with customers on successful commercialization strategies
• Navigating complex sales cycles and distribution models to maximize value for customers and Genera
• Negotiating supply agreements to deliver value to customers and Genera
• Forecasting new business wins, impact dates and volumes
• Participating in industry events, tradeshows both in-person and online
• Staying ahead of the competition by being plugged into industry developments and helping drive Genera's innovation agenda with customers
• Understanding customer needs and bringing Voice of Customer feedback to Genera

Genera's transformation

• Be part of Genera's external messaging on the benefits of USA produced non-wood fiber
• Collaborate with the commercial team to bring new concepts and marketing programs to National Key Accounts
• Work with the commercial team on various projects to enhance customer experience with Genera, to support customers and test market conditions with new concepts and ideas

Skills

• Great listening skills, with the ability to discover and understand customer needs and how to best position Genera's packaging solutions
• Flexibility operating in an evolving environment and the ability to navigate through ambiguity
• Strong communication skills with the ability to form collaborative relationships with customers and stakeholders
• Strong presentation skills in-person and virtually
• Strong written communication skills including MS office products with ability to create and adapt spreadsheets, word documents, PowerPoint presentations
• Familiarity with using ERP's, CRM and various business tools

Qualifications

The minimum requirements for education and experience are listed below. Consideration will be given to individuals with an equivalent combination of education and experience.

• Strong track record delivering organic growth from new key account customers
• Business-to-Business sales experience with large restaurant, hospitality, or food service clients
• Experience managing complex & technical sales cycles
• Formal sales training in Key account planning, negotiations & contract management training
• Experience managing sales teams in a Key Account / National Account environment is a plus
• College diploma or university degree

Location

• Near a major metropolitan airport

Travel Requirements

• Travel 50-60% mostly within North America

Salary

• Competitive salary and benefits package, commensurate with experience. Benefits include participation in a bonus and commission program.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.