Senior Manager, Business Development

Overview

Do you love great food and great restaurants? Baldor Specialty Foods, a leader in premium food distribution, is expanding its National Accounts Team. We are seeking a highly analytical and collaborative Senior Manager, Business Development to strengthen the operating infrastructure of our National Accounts business. Reporting to the Chief Commercial Officer, this role will own the data, reporting, performance management, and cross-functional execution required to improve profitability, service, and scalable growth across national account programs. The position will work behind the customer-facing account team, translating agreements and business requirements into coordinated action across Sales, Finance, FP&A, Procurement, Pricing, IT, Operations, and other support functions.

The ideal candidate combines commercial judgment, financial acumen, analytics, project management, and process discipline. This leader will establish a reliable operating cadence, improve visibility into customer and program performance, ensure pricing and reporting commitments are executed accurately and on time, and drive resolution of cross-functional issues. The role may also manage a Business Analyst as the function grows.

Key Responsibilities

• National Accounts Performance Management: Own the internal performance-management framework for the National Accounts business, with emphasis on net margin, sales, gross margin, program compliance, service execution, and profitable growth.
• Reporting & Analytics: Develop and maintain recurring weekly, monthly, quarterly, and annual reporting. Create clear executive-level views of account, customer-group, program, branch, and division performance, including trends, variances, risks, and opportunities.
• Data Integrity & Governance: Partner with IT, Finance, Pricing, and Master Data teams to improve data quality, customer and program mapping, reporting files, managed order guides, and the consistency of definitions used across National Accounts reporting.
• Agreement & Program Execution: Build a working understanding of major end-user, customer, and group purchasing organization agreements. Translate contract terms and program requirements into internal workflows, owners, milestones, reporting obligations, pricing schedules, and controls.
• Pricing Performance: Partner with Pricing, Sales, Procurement, and Finance to monitor price generation and execution, customer-to-price alignment, negative-margin or other performance outliers, and the impact of market, seasonal, cost, and customer-mix changes.
• Profitability & P&L Management: Partner with Finance and FP&A on budgets, customer-group P&Ls, rebate and fee treatment, margin targets, forecasts, and performance narratives. Identify the drivers behind favorable and unfavorable results and coordinate corrective action.
• Cross-Functional Project Leadership: Lead National Accounts projects that span multiple departments. Establish project charters, workplans, decision logs, owners, timelines, dependencies, and escalation paths, and maintain accountability through implementation.
• Procurement Partnership: Coordinate with Procurement on cost targets, sourcing opportunities, freight and load optimization, vendor collaboration, program-specific items, hybrid programs, core-item management, and other initiatives that improve competitiveness and margin.
• Technology & Process Enablement: Partner with IT and Business Intelligence teams on EDI, group and customer structure, automated reporting files, dashboards, managed order guides, and other system or process changes needed to support the business.
• Operating Cadence & Governance: Establish and facilitate recurring cross-functional business reviews. Maintain a single source of truth for performance, decisions, issues, and action plans, and prepare concise materials for senior leadership.
• Risk, Issue & Compliance Management: Track service, pricing, rebate, reporting, specification, and program-compliance issues. Surface emerging trends early, quantify business impact, coordinate mitigation plans, and confirm sustainable resolution.
• Standards & Continuous Improvement: Develop division standards, SOPs, templates, and controls for sales and margin reporting, customer and program setup, project intake, issue escalation, and cross-functional handoffs.
• Team Leadership: If assigned direct reports, set priorities, coach analytical and project-management capabilities, review work quality, and create clear accountability for deliverables and deadlines.

Preferred Experience & Skills

• Business Analytics: Advanced ability to interpret revenue, gross margin, net margin, rebates, fees, cost-to-serve, pricing, and customer-level performance; able to convert analysis into decisions and action.
• Financial Acumen: Strong understanding of P&Ls, budgeting, forecasting, variance analysis, commercial economics, and the operational drivers of profitability.
• Project & Program Management: Demonstrated success leading complex, cross-functional projects from definition through implementation, with strong governance and follow-through.
• Executive Communication: Ability to synthesize complex information into concise written updates, presentations, dashboards, and recommendations for senior leaders.
• Influence Without Direct Authority: Proven ability to align stakeholders, clarify ownership, challenge constructively, and drive execution across functions with competing priorities.
• Systems & Tools: Advanced Excel and PowerPoint skills; experience with Power BI or similar business-intelligence tools. Familiarity with ERP, pricing, CRM, EDI, contract-management, or master-data environments is preferred.
• Foodservice / Distribution Knowledge: Understanding of foodservice distribution, national accounts, group purchasing organizations, pricing programs, rebates, customer specifications, managed order guides, and multi-location customer structures is strongly preferred.
• Process Orientation: Strong attention to detail and commitment to repeatable processes, documentation, data accuracy, deadlines, and continuous improvement.
• Commercial Judgment: Able to balance growth, customer commitments, service requirements, operational feasibility, and profitability when evaluating opportunities and resolving issues.

Minimum Qualification

• Bachelor’s degree in Business, Finance, Economics, Analytics, Supply Chain, Operations, or a related field;
• 8+ years of progressive experience in business development, commercial operations, sales operations, finance, analytics, strategy, program management, or a related function; foodservice distribution or National Accounts experience is strongly preferred.
• Demonstrated experience building performance reporting, dashboards, business reviews, and executive-ready recommendations using multiple data sources.
• Experience partnering across Sales, Finance, Procurement, Pricing, IT, Operations, and senior leadership in a matrixed environment.
• Experience with customer or program profitability, pricing, rebates, contracts, forecasting, budgeting, and variance analysis.
• Experience managing analysts or project resources is preferred, particularly for appointment at the Director level.
• Ability to manage multiple high-priority initiatives while maintaining accuracy, responsiveness, and disciplined follow-through.

Our Values

• Passionate about Food & Results: Dedicated to excellence in both culinary quality and sales performance
• Entrepreneurial Spirit: Innovative, adaptable, and eager to take initiative
• Forward-Thinking: Committed to staying ahead of market trends and customer needs
• Supportive & Collaborative: Team-oriented with a focus on building lasting