Business Development Manager

Overview

The Business Development Manager (BDM) is a hunter-focused, field-based role responsible for driving new operator acquisition and incremental growth for Califia Farms Away From Home (Food service) business across assigned markets. Reporting directly to the Regional Sales Manager, Central, this role owns the identification, development, and conversion of high-potential food service operators by executing targeted business development initiatives that increase menu penetration, brand visibility, and distribution placement.

The BDM will proactively prospect, open, and scale new operator partnerships, activate local market opportunities, and position Califia as the preferred plant-based brand across food service segments, including café, bakery, breakfast and among other beverage-centric accounts.

• Lead and grow Away From Home food service sales across the assigned territory, delivering new operator acquisition and incremental volume growth
• Serve as Califia Farms food service brand representative and local market expert, ensuring strong brand presence and relevance across key channels

• Execute targeted market and operator sales plans aligned to channel goals and strategic initiatives
• Assess local market dynamics, including competitive activity and operator trends, and translate insights into territory performance improvement and quarterly planning

• Prospect, develop, and sell to new food service operators within assigned markets, with a strong focus on café, bakery, breakfast, and other beverage-centric accounts
• Participate in channel trade shows and local market events to generate qualified leads, support operator conversion, and strengthen market presence.

• Develop and maintain a new business pipeline, providing clear visibility into opportunity timing, expected volume, and overall impact
• Maintain disciplined pipeline management, forecasting, and reporting using Salesforce and Power BI
• Own and actively manage key performance metrics, including qualified leads, new account conversion rates, menu placements, and customer retention
• Produce quarterly market and performance summaries highlighting sales activity, competitive trends, and volume contribution
• Bachelor’s Degree preferred with 3+ years of food service sales experience in CPG or beverage; experience in plant-based, dairy alternative, or emerging brands strongly preferred
• Proven success in a hunter or business development role, with a track record of winning new operators, securing menu placement, and driving SKU authorization
• Strong pipeline management and forecasting capabilities, with hands-on experience using CRM tools such as Salesforce
• Working knowledge of independent and broadline distribution and familiarity with route-to-market CPG food service sales models
• Analytical and strategic thinker with the ability to identify, evaluate, and prioritize high-value sales targets and translate data into actionable territory strategies
• Excellent written and verbal communication skills, with the ability to sell, influence, and build credibility with food service operators and decision-makers
• Up to 25% travel out of home market

The expected salary range for this position is between $85,000 – $100,000 per year based on a full-time schedule. Location, confirmed job-related skills and experience will be considered in setting the actual salary. As a full-time employee, you will be eligible to enroll in Califia’s employee benefits program. You may also be eligible to participate in the company’s bonus program which may be subject to change.

The Company is committed to providing equal opportunity for employees and applicants in all aspects of the employment relationship, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, veteran status, disability, age, religion or any other classification protected by law.