Business Development Manager

For over 111 years, Y. Hata has proudly supported Hawaiʻi’s food service industry as a trusted, locally owned, family-run business. Our legacy is built not only on excellence, but on lasting relationships, tradition, and a deep commitment to our community.

At Y. Hata, we’re dedicated to providing a purpose-driven workplace where every team member is embraced as part of our ʻOhana, and where dedication and heart are met with opportunity, support, and growth. As we continue to grow, our focus remains on cultivating a positive, engaging culture rooted in our Core Values — one where people feel valued, supported, and inspired to thrive.

If you’re looking to make a meaningful impact and grow with purpose, we invite you to become part of the next chapter in our legacy of heart and excellence.

Salary Range: $91,347 to $123,318

The Business Development Manager is responsible for analyzing new business opportunities, evaluating existing customer profitability, and participating in enterprise-wide new business strategy and feasibility planning. This position drives product sales growth by providing customers and prospective customers with value-added services, exceptional customer support, and a strong focus on customer profitability.

The role assesses business and work-related situations, exercising sound judgment to make effective and timely decisions. The ideal candidate possesses strong knowledge of product offerings, industry trends, and relevant technologies. This position collaborates as a team member across departments and the broader organization and performs additional duties as assigned to support the overall success of the company.

Specific Requirements

• Leads a team of chefs and business development associates to build close customer relationships across the enterprise, providing consultation on operational improvement, menu development, product selection, and business strategies.
• Responsible for generating new account revenue in alignment with organizational and individual sales targets.
• Responsible for achieving established EB growth targets.
• Plans and implements strategies to retain and expand existing customer relationships.
• Ensures high-quality customer service and effective issue resolution to support client retention.
• Leads client engagement activities, including identifying customer business requirements and preparing proposals.
• Collaborates closely with Sales, Category Management, Purchasing, and Marketing to develop and present compelling offerings to prospective accounts.
• Pursues, secures, and develops high-potential new business opportunities that can be transitioned to Account Managers to achieve annual sales and profit objectives, while maintaining a pipeline of emerging high-potential clients.
• Provides strategic support to Account Managers by identifying and penetrating high-growth opportunities and expanding market share.
• Develops and executes business plans to capture and increase market share.
• Monitors market and street pricing dynamics and assists with pricing exceptions and approval processes.
• Communicates challenges and feedback related to product mix and pricing to the Category Management team to support continuous improvement.
• Provides sales training and enablement focused on product positioning and real-world application.
• Utilizes Key Performance Indicators (KPIs), with focus on: (1) opening high-potential new accounts, (2) sales revenue growth, and (3) gross profit generation from new accounts.
• Researches potential customer requirements, menu concepts, business size, and current suppliers; analyzes market trends and conditions; remains informed of product innovations, competitor offerings, pricing, and sales strategies; and shares relevant insights, menu ideas, and product solutions with customers as part of value-added service.
• Performs similar and related duties as assigned by the Director of Sales.
• Uses the Company’s Mission/Vision Statements and Core Values as guiding principles.

• Bachelor’s degree preferred or equivalent experience.
• Minimum of 6 years of related experience in Business Development or a closely related field, including…