Customer Development Manager - Alternate Channels

Position Summary
Reporting to the Senior Director of Sales, this accomplished, strategic, and commercially driven sales professional will lead sustainable top- and bottom-line growth across key strategic customers within the organization’s food portfolio. The ideal candidate is highly analytical, customer-obsessed, and skilled in developing and executing strategic growth plans that deliver measurable business results.

This individual will play a pivotal role in driving customer partnerships, managing national accounts, and collaborating cross-functionally to execute joint business plans. Success in this role requires strong account management, financial acumen, and deep familiarity with the CPG food industry and assigned retail channels.

Duties and Responsibilities
• Partner closely with the Senior Director of Sales and internal stakeholders to develop branded and private label business across assigned customers in the Mass, Club, and Dollar channels.
• Lead all sales responsibilities for the assigned portfolio, serving as the primary contact for customer merchants across in-store and e-commerce platforms.
• Develop and execute quarterly and annual sales plans, promotional programs, and merchandising strategies.
• Leverage data-driven insights to influence distribution, shelving, and merchandising initiatives that maximize category performance.
• Collaborate with customers to identify and shape future innovation opportunities within existing and emerging categories.
• Manage and develop broker partners, including brand training, goal setting, trade promotion planning, tracking, and performance evaluation.
• Oversee trade and sales spending (T&E, SG&A, etc.) to ensure adherence to budget guidelines while optimizing promotional effectiveness.
• Build deep expertise across the company’s product portfolio and apply that knowledge to enhance profitability and customer penetration.
• Provide timely communication on changing business or market dynamics, including proactive recommendations and action plans.
• Partner cross-functionally with R&D, Marketing, and Innovation to develop customized product solutions that drive incremental growth.
• Analyze business performance and develop strategic sales plans that differentiate the organization as a preferred partner and drive profitable growth.
• Collaborate effectively with internal teams including Marketing, R&D, Quality Assurance, Supply Chain, Customer Service, Operations, Purchasing, and Finance.
• Perform additional duties as assigned.

Minimum Job Requirements

Education and Experience
• Bachelor’s degree in Business, Marketing, or a related field.
• 5–10 years of progressive experience managing National and Regional Grocery, Club, Mass, or Dollar channel customers within the food industry.
• Experience in food manufacturing and basic knowledge of plant operations preferred.

Knowledge, Skills, and Abilities
• Strong analytical skills and fluency in retail metrics, including POS, forecasting, and margin analysis.
• Proven track record of driving revenue and profit growth through large account management.
• Experience managing trade promotion budgets and broker relationships.
• Demonstrated success executing strategic plans that achieve business growth targets.
• Experience in both branded and private label environments.
• Strong financial acumen with the ability to interpret key performance metrics and make data-driven decisions.
• Excellent collaboration and relationship-building skills across departments and customer organizations.
• Ability to work effectively with internal and external partners from operational to executive levels.
• Exceptional organizational skills with the ability to manage multiple projects and priorities.
• Excellent written, verbal, and presentation skills with the ability to influence internal stakeholders.
• Proficient in Microsoft Office Suite (Excel, PowerPoint, Word, Teams) and other relevant business applications.