Business Development Manager / Director

Company Overview

Chicken of the Sea Frozen Foods (COSFF) is a major North American importer and marketer of frozen and refrigerated seafood. Established in 2006 as an extension of the well-known Chicken of the Sea brand, the company has become one of the leading shrimp importers in the United States and also has a strong position in crab meat, tuna, and value-added seafood products across retail, club, and other trade channels.

COSFF is a wholly owned business of Thai Union, one of the largest seafood companies in the world and a recognized sustainability leader. Thai Union is ranked first in the Food Products Industry on the 2024 Dow Jones Sustainability Indices. COSFF operates under Thai Union’s SeaChange strategy and supports the vision of “Healthy Living, Healthy Oceans.” Based in El Segundo, California, the company combines an energetic, entrepreneurial environment with a deep focus on sustainability and innovation, guided by six core values: Collaboration, Responsibility, Innovation, Respect, Humility, and Passion.

Job Purpose

This opportunity is suited to a highly driven, entrepreneurial sales professional who wants to create and scale a meaningful part of the business. The Business Development Manager / Director will be responsible for new customer acquisition, category growth, and profitable expansion across retail and club channels. The company is looking for someone who is commercially minded, motivated to open new doors, close business, and build momentum in a fast-moving setting. The right person will bring strong business development capabilities, strategic thinking, financial understanding, and the ability to influence both external customers and internal teams. Based on experience, qualifications, and leadership strength, the role may be offered at either Manager or Director level.

The salary range for this position is $140,000 to $180,000, depending on experience.

What Success Looks Like

• Bringing in new customers and widening distribution across retail and club accounts
• Creating a healthy pipeline and turning opportunities into business
• Launching new products, programs, and category-based solutions
• Driving profitable growth, not only revenue growth
• Building trusted partnerships with customers and internal teams
• Supporting the company’s long-term growth strategy

Key Responsibilities

• Find, pursue, and win new business opportunities in retail and club channels
• Design and implement plans for customer acquisition and account expansion
• Grow existing accounts through new items, broader category participation, and creative programs
• Coordinate execution across supply chain, marketing, procurement, finance, and FSQA functions
• Manage forecasting, trade spending plans, and promotional performance
• Achieve annual targets for volume, revenue, and profitability
• Develop and maintain strong relationships with key retailer, distributor, and customer contacts
• Track market shifts, customer requirements, and competitor activity to uncover growth opportunities

Qualifications

The ideal candidate has a proven history of winning new business rather than only maintaining existing accounts. They should be highly competitive, self-motivated, and eager to perform at a top level. A strong desire to build customers, categories, and revenue streams is essential.

They should also bring a commercial and strategic approach, with a solid grasp of P&L, pricing, margins, and cost drivers. The role requires someone who can balance growth with disciplined, profitable execution and who has experience selling both commodity and value-added products.

Leadership and influence are important as well. The candidate must be able to influence cross-functional teams without formal authority, communicate confidently with customers and stakeholders, and work in a collaborative, solution-oriented way.

From an operating style perspective, this person should be proactive, self-directed, and highly responsive. They must take ownership of goals, outcomes, and follow-through, and be comfortable working in a fast-paced, changing environment.

Requirements

• 7 to 15+ years of sales experience, including substantial success in business development and new account acquisition
• Background in retail and/or club channels
• Bachelor’s degree in business, marketing, or a related field, or equivalent practical experience
• Seafood industry experience is strongly preferred
• Experience in adjacent sectors such as protein, meat/poultry, frozen foods, or consumer packaged goods is also acceptable
• Working knowledge of Microsoft Office tools, including Word, Excel, PowerPoint, and Outlook
• Demonstrated ability to sell both commodity and value-added products
• Strong financial acumen and the ability to manage a business plan
• Excellent organizational and project management skills with the ability to juggle multiple priorities
• Strong communication, negotiation, and presentation abilities
• Willingness to travel up to 50%

Position Level

This role can be hired at either the Business Development Manager or Business Development Director level. The final title, scope, and compensation will depend on the selected candidate’s experience, qualifications, and track record.

Why This Role

• Chance to build and shape an important growth channel
• High visibility with company leadership and key customers
• Direct influence on business growth and strategy
• Support from the scale and capabilities of Thai Union

Why You’ll Enjoy Working Here

• Opportunity to help drive innovation, sustainability, and new seafood solutions
• Access to development support, learning programs, tuition assistance, and internal mobility opportunities
• Exposure to well-known industry customers and operators
• A smaller-company feel with the backing of a global organization
• A culture that recognizes contributions and supports community volunteer efforts aligned with sustainability goals

Benefits and Perks

• Comprehensive medical, dental, and vision insurance options
• Employee assistance program
• 401(k) with company match
• HSA option with employer contributions
• Company-paid life insurance
• Generous paid time off
• Paid parental leave
• Family-friendly benefits
• Hybrid and remote work options
• Flexible hours
• Training and tuition assistance
• Internet stipend
• Phone stipend
• Wellbeing stipend

Values

The company looks for people who live its values: passion, humility, respect, responsibility, collaboration, and innovation.

Who Should Apply

Professionals who are ready to make a meaningful contribution to the seafood industry, enjoy building business from the ground up, and want to work in a high-impact sales role with strong growth potential are encouraged to consider this opportunity.