Job Overview:

This role is responsible for sales growth and customer business development in natural and conventional retailers within an assigned geography, channel of trade and/or group of key accounts. The BDM will manage, direct, recommend and/or coordinate all sales plans, programs, promotions, incentives, etc.  The BDM reports to the Director Sales – Professional Services. Fostering relationships with trust, integrity, and professionalism is critical to this position for all customers and trade partners, including vendors and brokers. This position is dynamic with several variables including territory/accounts assigned, breadth of services, sales, and account management processes. The BDM will have significant authority and opportunity to make a business impact, guide strategy and execute plans for Professional Services. Build awareness and promote Professional Services within the enterprise as well as to potential customers. 

Job Responsibilities:

Account Management and Sales Planning

• Responsible for all strategic accounts within assigned geography. 

• Owns all professional services sales responsibilities for both natural and conventional customers in assigned territory.

Deliver Account Results

• Owns responsibility and knowledge of Professional Service’s sales and EBIT/profit results as it relates to each strategic account and determines or proposes strategic direction needed based on this ownership.

• Support development and grow go-to-market strategy for Professional Services.

• Drives Pro Services initiatives to ensure the success of the customer.

• Identifies future growth areas based on broad assessment of retail, food and specialty trends

Manage Relationships

• Team developer, able to assess and groom skills of region sales teams in selling Pro Services effectively for the benefit of individuals and the company.

• Exceptional communication skills (oral and written).  Comfortable gathering and clearly presenting information to both large and small groups. 

• Acts as an essential strategic partner in the eyes of the retailer.

• Provides a key communications link between the sales team, the Pro Services departments, marketing, finance/credit, and the retailers.

• Conducts training meetings with sales representatives to introduce Sales and Pro Services programs, promote product knowledge, and develop sales techniques.

Manage Execution

• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization

• Works collaboratively with Pro Service department leaders to ensure department sales teams are supporting their strategic account goals.

Performs other duties as assigned.

Job Requirements: 

Education/ Certifications:

• Bachelor’s Degree or equivalent applicable experience required

Experience/Knowledge/Skills/ Abilities:

• 5-7 years proven success in sales and/or account management required

• Strong knowledge base of Strategic Account Management principles and philosophies

• Strong collaborative, innovative, leading change, strategic skills and commitment to region vision

• Experience addressing customer needs/concerns, solving customer problems or otherwise providing customer support. Needs to understand how to build customer relationships and earn customer confidence, address conflicts or other difficult customer issues while preserving the relationship, stand up for or protect the interests of the organization while preserving the customer relationship.

• Aptitude for financial reporting

• Prior experience in a job(s) with leadership role and direct accountability for sales, expense control and/or profitability. Needs to understand key business/financial metrics, the budgeting and financial planning process, the key drivers of revenue, expenses and profits and understand key cause and effect relationships.

• Experience selling to a retail operation. Understands how to execute a sales plan and achieve sales objectives and understand retail sales environments and how to identify product/service sales opportunities.

• Understand the retail setting to know issues, challenges, demands, constraints and opportunities unique to retail store operations. Have experience supporting successful implementation of sales or other initiatives at the store level.

• Possess excellent verbal, written and public speaking communications skills

• Experience participating in or leading a significant change initiative (e.g., standardization or consolidation project, key region initiative, acquisition, merger, startup) and managing across disciplines, functions or other organizational boundaries

• Experience managing and leading in different business contexts (e.g., realign, startup, sustain success, turnaround)

• Proven negotiation skills

• Aptitude for financial reporting

• Ability to make decisive strategic decisions in the best interest of the business

• Proficiency with computer systems and applications (especially Word, Excel, Basic Access essential)

• Good judgment is required for this position as there may be times when direct supervision may not be immediately available.

Work Environment: Remote Role:

This position is classified as remote where the associate will perform remote work from their primary residence. Remote associates are welcome to work from the office but are not required to do so. While remote associates are not required to work from an office on a regular basis, they may be required to come to the office or other UNFI locations for necessary business reasons or if directed to do so by their manager.

Travel (minor):

This position may require the associate to travel to company offices, distribution centers, or other locations for specific meetings or other business reasons.

Physical Environment/Demands:

Office Roles:

• Most work is performed in a temperature-controlled office environment.

• Incumbent may sit for long periods of time at a desk or computer terminal.

• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.  

• Incumbent may use calculators, keyboards, telephones, and other office equipment in the course of a normal workday.

• Stooping, bending, twisting, and reaching may be required in the completion of job duties.

About UNFI: We are North America’s premier grocery wholesaler, delivering the widest variety of fresh, branded, and owned brand products to community grocers and retail chains alike. A pioneer in natural and organic foods, we are growing and transforming to meet the needs of an evolving workplace. Our 29,000+ employees work across America in our 50 Distribution Centers and corporate offices. Learn more: Organic, Natural and Conventional Food | Wholesale Food Distributors | UNFI