Overview

Good people, working with good people, for our common good.

Sound good?

KeHE-a natural, organic, specialty and fresh food distributor-is all about "good" and is growing, so there's never been a more exciting time to join our team. If you're enthusiastic about working in an environment with a people-first culture and an organization committed to good living, good food and good service, we'd love to talk to you!

Primary Responsibilities

The Vice President of Business Dev., Grocery Channel East – is responsible for significantly growing KeHE’s grocery channel, east & central regions with new and selected vertical accounts. This key leader will work with the Independent, Chain Grocery, Fresh and Solutions eCommerce teams to drive new and vertical account sales growth by personally managing major pursuits in large retail accounts. Enablers of success in this hunter-oriented position include strong sales acumen, a high-level of competitiveness, ability to build and leverage relationships with retailers, suppliers and brokers, strong leadership skills and process orientation.

Essential Functions

• Work with leaders of KeHE’s Independent Grocery, Chain Grocery, Fresh, Solutions and BD teams to build and execute strategies for growing KeHE’s Grocery, Fresh, Owned Brands and Solutions businesses with new and existing customers.
• Close $70-$80M in new business annually and onboard $40-$50M in new business during the fiscal year.
• Operate within established budget expectations.
• Maintain a high degree of awareness of competitor’s strategies and programs.
• Proactively gather and synthesize information on what is trending in the market for Natural, Organic and Fresh products.
• Attend professional meetings, trade shows and seminars to build relationships and surface new sales leads.
• Implement and report on established business development processes to ensure consistency, documentation and compliance.
• Develop effective customer correspondence, proposals and presentations.
• Maintain safe work practices.
• Maintain safeguards of confidential company information.

Minimum Requirements, Qualifications, Additional Skills, Aptitude

• Change Agency – Having a tendency to challenge the status quo to drive change.
• Leadership Ability – Possessing natural leadership qualities, evidenced by a bias for action, the ability to motivate and mobilize people.
• Intellectual Curiosity – An innate desire to understand how things work, why things are done the way they are and what makes one approach better than others.
• Customer-orientation – A core belief that understanding and delivering on the needs and preferences of retailers must be at the core of KeHE’s growth strategy.
• High IQ and EQ – Ability to navigate the rigorous relational and analytical demands of working with customers and internal stakeholders on complex financial and technical business matters.
• Competitive Resolve – Possessing a competitive spirit that is not easily discouraged or daunted, and the perseverance to work around obstacles and find ways to win.
• Results-Driven – Strong desire and ability to deliver results.
• Strong work ethic – Willing to work significant hours each week with a minimum of administrative support, including approximately 40% overnight travel.
• Challenger Selling - The ability to engage clients persuasively through dialogue that seeks to first understand clients’ perspectives, teach them something about their business that they don’t already know and tailor KeHE capabilities to their specific situation. 
• Executive Credibility - The ability to understand what senior-level decision-makers value and the confidence to engage executives in ways that demonstrate big picture insight, expertise, vision and confidentiality.
• Relationship/Partner Building - The ability to establish credibility and connection leading to a desire by client and internal contacts to pursue long-term, mutually supportive relationships.
• Financial Analysis - The ability to understand and analyze client and KeHE financial statements and link analyses to a compelling financial case for KeHE services. 
• Competitive Positioning - The ability to position KeHE capabilities and offers in a competitively advantageous light.
• Sales Administration and Reporting - The ability to efficiently manage the administrative requirements of the role and develop and complete timely, accurate reports as required by management. 
• Team Orientation - Willingness and ability to work in close collaboration with others, and make personal sacrifices for the good team of their team. 
• Service Attitude - Drive and desire for significance through service to others, not given to self-absorption, self-aggrandizement or conceit.  
• Communication Skills – Ability to speak, write and present ideas, plans and information in a persuasive and compelling manner.

Other Skills Required

• Microsoft Office experience required, including Excel, PowerPoint, and Word.
• Understanding of category management with strong quantitative, analytical and computer skills. Working knowledge of and literacy in computer software, including but not limited to word processing, spreadsheet, and presentation applications.
• Ability and willingness to work significant hours, including some weekends.
• Expectation of 40% of time spent meeting with customers.
• Ability and willingness to travel up to 60%.
• Demonstrated strength in oral and written communications with people at all organizational levels. Demonstrated proficiency in conducting effective meetings and making clear and concise presentations. Strong negotiating, communication and organizational skills as well as interpersonal skills.

Experience/Education Required

• Bachelor’s degree.
• Minimum eight (8) years of experience in sales, grocery retailing and merchandising.  
• Expertise in natural/organic, specialty and fresh products retailing, and bulk foods
• Minimum five (5) years of experience in Business Development activities.
• Minimum 5 years of experience at a single employer.
• Minimum 3-5 years of experience in grocery sales either in independent natural or independent conventional grocery/chain accounts.