Business Development & Sales Manager - Grocery |Southern CA

Southern California Region (Los Angeles, Orange County, Bay Area)

About the role

As a Business Development Manager (BDM) for Bunzl Grocery, you will analyze a geographic market, identify target customers, and create selling strategies for successful new account generation. You will build a pipeline of new opportunities and consistently achieve new business development and sales goals by identifying, qualifying, cultivating, and closing prospects that meet financial, operational, and other business objectives.

You will sell a large catalog of disposable items—including paper and plastic products, packaging, to-go packaging, janitorial supplies, and other food service items—to grocery stores and independent food markets. This role is part of Bunzl’s Field Grocery division and reports to the Regional Vice President (RVP) of the region.

Responsibilities

• Create a new business pipeline by identifying, qualifying, cultivating, and closing prospects through outcome selling methods.
• Identify estimated sales volume and probability of success to inform appropriate internal stakeholders.
• Develop and execute selling strategies within the Bunzl new business development framework for successful new account generation.
• Maintain consistent outreach to identified leads and use provided systems (e.g., activity tracking workbook, CRM software) to report weekly sales activity.
• Actively update contact and new account information within the system on a consistent basis.
• Achieve financial goals and new business development metrics monthly.
• Lead contract negotiations, coordinate complex decision-making processes, and overcome objections to capture new business opportunities.
• Collaborate with cross-functional teams to develop value-based proposals by understanding client desired outcomes and maximizing Bunzl’s offerings.
• Oversee all new contracts through to close.
• Provide weekly and monthly reporting on pipeline, sales activity, and other appropriate metrics.
• Identify and attend tradeshows, channel-specific conferences, and other events that generate qualified new business leads; report on all event activity.
• Stay up to date on market trends, competitor business, retail prospects, and best practices in business development.
• Provide support to other sales and marketing functions as required.

Requirements

• High school diploma or equivalent required; Bachelor’s degree strongly preferred.
• 7+ years of demonstrated success in sales and/or business development in a client-facing environment.
• Retail experience highly preferred, with emphasis on Grocery.
• Self-starter with the ability to identify and prioritize opportunities throughout the sales solicitation process.
• Strong financial and analytical skills.
• Previous people leadership or demonstrated peer leadership is preferred.
• Excellent presentation skills.
• Demonstrated leadership skills with an ability to influence stakeholders and customers at all levels of an organization.
• Ability to generate actionable insights from data and translate them into client-facing selling stories.
• Experience in retail supply chain, distribution, operations, and/or ecommerce is preferred.
• Travel required: 50%-75% of the time, primarily within the region.

Pay

Salary range: $100,000–$150,000 per year, plus bonus and car allowance, based on experience, education, and geographic location.

Benefits

• Medical, Dental, and Vision benefits effective the 1st of the month after 30 days (minimum 30 hours per week).
• Paid Time Off: vacation, sick leave, holidays, and personal time.
• 401K with generous company match.
• Additional benefits available (see Bunzl Careers page for details).