Business Development Manager - Food Service

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Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.

United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.

Job Summary

Church & Dwight is seeking a Business Development Manager - Food Service to join our team. This is a dynamic sales position that emphasizes proactive outreach and securing new business for our Foodservice division. This role involves collaborating across various departments to acquire strategic new accounts in sectors such as Quick Service Restaurants (QSR), multi-unit dining establishments, Retailer Prepared Foods, and B2B manufacturing.


About the Role

This highly entrepreneurial position requires a proactive hunter mentality, strong commercial acumen, and the ability to translate market insights into actionable growth strategies. The ideal candidate excels at building relationships, navigating complex distribution networks, and converting opportunities into sustainable revenue growth.

Work Environment

Remote : This role is performed on a remote basis. Occasional attendance at in-person meetings required as business needs dictate.


Role Accountabilities and Responsibilities

Drive New Business Growth

• Identify, prioritize, and secure new account opportunities across target Foodservice segments
• Own the full sales cycle from prospecting through contract negotiation and closing

Achieve Revenue & Profit Targets

• Deliver against annual sales and profitability objectives
• Maintain a strong pipeline to ensure consistent performance against goals

Distributor & Channel Engagement

• Build and manage relationships with key Foodservice distributors (e.g., Sysco, US Foods, Dot)
• Partner with Distributor Sales Representatives (DSRs) to drive field execution and opportunity conversion

Strategic Account Development

• Collaborate cross-functionally with internal Foodservice, Marketing, and Supply Chain teams to win and onboard new accounts
• Develop and execute customer-specific growth strategies and joint business plans

Market & Customer Insights

• Leverage end-user insights and industry trends to identify whitespace opportunities
• Provide input on product innovation, assortment expansion, and go-to-market strategies

Pipeline & Performance Management

• Maintain accurate pipeline tracking, forecasting, and activity reporting within CRM systems
• Monitor performance metrics and adjust strategies to maximize conversion and ROI

Brand Activation & Training

• Lead customer-facing events, culinary demonstrations, and trade show participation to generate demand. Deliver training programs for distributor partners and end users to drive product adoption

Travel up to ~60% to support customer engagement, distributor alignment, and market development

Skills and Competencies

• Strong sales skills in value-added selling and branded products
• Ability to balance sales and profitability
• Experience working with a CRM program
• Excellent selling skills in one-on-one, as well, as group settings
• Computer literate and working knowledge of MS Office.
• Strong interpersonal and communication skills
• Self-motivated and takes ownership of assigned projects
• Works well independently and as part of a team
• Embraces change and technology
• Negotiating skills/deal structure development

Education and Experience

• Bachelor's degree preferably in Business Management, Marketing, or related field.
• 7+ years of sales experience in the Foodservice and/or B2B Industry, preferably within consumer-packaged goods.
• Familiarity with foodservice distribution (e.g., Dot Foods, US Foods, Sysco) and national operators.

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Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.

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