Business Development Manager

Location: Maryland, Washington, D.C., Delaware, Virginia, and possibly Pennsylvania
Department: Sales / Business Development
Reports To: Regional Sales Director

The Mass Retail Business Development Manager is responsible for leading and managing commercial relationships with Walmart and key regional accounts (including Giant Food Stores, Safeway Fresh Foods, Shoppers Food Store, and Independents). The role is pivotal in driving category development, enhancing trade marketing performance, and achieving growth objectives across strategic store formats.

This position requires a blend of strategic negotiation, analytical thinking, and operational excellence, all with a strong customer focus and results-driven mindset.

• Account Development & Strategy:

  • Develop and manage negotiation strategies to meet growth targets.

  • Design and execute growth plans for key categories (233, 234, 232, 338), including expansion into supermax floorplans.

  • Align client strategies with internal goals while anticipating market shifts.

• Relationship & Stakeholder Management:

  • Foster strong commercial partnerships with client contacts (e.g., Walmart Sales Department) to identify growth opportunities.

  • Collaborate with internal departments to ensure consistent quality and alignment in account strategy.

• Store Operations & Field Oversight:

  • Conduct routine store visits and field audits across key routes.

  • Ensure service levels and modular integrity meet retail execution standards.

  • Troubleshoot store-level challenges and coordinate timely solutions.

• Performance & Data Analysis:

  • Monitor key metrics and analyze data to improve commercial dynamics.

  • Provide regular reporting, insights, and recommendations for performance improvement.

• Revenue & Portfolio Management:

  • Manage promotions, inventory communication, and new product rollouts.

  • Support modular execution and shelf optimization strategies.

1. Customer-Centric Strategy Development: Requires deep understanding of client service principles, needs assessment, and satisfaction metrics.

2. Leadership in Complex Environments: Involves strategic planning, resource allocation, and navigating multiple retail environments with agility.

3. Product & Category Expertise: Demands strong product knowledge and an ability to tailor offerings based on store demographics and shopper profiles.

• Education:

  • Bachelor’s degree in Business Administration, Marketing, Industrial Engineering, or related field.

  • Postgraduate education preferred.

• Experience:

  • 5+ years in FMCG Sales or Brand Management roles.

  • Experience with major mass retailers like Walmart is essential.

• Skills:

  • Strong negotiation, analytical, and leadership capabilities.

  • Excellent communication and interpersonal skills.

  • Proficiency in data tools and CRM platforms.

  • Willingness to travel regularly for store visits and client meetings.

  • Valid Driver’s License in good standing; this is a field-based role requiring frequent travel to retail stores.

  • Must have reliable personal vehicle and vehicle insurance with a minimum of $300,000 combined single limit coverage.

  • Comfortable with regular in-store visits, traveling between store locations to ensure execution, service levels, and account support.

  • Strong product knowledge in the FMCG and retail categories.

  • High quality focus with a commitment to excellence in execution.

  • Strong customer focus, able to anticipate and meet client needs effectively.

  • Excellent organizational skills to manage multiple priorities and account plans.

  • Exceptional communication and interpersonal skills, with the ability to influence and collaborate across the sales force and client teams.

  • Meticulous attention to detail in store execution, reporting, and analysis.

  • Bilingual (English/Spanish) strongly preferred to support diverse customer and client base.