Senior Strategic Account Manager

WHO WE ARE
Baldwin Richardson Foods is focused on enriching the flavor of life. As a full-service liquid products supplier and strategic partner to the food and beverage industry, Baldwin Richardson Foods combines its formulation expertise and unique packaging options with robust processing capabilities to produce high-quality sauces, toppings, syrups, fillings, and shelf-stable beverages for the world's most iconic Quick Service Restaurants (QSRs), Consumer Packaged Goods (CPG) brands, and food service companies. Its state-of-the-art Innovation & Culinary Center transforms trends and culinary inspiration into legendary products through an award-winning commercialization process. The company also manufactures and markets Mrs. Richardson's dessert sauces and Nance's mustards/condiments in addition to producing finished goods for the private label sector. BRF maintains its headquarters and a manufacturing facility in Macedon, New York; with a Culinary Innovation Center in Westmont, Illinois; and offices and manufacturing facilities in Williamson, New York; Pennsauken, New Jersey; and Corona, California. This role will be in Westmont, Illinois.
WHAT WE NEED
The primary role of the Senior Strategic Account Manager (SAM) is to ensure the overall success and growth of an assigned portfolio of customer accounts, comprised of a minimum of one large, key partner. The Sr SAM 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 individual 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 ingredients and food service/QSR customers nationally.
WHAT YOU WILL DO

• 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.
• Deliver sales, revenue and EBIDTA targets for the business by achieving growth and profitability metrics; successfully negotiate and execute customer agreements.
• 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.
• Effectively build trust and confidence with customers, striving to be an extension of that respective customer's organization.
• 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.
• Responsible for growing new channels, maintaining base business, and proactively acquiring new business in food service/QSR and industrial segments.
• 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.
• Work collaboratively with forecasting team to cross-functionally support the S&OP initiatives and provide projections and revisions where necessary.
• Aseptic sales management and expertise preferred.
• This position requires 25-35% travel.

WHAT YOU NEED TO BE SUCCESSFUL

• Bachelor's degree in business, marketing, or related field, and/or equivalent combination of education and experience.
• Minimum of seven (7) years of experience successfully executing on new business development and sales solutions experience; accustomed to hunting and farming with proven sales success.
• Proven Food Service/QSR and Industrial sales management experience.
• Large, complex account management, multi-stakeholder models, and confidence working cross-functionally.
• Experienced at building trust and engaging respectfully with diverse personal styles.
• Intermediate to advanced MS Office Suite skills, advanced skills in development of PowerPoint presentations.
• Experience with collaborative and video tools such as MS Teams

At BRF, base pay is one part of our total compensation package and is determined within a range. The base pay range for this role is between $140,000 and $155,000. Your base pay will depend on your skills, qualifications, and experience.
You'll also receive a comprehensive benefits package including a low premium and out of pocket cost medical, dental and vision coverage, 401k with company match, generous sick and vacation time, 9 paid holidays, birthday and floating holidays, volunteer time and more!