Head of Business Development - Food Service

Role Purpose:

This position will manage the formulation and implementation of policies, strategies, and objectives that conform to the corporate guidelines and business goals of Grupo Nutresa’s coffee Business in the institutional channels, ensuring profitable growth and expansion of sales in the U.S. market. The candidate will focus on enhancing customer excellence through a commitment to sustainability, innovative solutions, and overall quality.

Responsibilities

This position is responsible for:Leading strategic planning and execution for B2B in alignment with global corporate objectives. Supervising strategic planning and execution for international B2B sales across the food service strategic unit.Driving profitable growth by ensuring commercial initiatives are in harmony with Grupo Nutresa’s global targets. Managing key strategic accounts while cultivating long-term relationships with clients.Defining and enhancing the commercial solution portfolio to meet market demands and trends. Lead commercial budget planning, forecasting, and execution across multiple US markets. Negotiate and lead international US contracts, ensuring compliance and value creation. Identify opportunities in new channels, and through innovation driven business opportunities.Oversee full sales cycle management including RFQs/RFPs, proposals, pricing strategies, negotiations, and deal closure. Ensure excellence in customer service through cross-functional coordination and timely response.Represent the business at global trade fairs and industry events, driving brand positioning and growth.

Knowledge, skills, and experience:Bachelor’s degree in Business, Marketing, International Trade, Agribusiness, or a related field. MBA or postgraduate qualification preferred. Progressive experience in B2B development or sales, with experience in a leadership role in several institutional segments for coffee. Strong track record in US sales, particularly in high-growth markets. Demonstrated success in building B2B channels from scratch or significantly scaling existing operations. Familiarity with sustainability certifications (e.g., Rainforest Alliance, Fair Trade, Organic) and ethical sourcing standards. Strong strategic planning and commercial acumen, with the ability to translate market insights into revenue opportunities. Proficiency in contract negotiation, pricing strategy, and key account management. Possesses extensive experience in consultative sales, with a strong ability to understand client needs and requirements.Strong cultural awareness and ability to work with multicultural teams.Entrepreneurial mindset with a bias for action and resilience in a competitive market.Excellent leadership skills to build and motivate a high-performing team.Self-motivated and adept at influencing stakeholders to drive initiatives.Experience in cross-functional coordination and managing diverse teams.Commitment to customer service excellence through timely response and problem-solving.Strong analytical mindset focused on data-driven decision-making.Project management skills, managing multiple priorities in a dynamic environment.Strong communication and interpersonal skills, capable of representing the business at global events.

Scope of the position:

This role is charged with driving the growth and expansion of B2B sales in the institutional channels (Food Service) within the U.S. market.

Goals: 50 million USD in sales by 2030