[Hiring] Business Development Manager @C.A. Carlin

Role Description

As a Business Development Manager, you'll drive revenue growth for the brands we represent. Reporting to a Channel Lead, you'll own client relationships, lead sales strategy with retail buyers, and find new ways to expand our clients' market presence — from assortment and promotional planning to negotiating pricing and placement. This role is a great fit for a strategic, results-driven leader who builds trust quickly, thrives in a fast-paced environment, and enjoys turning data into wins at shelf.

Work Location: Northern California Remote based – Travel based on business needs 20-40%

What You'll Do

• Serve as the primary point of contact for assigned clients, building trust-based relationships and advocating for them internally to deliver exceptional service.
• Develop and implement sales strategies that align client goals with company objectives and achieve revenue targets.
• Present product lines to buyers, leading conversations on assortment, promotional planning, and execution.
• Negotiate pricing, placement, and promotional opportunities with retail partners.
• Identify new business opportunities and lead efforts to secure incremental sales, using competitive activity and industry trends to shape growth strategies.
• Analyze sales data and market trends to deliver actionable insights, and prepare regular reports on performance, opportunities, and challenges.
• Partner with analytics, retail, and sales support teams to execute client initiatives and ensure timely delivery of promotional programs and product launches.

Qualifications

• 3+ years of experience in sales, account management, or business development in a CPG, retail, or sales agency environment.
• Proven ability working with Confection, Snack, or Center Store Food Manufacturer driving sales at retail chains and Independents in this market.
• Proven ability to lead sales strategy, negotiate complex agreements, and consistently deliver against revenue and growth targets.
• Strategic, commercial thinking — the ability to build and execute account strategies that align client objectives with company goals.
• Confident communication and presentation skills, including leading buyer meetings, executive reviews, and high-impact presentations.
• Comfort analyzing sales performance, market trends, and competitive activity to inform strategy and decision-making.
• Demonstrated ability to lead initiatives, influence stakeholders, and mentor junior team members without direct authority.
• Strong organization and adaptability — managing multiple accounts, initiatives, and deadlines while staying focused on results as priorities shift.

Nice to Have

• Deep understanding of retail environments, category management, assortment strategy, and shopper behavior.
• Knowledge and/or experience driving sales with key Independent Grocery groups such as Nugget Markets, PAQ, Mollie Stone, and Lunardi’s.

Compensation & Benefits

• The anticipated base salary range for this role is $90,000 – $110,000 per year, depending on experience, qualifications, and location.
• PTO and Sick days
• 11 paid company holidays per year
• 1 Floating holiday
• 2 paid volunteer days per year
• Up to 3 months fully paid parental leave (regardless of gender)
• Medical, dental, and vision
• Paid company life insurance
• 401k with company match
• Summer hours (half day Fridays from Memorial Day thru Labor Day)