Job Description:
Established in 1908, DFA is a technical service organization focused on addressing the needs of the food industry with a special emphasis on California’s specialty crops. We are currently looking for a Business Development Manager in the Salinas/Monterey area.
Under the general supervision of the Vice President of Operations, the primary responsibilities of the Business Development Manager is to build market position by locating, developing, defining, negotiating, and closing business relationships. The Business Development Manager will work to improve the organization’s market position and achieve business growth within the fresh produce sector.
Compensation/Salary:
DOE
Requirements:
- A Bachelor of Science degree in Biology, Chemistry, Food Science or related field.
- Minimum of 5 years of experience in business development, sales, or marketing.
- Minimum of 3 years of experience in a fresh produce/quality assurance program.
- Food Manufacturing Experience, working knowledge of GMP’s (21 CFR 110), Food Safety practices and HACCP (Codex Alimentarius) is preferred.
- Understanding of fresh produce analytical, chemical and microbiological testing methods preferred.
- Excellent interpersonal and communication (written and verbal) skills and attention to detail.
- Strong organizational and time management skills.
- Ability to adapt and be flexible within a changing work environment.
- Strong proficiency in MS Office (Word, Excel, PowerPoint and Outlook).
- Ability to work independently and collaboratively, while maintaining a sense of timeliness and urgency.
- Ability to adapt and be flexible within a changing work environment.
- Excellent attention to detail a must.
- Overnight Travel required.
Responsibilities & Duties:
- Manage Fresh Produce Business Development activities to drive the organization towards stated goals and objectives.
- Research and build relationships with new clients.
- Identify potential clients, and the decision makers within the client organization.
- Set up meetings between client decision makers and company’s practice leaders/Principals.
- Responsible for calling clients, making presentations on solutions and services that meet or predict client’s future needs.
- Cold call as appropriate within market to ensure a robust pipeline of opportunities. Meet potential clients by growing, maintaining, and leveraging your network.
- Establish and maintain relationships with industry boards, growers, handlers, regulatory bodies and other groups to conduct briefings, professional presentations, and informational sessions.
- Other duties, as assigned.
Client Retention
- Assist in managing existing clients and ensure they stay satisfied and positive.
- Present new products and services and enhance existing relationships.
- Work with technical staff and other internal colleagues to meet customer needs.
- Arrange and participate in internal and external client meetings.
Business Development Planning
- Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends. Participates in member/customer events, meetings, trainings, conferences and networking events.
- Present to and consult with mid and senior level management on business trends with a view to developing new service channels.
- Identify opportunities for service channels that will lead to an increase in sales.
- Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiator.
- Responsible for defining long-term business development strategic goals.
- Responsible for building key customer relationships.
Management and Research
- Submit weekly progress reports and ensure data is accurate.
- Ensure that data is accurately managed within the company’s CRM.
- Forecast sales targets and ensure they are met.
- Track and record activity on accounts and help to close deals to meet these targets.
- Research and develop a thorough understanding of the company’s people and capabilities.
- Responsible for maintaining extensive knowledge of current market conditions.
- Will work with internal team, including Marketing and Communications and Operations staff and other managers to increase sales opportunities.
- Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks; participating in professional organizations.
- Enhance organization reputation by accepting ownership for accomplishing new and different requests; exploring opportunities to add value to job accomplishments.
- Protect organization's value by keeping information confidential.
