Position: Business Development Manager – Food Service & Industrial

Location: Hybrid. The ideal candidate is Seattle area-based and able to spend several days per month at our corporate offices in Anacortes, WA, but fully remote candidates will also be considered.

Compensation: Base salary of $80,000 + commission. Year 1 estimate is $140,000 to $150,000.

Position Summary

We’re looking for a Business Development Manager – Food Service & Industrial to help grow the reach of our surimi seafood products across two important channels: foodservice distribution and prepared foods manufacturing.

This role reports to the Corporate Marketing & Business Development Manager and is responsible for developing new business opportunities with food service distributors, operators, and food manufacturers that incorporate seafood ingredients into their products. Your initial focus will be to drive two upcoming product launches alongside our existing surimi lineup. Awareness and familiarity exist in these innovative new products, but our method of preparation has never been seen in the U.S. This is a highly rewarding role that involves pioneering new markets and creating new food cultures.

This is a relationship-driven role that blends strategic thinking with hands-on business development. The person in this position will spend time building distributor partnerships, developing new manufacturer relationships, supporting product launches, and identifying market opportunities that expand how surimi is used across modern food formats.

Why This Role Is Unique

This role is focused entirely on expanding our business in food service and prepared foods manufacturing channels (non-retail). It does not include responsibility for traditional grocery or other retailer accounts.

Instead, the position is dedicated to growing two complementary areas of the business:

• Food service distribution, working with major distributors such as Sysco, US Foods, and Performance Food Group to increase product availability and adoption across restaurants, universities, healthcare dining, and other institutional programs.

• Prepared foods and CPG manufacturing, developing relationships with companies that use seafood ingredients in finished products such as frozen meals, ready-to-eat items, and appetizers. This involves working with product development, procurement, and innovation teams at food companies to support new product development and long-term supply relationships.

This combination of channels makes the role a unique opportunity to help shape how surimi is used across modern food formats—from menu applications in foodservice to ingredient innovation in packaged foods. The position also plays an important role in introducing two new product launches that expand the possibilities for surimi in both markets.

For someone who enjoys building new partnerships, identifying emerging opportunities, and helping innovative food companies bring new products to market, this role offers the chance to make a meaningful impact while growing a category with significant untapped potential.

Primary Responsibilities

• Build and grow our food service business. Develop new opportunities for our surimi products across restaurants, universities, healthcare dining, catering, and other institutional channels.
• Work with major food service distributors. Manage relationships and pursue product placements with distributors such as Sysco, US Foods, and Performance Food Group, including divisional category managers and local sales teams.
• Coordinate and support broker partners. Collaborate with regional food service brokers to ensure our products are represented effectively with distributors and operators.
• Drive operator demand. Call on chefs, restaurant groups, university dining programs, and other operators to introduce our products and help them integrate surimi into their menus.
• Support distributor sales teams. Conduct product training, ride-alongs, and sales presentations to help distributor reps understand how to sell our products.
• Launch new products into food service. Lead the market introduction of two upcoming product launches, working with marketing to develop selling tools, menu applications, and operator messaging.
• Develop relationships with prepared foods and CPG manufacturers. Identify opportunities for our surimi products to be used as ingredients in frozen meals, appetizers, sushi kits, and other packaged foods. Work with product development and procurement teams at food manufacturers to support new product innovation and long-term supply partnerships.
• Identify strategic market opportunities. Prioritize high-potential segments such as sushi and poke concepts, Asian casual dining, higher-education dining, and healthcare food service.
• Represent the company in the field. Attend trade shows, distributor events, culinary demos, and customer meetings as the primary face of our foodservice program.
• Collaborate with marketing. Provide feedback from chefs and operators that informs messaging, product positioning, and future innovation.
• Track pipeline and performance. Maintain visibility on distributor listings, operator placements, and sales growth across your territory.

Minimum Qualifications

• 5–7+ years of experience in food service sales, business development, or distributor sales.
• Familiarity with the food service distribution ecosystem, including major distributors such as Sysco, US Foods, or Performance Food Group.
• Experience working with food service brokers or distributor sales teams.
• Strong relationship-building skills and comfort working directly with chefs, operators, and distributor representatives.
• Ability to work independently and manage a sales pipeline, from early conversations through distributor placement and operator adoption.
• Comfort presenting products and ideas, whether that’s a quick distributor sales meeting, a chef demo, or a trade show conversation.
• Willingness to travel regularly for distributor meetings, operator visits, and industry events.
• Interest in food and menu trends, especially in seafood, Asian cuisine, and emerging dining concepts.

About Sugiyo USA

Sugiyo USA, Inc. is the North American subsidiary of Sugiyo Co., Ltd., the original innovator of crab-flavored surimi seafood. Sugiyo pioneered the technology that transformed responsibly harvested whitefish such as Alaska pollock into a versatile seafood ingredient that replicates the flavor, texture, and appearance of snow crab. Today, Sugiyo remains a global leader in surimi innovation, combining decades of craftsmanship with modern food science and responsible sourcing practices. Sugiyo USA brings this heritage and expertise to customers across the United States, serving retail grocery, food service and specialty markets. The company’s flagship brand, Alaskan Snow Legs®, is widely recognized for its premium taste, authentic texture, and consistent performance in both cold and hot applications. From classic leg-style products to flakes, shreds, and specialty formats, Sugiyo USA offers versatile solutions for seafood counters, frozen aisles, cafeterias, and restaurant kitchens.

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