Purpose of Job:
The BDM- Retail is responsible for profitable revenue growth for premier retail account business in the assigned territory utilizing retention of existing business, increasing prices, and capturing new business through value added selling of Silliker total package of foodservice and retail food safety, quality and digital solutions services.
Gain entry into the Top 20+ US based retail companies. Candidate will create a business brief / Competitive analysis for these Top 20 companies.
Establish strong relationships with existing premier retail accounts in the designated territory at various levels with key business and technical contacts. Efforts will be reflected in monthly meeting and client contact goals.
Win new business from current and potential key and premier retail target accounts. Efforts will be reflected in monthly meeting and client contact goals and in monthly closed sales requirements.
Write and present professional business proposals and assist with preparation of request for proposals.
Work directly with other Sales personnel, as a resource within territory, to develop and implement key retail national or multiple lab accounts.
Manage existing national retail accounts as needed and work to establish new national foodservice accounts following the flow chart found on the MXNS Connect detailing the components and requirements of a National Account.
Negotiate price increases based on feedback from management and your knowledge of the retail account base.
At least annually, perform periodic business reviews with specific premier retail clients as determined through discussions with the Business Development Director, Foodservice.
Candidate must have strong prospecting skills and must prospect within all of the Top 100 US based retailers. Prospecting will be critical to this position, both with new accounts and those that we are not working with yet. Additionally it will be critical to prospect within current accounts to ensure we sell all aspects of our services.
Candidate must be able to provide support to the foodservice team and greater sales team for any smaller or shared retail accounts.
Candidate will be responsible to assist in creating retail focused resources for the retail programs offered to assist their sales efforts as well as the sales efforts of the broader sales team.
Maintain client files within CRM documenting significant meetings, telephone calls and the status of sales opportunities.
Maintain knowledge of all Silliker IT systems, including CRM, myMXNS, JDE, QualMap, and EnviroMap and stay up-to-date on all presentations and sales tools.
Maintain information on competitors? strengths, weaknesses, policies, pricing, services, etc., to increase likelihood of winning bid situations.
Participate in the monthly sales conference calls and in monthly foodservice team meeting, divisional/national sales training events.
Develop and maintain professional selling skills.
Develop and maintain personal technical expertise relating to food safety and quality programs.
Utilize pivot tables, email, myMXNS and other information technology tools to manage account base, sales activities and develop client relationships.
Support corporate quality and continuous improvement process.
Territory/Market for the foodservice segment is slightly different than our typical TSM position. This position will focus on solely on retail accounts and these may cross over into the select, premier and national account categories. While it is the primary focus of this position to focus on larger opportunities, it will be critical to work with the smaller retail accounts as well, and work to grow them to a premier level.
Trade Shows will be required to be attended as needed. There will be a minimum of 3 to 4 foodservice critical trade shows/events that will need to be attended.
Perform other related duties as needed.
Merieux Nutrisciences Corporation