Business Development Senior Manager - Sam's Club

Job Description

Job Description

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 under our Fresh and Foods divisions. Our diverse product portfolio proudly bears the Del Monte® brand and also includes prepared fruits and vegetables, juices, beverages, snacks, and desserts - available in over 80 countries worldwide. With operations spanning more than 35 countries, we’ve proudly been nourishing families for over 135 years.

Benefits We Offer Include:

• Medical, Dental & Vision Insurance
• 401(k) with company match
• Employer-paid life & disability insurance
• Flexible Spending Accounts (FSA)
• Paid Time Off (PTO)
• 7 Company Paid Holidays
• 24/7 Telemedicine & Employee Assistance Program
• Optional voluntary benefits (legal, accident, identity protection)
• Eligibility on the first of the month following your hire date

Purpose of Position:

Del Monte Foods is the Foods Division of Fresh Del Monte, a global grower, producer and marketer of fresh, value-added, and shelf-stable produce. Del Monte Foods has a powerful portfolio of brands, including the iconic Del Monte®, Contadina® and S&W®. We are currently seeking an Business Development Senior Manager. 

The Business Development Senior Manager, Sam’s Club is responsible for the tactical execution and overall performance of all Sam’s Club U.S. regions, including Puerto Rico Clubs. This role owns the successful achievement of annual merchandising, assortment, pricing, and rotation objectives established each fiscal year for the total Sam’s Club business. The scope of responsibility includes all Sam’s Club regions.

Key competencies associated with this role include, but are not limited to:

• Executing tactically through strong, aligned partnerships with Sam’s Club.

• Effectively managing ambiguity and complexity within the Club marketplace.

• Demonstrating agility in decision-making and adaptability to evolving buyer demands.

• Providing leadership through tactical creative, customer-centric approaches.

• Applying strong business and financial acumen to deliver assigned revenue and profit goals within approved spend.

This position will play a critical role in further developing Del Monte Foods’ long-term strategic direction with Sam’s Club, and the broader Club Channel, driving sustainable growth and competitive advantage.

Accountabilities:

Fiscal Year Financial Performance

• 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.

In Market Execution & Customer Development

• Develop customer specific objectives that support Del Monte’s strategic plan for Sam’s Club 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 Sam’s Club expectations.

 

Regional Buyer & Assistant Buyer Partnership

• Execute strong partnerships with Sam’s Club buyers driving:
  • Merchandising: Achievement of annual and key rotational merchandising objectives.
  • New Items: Delivery of new item goals and 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/Omni: Coordination and execution of shopper marketing & Omni programs where applicable.
• Develop, track, and manage annual fiscal plans with clear tactics to deliver sustained growth with Sam’s Club over the next 2–3 years.
• Effectively engage and leverage cross functional resources (Business Units, Customer Development, Shopper Marketing/Omni, Finance, Supply Chain) to meet or exceed business objectives.

Business Ownership & Operational Capabilities

• Own execution of the Sam’s Club business by leveraging cross functional capabilities, including:
  • Category Management & Insights
  • Shopper Marketing / Omni
  • Customer Finance
  • Business Intelligence and Analytics
• Lead business forecasting across all Sam’s Club 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 Sam’s Club supply chain teams to ensure flawless execution of:
  • New item launches
  • Rotations
  • Promotional and seasonal activity

Customer Meeting & Presentation Leadership

• Coordinate and attend all sales, review, and innovation meetings with Sam’s Club.
• 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 and Replenishment Managers (RM’S).

Sales Plan Execution & Retail Execution

• 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.

Customer Planning & Trade Strategy

• 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.

Sam’s Club Business & Trade Spend Management

• Collaborate with the Walmart/Sam’s Team Director on the development and execution of the Sam’s Club 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.

Minimum Skills Required:

• 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 Sam’s Club, with: 
• Strong understanding of Club specific success metrics (velocity, rotation, margin, inventory productivity).
• Familiarity with Sam’s Club’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
• Madrid experience preferred.

 

***Please note: This position does not qualify for relocation expenses.***

Fresh Del Monte Produce Inc. is a global leader in the production, distribution, and marketing of fresh and fresh cut fruits and vegetables. Our diverse product portfolio also includes prepared fruits and vegetables, juices, beverages, snacks, and desserts—available in over 80 countries worldwide. With operations spanning more than 35 countries, we’ve proudly been nourishing families for over 135 years.

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