What are the responsibilities and job description for the DIRECTOR OF BUSINESS DEVELOPMENT - DISTRIBUTION (Midwest) position at ilocatum?
Director of Business Development – Corporate Distribution (Midwest)
FULL REMOTE
Must Haves
Bachelor’s degree required
Minimum of 10 years’ progressive foodservice sales experience
At least 5 years’ experience managing distributor headquarter or regional relationships
Strong contract negotiation and strategic selling expertise
Proven ability to lead complex cross-functional initiatives and deliver results
Excellent verbal and written communication skills with executive-level presence
Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)
Valid driver’s license and ability to travel extensively within the Midwest
Position Overview
The Director of Business Development – Corporate Distribution is responsible for building and expanding strategic partnerships across distributor enterprises, from corporate headquarters to local markets. This role requires a seasoned distribution expert with deep knowledge of foodservice, the ability to lead joint business planning initiatives, and the skills to align cross-functional teams in delivering profitable growth.
Key Responsibilities
Lead Joint Business Planning (JBP): Drive discovery meetings, business reviews, innovation summits, and annual operating plans with distributor partners.
Strategic Growth: Leverage data, market trends, and customer insights to align product portfolio strategies with operator and market demand.
Contract Negotiation: Manage RFP processes and negotiate new and renewal agreements that support profitability and long-term growth.
Innovation & Culinary Activation: Collaborate with R&D and Culinary teams to commercialize new products and address portfolio gaps.
Marketing Activation: Execute distributor-focused marketing initiatives that reinforce sales and brand objectives.
Broker Network Leadership: Oversee distributor broker action plans, monitor KPIs, and lead regular performance reviews.
Sales Incentives: Design and implement broker incentive programs that align with distributor growth targets.
Data Utilization: Analyze distributor operator data to identify new opportunities, regain lost business, and expand product penetration.
Operational Performance: Track fill rates, delivery performance, forecasting accuracy, and category share with distributors.
Field & Non-Commercial Support: Partner with Zone Managers and cross-functional teams to support area reviews, healthcare initiatives, and non-commercial opportunities.
Pipeline Management: Maintain an updated pipeline of sales opportunities and ensure timely execution of administrative requirements.
Training & Commercialization: Lead product introductions and provide distributor and broker team training on new business wins.
Supervisory Responsibilities
No direct reports, but this role requires strong leadership and alignment across distributor strategies, field sales teams, national account teams, and broker networks.
