Director, Business Development

Purpose

Leads the growth of UNFI Canada’s supplier network and commercial pipeline by identifying new brand opportunities, negotiating supplier agreements, and supporting the sales leadership team in customer contract discussions. This role builds profitable supplier partnerships, strengthens internal alignment on pricing and terms, and helps secure customer agreements that expand and protect UNFI Canada’s market share.

• Drives the development and execution of national business‑development initiatives identified in the annual plan, actively hunting and building a robust pipeline of new supplier and customer opportunities, and creating clear strategies and implementation plans to grow and protect UNFI Canada’s market share.
• Leads the negotiation of new supplier agreements, building profitable partnerships and securing long‑term growth opportunities.
• Supports the sales leadership team in Blue Sheet development and related processes to shape, negotiate, and finalize customer contracts.
• Communicates priorities, standards, and expectations across internal teams and external partners.
• Builds and maintains a strong pipeline of prospective suppliers and brands, working closely with merchandising and category teams to align opportunities with customer needs.
• Provides market analysis, consumer insights, and competitive intelligence to help suppliers and customers position and compete effectively.
• Engages extensively with executives and senior decision makers within UNFI Canada and the broader industry.
• Coordinates projects with Sales, Supplier Services, Finance, RGM, Operations, Supply Chain and Legal, to support new supplier onboarding, customer agreements, and complex negotiations.
• Partners with RGM and Finance to prepare and validate financial projections and proformas that demonstrate the feasibility and profitability of supplier and customer agreements.
• Maintains a high level of activity to identify and advance all potential growth opportunities.
• Shares key information and best practices across teams in a timely and transparent manner.
• Identifies critical activities and support services required to complete projects on schedule and secure commitments from suppliers and customers to proceed.
• Develops executional strategy for every negotiated contract.
• Implements approved plans and monitors progress to ensure delivery of targeted results.
• Other duties as assigned.

• Bachelor’s degree required, MBA an asset

• 7+ years success in sales/account management
• 5+ years of people management experience
• Experience in developing and carrying out business plans, sales plans, and commission programs
• Demonstrated experience and knowledge base of Strategic and Core Account Management principles and philosophies
• Substantial working knowledge of operating results for both retail and wholesale operations will be required
• Understanding and knowledge of company products
• Working knowledge of sales and supplier forecasting, programs, promotions and related techniques
• Working knowledge of Profit and Loss Statements
• Proficiency in Microsoft Office Suite
• Advanced excel and Power BI and asset
• Working knowledge of margin and company profitability
• Experience managing and developing people for sales positions

• Strong leadership and management skills.
• Ability to initiate relationships and a strong aptitude for strategic thinking.
• Excellent communication, negotiation, and presentation skills.
• Ability to interact at all levels of business.
• Ability to manage and coordinate multiple projects and teams.
• Demonstrated ability to drive new business and close sales.
• The ability to exceed at; customer service skills, problem solving, attention to detail and organizational skills

• 25% travel to customers/suppliers/trade shows with potential weekends, will be required
• The role is hybrid and will be expected to reside in Ontario with the ability to attend meetings in person in the Concord office as required.
• Incumbent may sit for long periods of time at desk or computer in temperature‑controlled office environments or home office.
• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• Incumbent may use calculators, keyboards, telephone and other office equipment in the course of normal workday.
• Stooping, bending, twisting and reaching may be required in completion of job duties.