Manager Business Development - Kroger

Reporting to the Director of Sales for US Retail, this individual will lead high-priority grocery customers and sales brokers in the Midwest Territory. The role focuses on driving profitable growth across McCain’s portfolio of potatoes and appetizer products, including both branded and private-label offerings at each account.

Responsibilities

• Create, execute, and manage business plans, forecasts, and promotions to consistently deliver volume and net sales targets, as well as annual Key Performance Indicator (KPI) objectives.
• Coordinate activities with Sales Planning using the annual planning calendar to meet all established timelines.
• Develop annual selling stories and joint business plans to optimize the portfolio through collaboration with customers, internal cross-functional teams, and external broker networks to deliver the Annual Operating Plan (AOP).
• Drive high performance in each market by assessing prior-year performance and aligning with company category growth objectives.
• Lead Sales Broker Partner relations at the Market Area, regional, and local levels, prioritizing activities and customer target lists using GFSEP principles to ensure professional promotion, marketing, and selling on behalf of McCain Foods USA.
• Execute sales customer and broker scorecards, reviewed quarterly, to measure performance against sales and administrative objectives. Manage areas of opportunity to drive compliance with the 4 Ps (pricing, product, placement, promotion), deductions, bill backs, and forecasting metrics.
• Coordinate with McCain Direct Selling, Sales Planning, and Customer Marketing senior management to support McCain Team Selling activities with US Retail.
• Demonstrate principled leadership within a collaborative and team-oriented environment, striving to conduct business ethically on behalf of McCain US Retail.

Requirements

• Minimum 5-7 years of retail sales experience, including 3 or more years of managing brokers.
• Experience compiling and utilizing data from platforms such as IRI, Nielsen, internal sales data (Power BI), and customer-specific platforms like 84.51.
• Extensive retail industry knowledge.
• Strong work ethic, self-starter capability, and ability to make informed, independent judgments.
• Excellent interpersonal, negotiation, and cross-functional communication skills.
• Demonstrated ability to manage forecasts and budgets.
• Proficiency in Microsoft Office Suite (Excel, PowerPoint, Word); familiarity with McCain systems is a plus.
• Valid state driver’s license and willingness to travel ~25% to current and potential clients.
• Ability to manage a large geographical territory, including a flexible schedule and regular overnight travel.
• Experience working with Kroger, Meijer, Giant Eagle, HEB, or Harris Teeter is preferred.
• Must reside within the Midwest Territory as this is a remote role with travel across the territory.

About McCain

At McCain, our leadership principles guide how we engage with customers, collaborate as a team, and achieve success. We focus on understanding customer needs, driving innovation, empowering people, and taking ownership to clear obstacles and deliver results. Our culture is rooted in authenticity and trust, empowering individuals to bring out the best in one another. Most office-based roles follow a hybrid model, with the option to work remotely two days a week.