Business Development Sr. Manager - Costco/Club Channel

Fresh Del Monte Produce Inc. is a global leader in the production, distribution, and marketing of fresh, value-added, and shelf-stable fruits and vegetables. The Business Development Senior Manager for Costco/BJ’s Club Channel is responsible for the tactical execution and overall performance across all Costco U.S. regions and BJ’s Wholesale Club, focusing on achieving annual merchandising, assortment, pricing, and rotation objectives.

Responsibilities:

• Achieve annual fiscal year financial targets by:
• Executing aligned trade spend plans
• Delivering against key revenue, case sales, margin, and profitability metrics
• Ensure financial performance is managed proactively and remains aligned with approved plans throughout the year
• Develop customer specific objectives that support Del Monte’s strategic plan for Costco and BJ’s across Center Store and Produce
• Achieve customer objectives related to:
• New item launches
• Assortment optimization
• Pricing execution
• Merchandising standards and rotation compliance
• Deliver customized approaches to:
• Product development
• Rotation and innovation concepts tailored to Costco/BJ’s expectations
• Execute strong regional partnerships with Costco and BJ’s Buyers and Assistant Buyers, driving:
• Merchandising: Achievement of annual and key rotational merchandising objectives
• New Items: Delivery of new item goals and region specific customized rotations
• Pricing: Everyday pricing management within company profit objectives
• Assortment: Execution of approved assortment recommendations and innovation reviews
• Category Growth: Share growth in select categories aligned with corporate priorities
• Shopper Marketing: Coordination and execution of shopper marketing programs where applicable
• Develop, track, and manage annual fiscal plans with clear tactics to deliver sustained growth with Costco/BJ’s over the next 2–3 years
• Effectively engage and leverage cross functional resources (Business Units, Customer Development, Shopper Marketing, Finance, Supply Chain) to meet or exceed business objectives
• Own execution of the Costco/BJ’s business by leveraging cross functional capabilities, including:
• Category Management & Insights
• Shopper Marketing
• Customer Finance
• Business Intelligence and Analytics
• Lead business forecasting across all Costco/BJ’s segments and partner with Sales Operations to ensure accurate entry into Anaplan
• Monitor spending, deductions, and financial performance to ensure alignment with approved plans
• Partner with Customer Development to translate, integrate, and activate Del Monte consumer strategies into actionable customer level business plans
• Collaborate with Del Monte and Costco/BJ’s supply chain teams to ensure flawless execution of:
• New item launches
• Rotations
• Promotional and seasonal activity
• Coordinate and attend all sales, review, and innovation meetings with Costco and BJ’s
• Partner with Category Management and Customer Development to deliver best in class presentations supported by strong insights and data
• Establish and maintain a regular meeting cadence with Buyers, Assistant Buyers, and Inventory Control Specialists (ICS)
• Execute all aspects of the fiscal year sales plan, including:
• Establishing customer priorities, objectives, and tactics based on evolving marketplace conditions
• Managing retail execution to ensure optimal in warehouse presence, merchandising standards, and overall retail conditions
• Ensure alignment between planned strategies and in market execution across all assigned regions
• Provide customer driven input into the annual planning process, ensuring customer needs and requirements are reflected in:
• Trade marketing strategies and tactics
• Executable plans that achieve Del Monte Foods’ volume, revenue, and profit objectives
• Partner closely with Customer Development to:
• Identify and understand customer priorities, strategies, and growth goals
• Customize plans that support customer direction while maximizing growth opportunities for both organizations
• Collaborate with the Costco Team Director on the development and execution of the Costco/BJ’s annual business plan, including:
• Managing all aspects of trade spend to ensure Del Monte Foods’ investments are allocated effectively and equitably
• Aligning promotional strategies to achieve merchandising objectives profitably
• Identify and pursue innovative, incremental growth opportunities during the trade planning process; present recommendations to the Team Lead and Customer Development for alignment, and incorporate approved initiatives into the Joint Business Plan (JBP)
• Manage the business using a strategic scorecard aligned with customer priorities, including:
• Quarterly performance reviews
• Proactive course correction as needed to drive mutually beneficial growth
• Coordinate internal resources to:
• Resolve promotion related deductions efficiently
• Accurately forecast promotional demand and execution requirements
• Analyze customer category and channel data to develop insights, solutions, and recommendations that drive profitable growth for both the customer and Del Monte Foods

Requirements:

• Bachelor of Arts or Bachelor of Science degree required
• 5-10 years region or headquarters retail sales experience in consumer packaged goods industry or broker
• Proven record of success within the retail grocery industry, ideally with consumer packaged goods and/or broker experience
• Prior direct responsibility for Costco, with strong understanding of Club specific success metrics (velocity, rotation, margin, inventory productivity)
• Familiarity with Costco's culture, expectations, and merchant mindset
• Demonstrated ability to influence customer contacts through strong leadership and interpersonal skills
• Excellent written and verbal communication skills, with the ability to present insights clearly and persuasively
• Strong analytical and problem-solving abilities
• Advanced computer proficiency, including Microsoft Excel, Word, and PowerPoint, as well as syndicated data tools such as Nielsen, Circana, or equivalent platforms