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Director, Foodservice
At Ferrara, Ferrero, Fox’s Burton’s, and The Fine Biscuits Company, we’re loved by people of all generations for the joy we bring—and that joy is crafted by our people. Join us and explore a whole world to discover, where your passion will find its place.
Today, Ferrara is the #1 sugar confectioner in the U.S, with global sales in more than 40 countries. Ferrara boasts a passionate team of over 9,000 employees around the world who deliver and create hundreds of iconic and beloved products.
In the U.S., more than 67 million households annually enjoy our popular brands like NERDS®, Brach’s®, Jelly Belly®, SweeTARTS®, Laffy Taffy®, and Trolli®. In Brazil, Dori has become a household name with snacking products that include brands such as Dori, Gomets, Pettiz, and Yogurte 100. And, in France, Carambar & Co have earned generations of loyal customers through the timeless appeal of iconic candy and chocolate brands such as Carambar, Lutti, Krema, Poulain, Vichy and Terry’s. A privately held company, Ferrara Group is headquartered in Chicago. Ferrara boasts a network of over 30 locations in North America, South America, Europe and Asia Pacific that includes manufacturing, distribution, sales, and R&D facilities.
Learn more at www.ferrara.com or www.linkedin.com/company/ferrara-/
Director, Foodservice
- Develop and lead strategic plans across Foodservice, Vending, Hotel/Lodging, Theater/Entertainment, Military, and QSR/Chain Restaurant channels to deliver volume growth, share gains, and profitability.
- Own and expand key customer relationships across national and regional QSR chains, foodservice distributors, military accounts, vending operators, hotel/lodging partners, theater customers, and broker networks.
- Lead QSR and chain restaurant opportunities, including menu development cycles, limited-time offers, product specifications, procurement processes, and corporate/franchisee engagement.
- Partner with R&D, Innovation, Marketing, and Commercialization teams to develop or adapt products for foodservice-specific applications, QSR menu needs, LTO programs, pack formats, and channel requirements.
- Build joint business plans with customers, brokers, and channel partners, setting clear expectations and holding partners accountable to volume, distribution, execution, and financial targets.
- Serve as an internal advocate for Out of Home and Foodservice channels, building alignment and making the business case for resources, investment, and cross-functional support.
- Collaborate with Finance, Supply Chain, and Operations on pricing architecture, trade structures, minimum order quantities, product formats, and operational requirements unique to these channels.
- Manage and develop a small team while remaining directly involved in critical customer relationships, field execution, and high-priority business opportunities.
- Monitor channel performance, customer trends, competitive activity, and growth opportunities to inform strategy and improve business outcomes.
- Represent Ferrara with professionalism and credibility in the field, with customers, broker partners, operators, and senior internal stakeholders.
- Deep understanding of Out of Home and Foodservice channels, including the distinct business dynamics of QSR, military, vending, foodservice distribution, hotel/lodging, and theater/entertainment.
- Strong knowledge of QSR and chain restaurant selling, including corporate procurement, franchisee/operator dynamics, menu innovation, LTO development, culinary/R&D collaboration, and product specification approval.
- Proven ability to build trusted relationships with customers, buyers, operators, brokers, and cross-functional partners.
- Strong commercial acumen, including the ability to evaluate opportunities through the lens of volume, profitability, pricing, trade, margin, and operational complexity.
- Ability to lead through influence and align internal teams behind complex, multi-channel opportunities that may compete for resources with larger retail businesses.
- Clear, persuasive communication skills with the ability to present strategy, performance, risks, and investment needs to senior leadership.
- Entrepreneurial mindset with the ability to build structure, processes, and priorities in a fast-moving, underdeveloped, or evolving channel environment.
- Strong broker management skills, including joint business planning, expectation setting, performance management, and accountability.
- Data-driven decision-making balanced with strong relationship instincts and practical business judgment.
- Player-coach leadership style with the ability to set direction, develop talent, and stay close to execution.
- 8–12 years of progressive sales experience in CPG, Food & Beverage, Foodservice, Out of Home, QSR, or related channels.
- Substantial experience working across Out of Home, Foodservice, or QSR channels; retail-only experience is not likely to translate fully to the complexity of this role.
- Direct experience calling on national or regional QSR chains at the corporate level is strongly preferred.
- Experience with QSR menu development, LTO programs, product specification processes, and collaboration with culinary, R&D, or innovation teams.
- Experience working with foodservice distributors such as Sysco, US Foods, or regional distributors.
- Familiarity with military and government-related sales channels, including DeCA, AAFES, NEXCOM, or similar institutional customers, is a meaningful differentiator.
- Experience managing brokers, operators, and third-party channel partners across complex selling environments.
- Existing relationships across key Out of Home, Foodservice, QSR, military, vending, hotel/lodging, theater, or broker networks are strongly preferred.
- Prior people leadership experience, ideally managing a small team while maintaining direct ownership of strategic customers and business development opportunities.
- Ability and willingness to travel approximately 40–50% to support customers, field execution, broker partners, and geographically dispersed channel opportunities.
EQUAL OPPORTUNITY
We are proud to be an equal opportunity employer. In order to provide equal employment and advancement opportunities to all qualified applicants and employees, employment decisions and opportunities at Ferrara will be based on merit, qualifications, and abilities, without regard to race, color, creed, religion, sex, sexual orientation, gender identity and expression, marital or civil union status, national origin, ancestry, citizenship, age, military or veteran status, disability, handicap, genetic information, pregnancy (childbirth or related medical condition), or on any other basis prohibited by law. This policy governs all aspects of employment, including selection, job assignment, compensation, discipline, termination, and access to benefits and training.
Nearest Major Market: Chicago
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