Sr. Director - Business Development

SUMMARY

The Senior Director of Business Development will play a strategic leadership role focused on driving revenue growth, expanding market presence, and fostering long-term partnerships within the foodservice sector. This senior leader is responsible for identifying new business opportunities, leading high-level negotiations, and collaborating cross-functionally to deliver innovative solutions that meet customer needs.

Working closely with NDA staff and NDA distributor members, the Senior Director develops and executes comprehensive business strategies to penetrate new markets, enhance customer relationships, and increase market share for the member companies. The role requires a deep understanding of the foodservice distribution landscape, including trends, competitors, regulatory requirements, and supply chain dynamics.

ESSENTIAL FUNCTIONS

• Most crucial role is being a “Hunter” and driving new business. Investigates and targets new sales leads and prospective customers and provides detailed information and recommendations to the NDA VP of Sales and Customer Development.

• Develop and lead the execution of strategic growth initiatives across national and regional foodservice accounts.

• Serves as primary NDA contact and consultant for the Members and customers, delivering measurable value as a resource and conduit, while ensuring growth, contract compliance, and increased profitability.

• Based upon objectives and goals, facilitates various activities for the NDA and its Members, in concurrence with the NDA staff, about sales meetings, conferences, and best practices for development.

• Prepares specific contact report for each new customer Request for Proposal (RFP), detailing information such as type of business, number of locations, number of distributors involved, product mix, special requests, etc., to facilitate the business development process; communicates information to VP Sales and Customer Development regularly.

• Proven track record of relationship development and maintenance to avoid RFP scenarios when possible.  Build and maintain relationships with key stakeholders, including manufacturers, foodservice operators, contract management companies, and industry associations.

• Lead contract negotiations, pricing strategy, and deal structuring to ensure profitable growth.

• Attends and participates in various national meetings, customer conventions, and trade shows, including the annual NDA conference, to interact and facilitate networking with Members, customers, and suppliers to further communicate and achieve Company goals and objectives.

• Assists with maintaining new customer base throughout the contract period, assisting in new growth opportunities and expanding distributors; renegotiates contracts prior to contract term expiration.

• Consistently uses the company’s CRM to record activities, manage the sales pipeline, and produce insights that inform strategic growth initiatives.

• Follows and adheres to standards of performance, established sales processes, and company policy, including but not limited to management of travel budget.

• Travel on company business as necessary. Extensive overnight travel, up to 50%, required.

SUPERVISION GIVEN AND RECEIVED

Reports directly to the VP Sales and Customer Development.

INTERNAL/EXTERNAL CONTACTS

Internal contact with the NDA staff.

External contact with Members, Affiliates, suppliers, customers, franchise representatives, and industry contacts.

OTHER FUNCTIONS

• Assists and participates in special projects as assigned by the NDA VP of Sales and Customer Development.

JOB REQUIREMENTS AND QUALIFICATIONS

• Bachelor’s degree in Business, Marketing, or related field; MBA preferred.

• 10 years of experience in business development, sales leadership, or strategic partnerships within foodservice distribution or a related industry.

• Proven track record of driving growth in a complex B2B environment.

• Strong knowledge of foodservice channels, including restaurants, hospitality, healthcare, education, and institutional foodservice.

• Exceptional negotiation, communication, and relationship-building skills.

• Strong financial acumen and experience with P&L responsibility.

• Ability to lead and influence cross-functional teams in a matrixed environment.