Business Development Manager

Full-time

Description

COMPANY OVERVIEW

Oppenheimer Companies, Inc. is a collaborative broad-based corporation with divisions and affiliates spanning a wide array of disciplines; each focused on helping customers meet their goals. We develop long-standing partnerships by providing the greatest value to our customers with the best quality products and services which maximize their profitability. This also creates internal opportunities for personal growth, responsibility, and reward for our team members. Entrepreneurial spirit drives us as we build companies ranging from foodservice to branded and private label food products, to commercial real estate development, to property management and logistics.

DIVISION OVERVIEW

With hundreds of Distributor Members nationwide, Golbon is a national food service and retail sales and marketing organization built on the collective strength of its members. We develop programs that enhance competitiveness, improve profitability, and deliver measurable bottom-line results. 

Golbon Protein Advantage (GPA) is the organization’s protein procurement platform, built to help distributor members compete more effectively, grow their business, and improve financial performance.

Together, Golbon and GPA connect suppliers, distributors, and internal teams to deliver value through sourcing, real-time market insight, disciplined execution, and profitable growth—backed by deep industry experience and a relentless focus on helping members win in a competitive marketplace.

POSITION PURPOSE

This role serves to support Kelly’s business development objectives and enhance strategic alignment with Golbon’s growth priorities and opportunities. The GPA Category Growth & New Business Development Manager partners directly with Kelly’s to identify, pursue, and onboard new customers and execute on opportunities driving tonnage and sales growth through GPA. This position leans into a category-management mindset—market aware, highly accountable, fast-moving, and results focused. The role combines external customer facing role with internal operational discipline to ensure opportunities are won, launched cleanly, and scaled profitably . This position will be located on site at Kelly's Winter Garden, Florida, location with travel to other Kelly’s locations as needed.

KEY RESPONSIBILITIES

1. New Business Development Support 

• Partner directly with Kelly’s sales and procurement teams to identify, qualify, and support new customer business opportunities as well as account penetration opportunities with existing customers.
• Build clear, compelling value propositions that convert prospects by highlighting supplier capabilities, Kelly’s service model, and program structure.
• Prepare customer-facing presentations, pricing summaries, launch plans, and financial impact analysis for new business opportunities.
• Support prospect meetings, follow-up, timelines, and internal coordination required to move opportunities from lead to launch.
• Help new customers onboard by aligning suppliers, operational workflows, and communication expectations.

2. Category Leadership and Growth ownership

• Operate with a category manager mindset across GPA protein programs, with focus on volume growth, and mix improvement.
• Identify and execute member conversion opportunities that shift business into Golbon programs and preferred supplier partners.
• Evaluate market conditions, pricing dynamics, supply position, and competitor activity to help keep Kelly’s relevant and commercially competitive.
• Recommend strategies that improve category performance by product, supplier, customer, and channel.
• Own growth targets tied to tonnage, sales, contribution.

3. Member and Supplier Engagement

• Build strong working relationships with Kelly’s leadership, Kelly’s procurement and sales teams, supplier partners, internal GPA and Golbon associates, and OCI support teams.
• Function as a trusted advisor to Kelly’s by helping identify sourcing opportunities, conversion targets, supply solutions, and program utilization gaps across the Kelly’s distribution network.
• Partners with suppliers on program competitiveness, new item opportunities, promotional support, onboarding readiness, and issue resolution.
• Support supplier negotiations and commercial alignment that improve supplier performance.

4. Commercial Operations and Execution

• Ensure successful execution from sale through order, invoice, and payment by coordinating across GPA, suppliers, Kelly’s, and OCI accounting.
• Support purchase order creation, pricing accuracy, order entry, and invoicing
• Identify, investigate, and resolve invoice discrepancies, short pays, claims, and service issues with urgency.
• Help standardize workflows across Kelly’s distribution network that improves accuracy, speed, and scalability of Kelly’s growth.

5. Analytics, Reviews, and Performance Management

• Build and maintain pipeline tracking for new business opportunities, conversions, and growth initiatives.
• Prepare and deliver recurring business reviews focused on tonnage, mix, supplier performance, and conversion progress.
• Use reporting and analysis to prioritize the highest-impact growth opportunities and identify underperforming areas that need action.
• Translate data into clear recommendations that drive measurable commercial results.

6. Market Intelligence and Communication

• Stay close to protein markets and communicate relevant market movement, pricing shifts, and supply changes that affect Kelly’s strategy and selling decisions.
• Support development of member-facing and customer sales materials, including offer sheets, program recaps, growth updates, and sales communication.
• Maintain effective communication flow across GPA, suppliers and Kelly’s stakeholders to keep opportunities moving.
• Support internal sales training and onboarding of new Kelly’s sales team members.

SUCCESS PROFILE 

• Commercially driven: thinks first in terms of volume, mix, and share growth.
• Operator mindset: moves quickly, solves problems, and owns outcomes from start to finish.
• Category fluent: understands protein market dynamics and turns that knowledge into action.
• Highly accountable: manages details without losing sight of bigger commercial goals.
• Relationship builder: earns confidence with Kelly’s, suppliers, members, and internal teams.
• Analytical and practical: uses data to guide decisions and prioritizes what matters most.

KEY METRICS

• New business opportunities supported and successfully onboarded
• Tonnage and sales growth across GPA suppliers
• Conversion of non-GPA business into GPA programs
• Supplier and member participation in strategic programs through GPA
• Order, invoice, and issue-resolution accuracy and speed

QUALIFICATIONS

• 10 years of experience in foodservice distribution, retails distribution, protein procurement, category management, program management, or related commercial roles.
• Strong understanding of protein markets, supplier dynamics, and distributor economics preferred.
• Proven ability to drive growth through business development, conversion activity, pricing strategy, and member engagement.
• Experience working across sales, purchasing, operations, and accounting functions preferred.
• Effective communication, presentation, organizational, and project-management skills.
• Analytical, results-oriented, self-starter with strong follow-through and urgency.
• Proficient in Microsoft Office, including Excel, PowerPoint, Outlook, Word, and Teams. Power BI experience is a plus.
• Travel required as needed for conferences, Kelly’s distribution center visits, customer visits, supplier meetings, and industry events.
• Must be able to occasionally lift materials/products related to events and meetings, up to and including 25 pounds.

OCI BENEFITS

OCI is committed to investing in associates to help them unleash their potential. We offer competitive salaries, unlimited vacation, a 401(k)-matching program, and a wide selection of health and wellness benefits. Additional benefits include wellness activities, parking allowances, continuous learning resources, paid holidays, workplace giving, financial wellness resources, gym membership discounts, and more.

COMPANY CULTURE

Our associates work collectively toward our vision. We share a set of truths referred to as P.A.C.E!  

• PEOPLE First! Everything else follows. We work hard to develop respectful, collaborative relationships and meet shared goals.
• ACTION. Take action. We are passionate entrepreneurs and execute with a sense of urgency and strong will to win. We take calculated, informed risks to fuel creativity and innovation. 
• CURIOSITY. We are lifelong learners. We maintain our edge and energy by feeding our curiosity. We strive to create a diverse and inclusive culture that welcomes new ideas and perspectives. We believe in growth for our customers and associates.
• ETHICS. Do the right thing. Period. We do the right thing in our business and community, even when no one is looking.
• ! Make your mark. Have fun and make your mark, dang it! We get excited about what we do, we enjoy the process and recognize that enthusiasm and engagement are contagious. We relish opportunities to laugh, to be a tad irreverent, and to play hard along the way.

The above statements are intended to describe the general nature and level of work being performed by associates assigned to this job title. They are not intended to be an exhaustive list of all responsibilities and skills required.

Oppenheimer Companies, Inc. provides employment, training, compensation, promotion and other conditions of employment without regard to race, color, religion, sexual orientation, gender identity, gender expression, national origin, sex, age, disability, veteran status, medical condition, marital status or any other legally protected status.

Oppenheimer Companies, Inc. is an equal employment opportunity employer.