Business Development Director: Consumer Division, Retail

Remote or El Segundo

COMPANY OVERVIEW

Chicken of the Sea is an iconic American brand that was founded in 1930. Today, Chicken of the Sea enjoys broad distribution across all major retail channels, with growth opportunities in foodservice and outside the U.S. Besides its eponymous brand, Chicken of the Sea also sells Genova and King Oscar premium seafood products.

Chicken of the Sea International (COSI) has been wholly owned since 2000 by Thai Union (TU), the largest global producer of ambient seafood. Chicken of the Sea Frozen Foods is a sister U.S. company that focuses on frozen and chilled seafood sales. Other iconic seafood brands in the TU Global portfolio include John West, Mareblu, and King Oscar. Under the leadership of CEO Thiraphong Chansiri, Thai Union has more than tripled its revenue to over $4 billion annually and has an aggressive growth agenda.

Chicken of the Sea International operates under the common corporate vision, mission and values of Thai Union, an industry leader in sustainable fishing practices and manufacturing processes that capture the freshness, nutritional value, and sensorial experience of seafood. The global organization lives by the 6 deeply held values: Passionate, Humble, Respectful, Responsible, Collaborative, and Innovative.

COSI is an organization that is very proud of its heritage. First established as VanCamp seafood company more than 100 years ago (1914), the company celebrates its story as one of the oldest food companies in the country that is still in operation. The company is currently undergoing a significant business transformation aimed at accelerating business growth.

OVERVIEW OF ROLE

To be the liaison between Chicken of the Sea Corporate, retail customers, brokers, and distributors to ensure desired sales results by orchestration of business activity through written and verbal communication, market presence and sales direction to achieve annual sales volume objectives, maximizing the utilization of promotional funds, gaining and retaining key distribution points, gaining new customer business, expanding current customer business, while meeting operational needs through accurately forecasting sales plans.  The primary goal is to deliver Chicken of the Sea annual sales plan objectives by product and by customer. The business development director is responsible for the growth of business within the current customer base and new business opportunities by developing relationships, understanding the customer’s critical business strategies, then create and execute solutions to achieve the customer’s business objectives and grow revenue internally.

RESPONSIBILITIES

• Deliver the agreed upon new business plan in alignment with the company’s financial goals.

• Works with the sales leader on the development of a comprehensive business development strategy.

• Collaborates with a wider team to expand business development efforts to achieve annual profit plan.

• Reviews monthly and quarterly sales objectives and results for target accounts and prepares action plans where improvement is needed.

• Gather information on emerging market and industry trends to understand the competitive landscape.

• Stays current with development in the field through participation in work withs, food shows, and reading publications.

• Develops strong working relationships with a wider team at COSFF and internal cross functional teams.

• Learns quickly when facing new challenges; thrives on fast-paced learning environment.

• Adapts well to change and views new experiences as growth opportunities.

• Seeks out opportunities to improve by applying feedback from others.

• Ensures that data and activity on new and current accounts is accurately entered and managed within company platforms.

• Presents to and consults with senior level management on sales strategy plans and results.

• Stays current with company’s value-added offerings and solutions.

• Responsible for accurately forecasting and revising monthly sales activity by customer to meet sales needs.

• Responsible for day-to-day retail customer contact, conducting customer presentations, sales meetings, strong understanding of products/pricing and attendance of cuttings, and facilitating top to top contact for all customers .

• Responsible for enforcing policy, recommending changes, managing through all aspects of broker changes if applicable.

• Responsible for direct communication to assigned key customer contacts.

• Responsible for timely and accurate submission of all business reports.

• Responsible for developing and adhering to a purposeful travel schedule to maximize business activity within budget.

• Accurate monthly forecasting will be achieved by customer to minimize OOS conditions, reduce improper inventory holdings and decrease the risk of creating obsolete inventory issues. 

• Ensure promotional activity is a justifiable expense, properly planned and accounted for, reconciling deductions in a timely fashion.

REQUIREMENTS & QUALIFICATIONS

• 10+ years’ relevant sales experience in seafood, and 5 or more years with a proven track record of new business development
• Retail National Account, Distributor experience
• Bachelor’s degree in a related field or equivalent educational level
• Applicants must be currently authorized to work in the United States
• Available to travel in most cost-efficient mode of transportation up to 50%
• Ability to express information in terms of profit and loss, cost and expense ratio 
• Strong financial acumen and ability to properly plan and execute business plans 
• Flexible; readily accepts change; open to new ideas 
• Strong interpersonal skills and ability to work with and influence a variety of key stakeholders 
• Strong communication skills; ability to effectively communicate with internal and external teams 
• Ability to understand and manage industry and companywide compliance 
• Demonstrated ability to deliver against deadlines and produce high-quality results (accuracy, thoroughness in the deliverables they are producing)
• Proficient in Microsoft Applications Suite (Word, Excel, PowerPoint, Outlook)
• Excellent organizational and project management skills, including the ability to execute multiple initiatives at the same time
• Demonstrated experience with building trust with a prospective customer and securing new business
• Demonstrated skills in consultative selling, networking and negotiations
• Proactive, self-directed, with the ability to structure a weekly schedule to be successful
• Understanding of marketing principles, product lines, ordering procedures and credit terms

PHYSICAL DEMANDS

While performing the duties of this job, the employee is regularly required to sit, stand, communicate (typically by talking, listening, writing, and typing), move around the office to various locations for meetings and in-person gatherings, and reach or carry materials with arms and hands. 

Moreover, the employee is required to operate telephones, computers and other standard office equipment. Employee may, on occasion, be required to lift up to 35 lbs. 

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential duties and responsibilities of the job.

We are an Equal Opportunity Employer

Thai Union / Chicken of the Sea Frozen Foods is an equal opportunity employer.  We prohibit discrimination against any applicant or employee based on any legally recognized basis, including, but not limited to: veteran status, uniformed service member status, marital status, race, color, religion, gender identity, sex (including pregnancy), age, national origin or ancestry, physical or mental disability, genetic information or any other consideration protected by federal, state or local law. Our commitment to equal opportunity employment applies to all persons involved in our operations applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline and termination.