Senior Business Development Manager

The Senior Business Development Manager leads the commercial growth of an assigned portfolio of La Costeña USA brands in the United States. The role carries direct, hands-on ownership of one established snack brand and leads a team of two Business Development Managers accountable for additional brands in the portfolio. As new brands enter the US market, this role leads market entry planning and the first-year distribution build.

Success in this role is measured by profitable distribution growth that holds or improves velocity. The Senior Business Development Manager is responsible for channel strategy across DSD, wholesale and distributor, and Hispanic-format retail; for distributor and broker performance; for trade investment efficiency; and for the quality of forecasting and execution across the team.

Working cross-functionally with Growth and Brand Development, Sales, Finance, Supply Chain, Strategy Sales & Planning, and Operations, the Senior Business Development Manager builds scalable go-to-market plans that contribute to profitable growth and La Costeña USA’s long-term strategic objectives.

The role is expected to model the Power Four values of Teamwork, Goal-Oriented, Customer Service, and Passion while maintaining strong ownership, accountability, and disciplined execution, and to develop those same standards in direct reports.

• Owned brand – direct responsibility. Personally owns US commercial development for an established brand already in national distribution: distribution expansion by channel and region, SKU-level velocity, pricing and promotional architecture, and management of distributor and broker partners.
• Team-managed brands. Leads, coaches, and holds accountable two Business Development Managers. Accountable for their pipeline quality, forecast accuracy, plan attainment, and professional development.
• New brand introductions. As additional brands from the group enter the US market, leads market entry planning including channel strategy, pricing architecture, distributor selection, and the first-year distribution build.
• Portfolio expansion. Evaluates additional brands, partnerships, customers, and channels that can generate scalable and profitable growth, and builds the business cases to support them.

• Build and execute the annual US commercial plan for assigned brands, including channel strategy, distribution targets, pricing architecture, and trade investment plan.
• Grow distribution through DSD, wholesale and distributor, Hispanic-format retail, C-store, and mainstream grocery, while protecting or improving velocity at the SKU level.
• Select, onboard, and manage distributor and broker partners; set performance expectations, review results on a defined cadence, and take corrective action when partners under deliver.
• Lead, coach, and develop two Business Development Managers through weekly one-on-ones, clear scorecards, joint customer work, and quarterly development conversations.
• Own the consolidated forecast for the portfolio; identify gaps to plan early and bring specific recovery actions rather than explanations.
• Develop business cases and go-to-market recommendations using NIQ/Circana syndicated data, customer and category insight, competitive activity, and internal financials.
• Lead commercial negotiations with customers, distributors, and partners, coordinating internal stakeholders to align terms, capabilities, timelines, and success measures.
• Partner cross-functionally with Growth and Brand Development, Sales, Finance, Supply Chain, Strategy Sales & Planning, and Operations to execute launches and remove barriers to growth.
• Maintain disciplined CRM, pipeline, and opportunity tracking for the team; provide clear updates on…