Business Development Manager - Food Service
Job Description
A collective energy and ambition. A place where you can make a real difference.
We’re a company that genuinely cares about our people, our products, our consumers and the environment.
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.
#LI-Remote
Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.
For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/
Role Location
United States
With corporate offices and major plants across the country, we’re building consumer products and connecting with global offices from the place where it all began.
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DIVERSITY & INCLUSION at Church & Dwight At Church & Dwight
Church & Dwight strives to create an environment where everyone feels free to bring their authentic self to work every day.
We win when we respect every employee for who they are. We believe our employees contributions are richer collectively because of their diversity. We aim to be a diverse and inclusive company and are determined to build a culture where people have the power to win together.
CULTURE At Church & Dwight
We care - about our people, our products, our consumers and our environment. To honor these priorities, we’ve built our culture around the tenants of courage, determination and team spirit. We’re united by our small company feel and inspired by opportunities to make our mark.
Learn More Check out about CULTURE
Equal Employment Opportunity for the Disabled At Church & Dwight
As an equal opportunity employer, Church & Dwight is committed to providing access and opportunities to individuals with disabilities. Applicants who require accommodation for accessibility to the online application system, the interview process, completing any pre-employment testing, or any other portion of application process, as a result of impairment from a medical or mental health condition, they may contact 877-809-8449 or email their resume and cover letter to [email protected].
To review Church & Dwight’s Equal Opportunities Employer Policy, click link below.
Learn More Check out about Equal Employment Opportunity for the Disabled