General Manager Business Development

Job Description

Summary/objective

The General Manager – Sales & New Business Development is responsible for leading and executing the company's commercial growth strategy, with overall accountability for sales performance, new business development, customer expansion, channel growth, and profitability within assigned markets and business segments.

This position provides strategic and operational leadership to maximize revenue growth, strengthen customer and distributor relationships, expand market presence, and identify new business opportunities for both Branded and Private Label products. The General Manager develops and executes short- and long-term business strategies aligned with the company's overall strategic objectives, financial goals, and growth priorities.

The position serves as a key leader across the organization, partnering with senior management and cross-functional teams including Marketing, Operations, Supply Chain, Finance, Quality, R&D, and Customer Service to ensure successful execution of business initiatives and customer commitments.

The General Manager is expected to be highly analytical, commercially driven, financially disciplined, collaborative, and results-oriented, with a strong bias for action and accountability.

Key performance areas include revenue growth, gross margin and profitability, new customer acquisition, distribution expansion, customer retention, promotional effectiveness, market development, forecasting accuracy, and achievement of established business KPIs.

Essential functions

Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

• Develop and execute the company's sales and business development strategy to achieve revenue, profitability, market share, and growth objectives.
• Establish short- and long-term business plans, sales objectives, budgets, forecasts, and KPIs aligned with the company's strategic direction.
• Identify, evaluate, and develop new business opportunities, customers, distributors, channels, markets, and strategic partnerships.
• Lead the expansion of existing customer relationships while identifying opportunities for increased distribution, product placement, sales volume, and profitability.
• Develop and maintain strong relationships with key customers, retailers, distributors, brokers, and strategic business partners.
• Lead customer negotiations, commercial presentations, business reviews, pricing discussions, promotional planning, and strategic account initiatives.
• Develop and maintain Joint Business Plans with key customers and strategic partners.
• Oversee sales forecasting, pipeline management, promotional planning, pricing strategy, trade spending, and return-on-investment analysis.
• Monitor market conditions, competitive activity, consumer trends, customer needs, and industry developments to identify risks and growth opportunities.
• Analyze sales, financial, market, and operational data to make informed business decisions and recommend corrective actions when necessary.
• Partner with Finance to monitor revenue, gross margin, profitability, pricing, trade investment, budgets, and overall financial performance.
• Collaborate with Operations, Supply Chain, Manufacturing, Quality, R&D, Marketing, and Customer Service to ensure alignment between customer requirements and company capabilities.
• Represent and promote the company's Branded and Private Label products within the VMS and applicable consumer products categories.
• Develop strategies to increase distribution, market penetration, customer acquisition, and overall product performance.
• Lead and participate in customer meetings, trade shows, industry events, presentations, and other business development activities.
• Develop and maintain accurate sales forecasts, business reports, customer information, opportunity pipelines, and performance dashboards.

• Establish and maintain effective sales and business development processes, procedures, and performance standards.
• Recruit, lead, coach, develop, and motivate employees and business partners to achieve established objectives.
• Establish clear performance expectations and hold team members accountable for results, customer service, compliance, and professional development.
• Ensure compliance with company policies, procedures, quality standards, and applicable business requirements.
• Communicate business performance, opportunities, risks, and recommendations to executive leadership.
• Drive continuous improvement initiatives that enhance revenue growth, profitability, customer satisfaction, operational effectiveness, and competitive position.
• Perform other duties and responsibilities as assigned by senior management.

Competencies

• Strong strategic and commercial business acumen with the ability to translate strategy into measurable results.
• Demonstrated ability to develop and execute sustainable business growth strategies.
• Strong financial understanding, including revenue, gross margin, pricing, budgeting, forecasting, and profitability.
• Excellent negotiation, communication, presentation, and relationship-management skills.
• Strong understanding of Retail, Consumer Packaged Goods (CPG), VMS, distribution, and/or Private Label business models.
• Demonstrated ability to identify and convert new business opportunities.
• Strong analytical and problem-solving skills with the ability to make fact-based business decisions.
• Ability to lead cross-functional teams and influence stakeholders at multiple organizational levels.
• Strong leadership, coaching, mentoring, and employee-development capabilities.
• Ability to work effectively in a fast-paced, entrepreneurial, and continuously changing environment.
• Strong organizational skills and ability to manage multiple priorities and business initiatives simultaneously.
• Proficiency in Microsoft Office, including Excel, PowerPoint, Word, and Outlook.

• Experience using CRM, sales reporting, forecasting, and/or syndicated market data platforms preferred.
• Strong customer-focused mindset with a demonstrated bias for action, accountability, and results.

Supervisory responsibilities

May have direct employees and/or contract partners reporting to the position.

Work environment

• Fast paced, analytical, both short- and long-term focus
• Team environment: Collaboration-oriented, small team format

Physical demands

• The ability to travel, work at a desk, and interface via computer

Travel required

• Yes, percentage varies by position
• To Miami Headquarters and off-site meetings
• To Trade Shows & Customer sites

Required education and experience.

• Bachelor’s degree in business administration, Marketing, Sales, Finance, or a related discipline.
• Ten years’ related work experience in the consumer products industry
• Ten (10) years of experience managing retail customers, strategic accounts, distributors, or business partners.
• Strong proficiency in Microsoft Office, including Excel, PowerPoint, Word, and Outlook.

Preferred education and experience

• Mid to larger CPG company background preferred
• Five years of people management
• Five years of mid to larger retail customer experience
• Cross-functional experience in the following departments: Sales, Consumer Marketing, Sales Operations, Analytics, Trade Marketing, & Ecommerce