Manager, Customer Development

Overview

Reporting to the Director of Sales, this accomplished and highly strategic sales professional will be tasked with leading the delivery of budgeted top and bottom-line sales objectives across defined customers within the assigned channels across the CHG portfolio of products. This role is responsible for managing both direct retail relationships and an established Direct Store Delivery (DSD) distribution network, while also driving distributor development and new business acquisition.

The ideal candidate is a proactive, results-driven go-getter with strong financial acumen, excellent communication skills, and a self-starter mentality. This highly analytical individual will establish and execute strategies and tactics to deliver short-, mid- and long-term growth plans while collaborating cross-functionally and across the sales organization to expand market presence. This individual must possess very strong account management and collaboration skills and a strong familiarity and understanding of the CPG Food industry as well as the assigned channels are desired.

• Working in close partnership with the Director of Sales, and other internal stakeholders, works to develop branded and private label business in the designated Sales territory. Key customers include Albertson’s, Kroger, Raley’s, US Bakery, UTZ Snacks, Grocery Outlet, Erewhon, Nugget, & Natural Grocers.
• Build and manage relationships with key natural/specialty retail customers, ensuring alignment with customer strategies, category growth initiatives, and emerging consumer trends.
• Lead and optimize the existing DSD tortilla distribution network, including distributor performance management, route-to-market effectiveness, and identification of expansion opportunities in existing and new markets.
• Identify, onboard, and develop DSD tortilla distribution partners, setting clear expectations, performance objectives, and accountability measures to drive mutual growth and execution excellence.
• Partner with fellow Sales Managers and cross-functional teams to identify, secure, and win new business opportunities, including new accounts, new categories, and expanded distribution.
• Manage brokers and third-party partners as needed, including brand education, objective setting, trade planning, and performance tracking.
• Collaborates with customer team on challenges, opportunities, innovation, and pricing to ensure compliance with key customer strategic plans.
• Plays a leading role in working closely with customers to cultivate and define future Innovation opportunities within both existing and new categories / segments.
• Engages in managing and developing brokers which includes brand education, objective setting, trade promotion planning, tracking, measuring and evaluating.
• Effectively manages all sales spending (e.g., Trade, T&E, SG&A, etc.).
• Adhere to trade spending guidelines while maximizing promotional effectiveness.
• Builds expertise in selling CHG’s extensive line of food offerings across all dayparts.
• Communicates to the organization on a timely basis regarding any changes in business and market trends which impact our business and provide action plans/ alternatives to address these changes as required.
• Gains deep understanding around CHG’s product lines and works to maximize margin/ profit.
• Partners with CHG’s R&D/Marketing/Innovation team for customized product development and winning innovation to enable business development and accelerate growth.
• Anlyzes business and develops sales strategies and plans which differentiate CHG as a partner of choice and enable CHG to profitably grow.
• Communicates clearly and directly with multiple inter-company departments, including Marketing, R&D, Quality Assurance, Supply Chain, Customer Service, Operations, Purchasing and Finance.
• Performs all other duties as assigned.

• Bachelor’s degree in Business, Marketing, or another related field.
• Minimum of 5-10 years progressive sales experience in the food/CPG industry, with strong exposure to natural/specialty retail and/or DSD distribution models.
• Experience in Food Manufacturing, and a basic…