National Business Development Manager

Job Details

Job Location:

Vacaville, CA 95688

Salary Range: $ - $ Salary/year

Job Title:

National Business Development Manager

Department: 117 – Domestic Sales

Reports to:

Director of CPG Sales

Location:

Vacaville Revised:
Dec. 27, 2025 If applicable Number of Direct reports: N/A Budget Dollars: $30MM

• Must have a Bachelor’s degree (BA or BS) from a four year college or university; and 7+ years of Regional Sales experience.
• Should be able to demonstrate a deep understanding of the CPG food industry; industry knowledge and its inner workings, consumer trends, competitive trends, Retail channel and business insights, and what their implications might be for Mariani’s Dried Fruit business.
• Must be proficient with Microsoft Word, Excel, PowerPoint, and Outlook. Have an understanding of how to interpret and use syndicated data (IRI or Nielsen) and have the capacity to become proficient with the Unify on-line portal, and Mariani’s ERP software application.
• Possess strong problem-solving and analytical skills.
• Is action-oriented with a passion to meet daily challenges with a positive “can-do” attitude and a strong sense of urgency. Can toggle between doing and thinking.
• Is driven by results and strongly believes in accountability for self and others.
• Self-aware and willingness to listen and learn; emphasizes the importance of continuous learning.
• A natural team player and relationship builder, excited by the opportunity to partner with team members cross-functionally to develop and deliver innovation.

• Make sales calls and presentations to Key Accounts (Retail, Club, Dollar and Convenience Channels) on a regular basis.
• Conduct Customer Store Surveys monthly to a) monitor everyday shelf and promotional pricing for Mariani & competitor products; b) take corrective action in-store to fill distribution voids and out of stocks; c) seek secondary placement; d) make contact and develop relationships with in-store personnel; e) ensure promotional activity is being executed as planned.
• Must be proficient in utilizing data and analyzing information (IRI, Nielsen, proprietary company information, etc.) to create compelling and persuasive sales presentations.
• Monitor and respond to trade developments and trends within territory.
• Keep accurate and up to date records of performance against sales objectives, contracts, contacts, correspondences, deduction management, and spending.
• Responsible for actively leading and managing a collection of Broker networks to include objective setting with shelving/display standards, product training and tracking, coaching, and hiring/firing in respective Region.
• Work with Customers to improve forecasting techniques and streamline order flow.
• Communicates on a regular basis with the Customer Service dept to provide optimum service to our customers.
• Survey potential markets for incremental sales opportunities.
• Educate customers on new products, specifications, and consumer demographic information.
• Maximize promotional spending effectiveness by proactively identifying, executing, and tracking results for each promotional campaign.
• Operates within budgetary guidelines.
• Manage the Invoice Deduction Process for your Region.
• Achieving Monthly Forecast Accuracy goals as part of your Annual Deliverables Plan.
• Managing the new Trade Promotion Management platform to accurately manage, actualize and optimize your Trade budget.

• Lead company efforts to evaluate, identify, and prioritize new CPG growth opportunities through Channel Expansion, New Product Innovation, New Consumer Usage, and Value/Price driven distribution.
• Generates leads through cold calling techniques to research and contact potential customers for business opportunities.
• Develop comprehensive sales strategies for each customer and prospect.
• Leverage the collective strength of the Sales, Marketing, Sourcing, and Operational Teams to maximize sales opportunities.
• Works with Sourcing, Procurement and Innovation Teams to curate potential items for a variety of channels
• Forecast revenue of potential customers
• Attend conferences and multiple industry events