Business Development Manager, Natural Channel

Job Locations US-Remote - West Region | US-Remote East Region | US-Central Region
Job ID 2017-1016
# of Openings



We're Califia Farms (Califia, pronounced like California), the plant-powered food and beverage company of the future. Our mission is to innovate delicious plant-powered foods for mindful nourishment. We're led by beverage visionary Greg Steltenpohl, crafting, concocting and cold-brewing beautifully bottled goodness from the San Joaquin Valley. Our name comes from the Spanish legend of warrior Queen Califia, the goddess of bounty and abundance who ruled over the mythical island of California. We make our daily decisions using these five core values: Do, Learn Improve; Act Like an Owner; Challenge the Status Quo; The Bottle is Half Full; and Using our Sixth Sense (being conscious of our impact on others and the planet).

In a snapshot:

  • Founded in 2010
  • 200+ full time staff and contracted employee
  • Headquarters in Downtown L.A. Arts District and Manufacturing in Bakersfield, CA
  • We believe in Shared Leadership where team members are heard and leadership is broadly distributed
  • We are committed to our people and to our communities' sustainability


The Business Development Manager role is responsible for supporting the Distributor & Natural Channel customers with business development & trade marketing activities across our Natural Channel and Distributor supplied customers - UNFI, KeHE, market-specific distributors, et al. This role serves as the key point of contact between VP Natural Channel, Regional Sales Manager of Natural Key Accounts, Marketing, and Operations teams to streamline communications and ensure achievement of field sales objectives in the Natural & Distributor channel. This person will be responsible for providing customer sales insights & analysis, developing go-to-market strategies, MAPS monitoring and insights, and working with sales managers for new product introductions.


This position will work closely on a regular basis to include: Natural channel field sales, broker partners, demand planning, sales operations, marketing, and finance.


 Customer Focus

  • Develop and implement customer specific sales plans to achieve revenue and distribution goals
  • Manage distributor relationships (UNFI, KeHE)
  • Advise in the development of sales plan through analysis of syndicated and consumer data.
  • Responsible for leading implementation of Space Management Projects for all assigned categories for assigned customer.
  • Attend regular category & business reviews with the sales managers & key account management personnel to affect positive business growth.
  • Effectively execute pricing strategies for all assigned categories for the customer.
  • Inform and advise the customer on sales trends and opportunities in the category.
  • Provide accurate and timely forecasts for manufacturing and planning purposes.
  • Develop effective sales and marketing program presentations to decision makers at the headquarter level.
  • Be an advocate for the business: Position region for profitable growth; address customer and distribution channels; improve existing client base; analyze target customers, pricing, margins, and product lines by customer, etc. Analyze market data and trends to formulate action plans and category growth goals.
  • Willing to travel up to 40% of the time, including overnight and sometimes week-ends
  • Self-Starter: must have ability to work independently and proactively but seamlessly transition into team collaborative environment.
  • Must be able to work in a dynamic work environment and able to effectively manage change; can shift gears comfortably; can decide and act without having the total picture; can comfortably handle risk and uncertainty.
  • Accountability - takes responsibility for actions.
  • Able to influence & lead non-direct reports in a fast-paced team setting with an entrepreneurial mindset.
  • Strong presentation skills - able to travel when necessary to train broker teams, present to retailers, and influence key decision makers.



  • Reviews sales results and customer satisfaction measures and compares them to established objectives, and takes actions to ensure that appropriate measures are taken to meet expectations.
  • Manage and control region expense & travel budgets to expected results.
  • Manage and control region working trade capital expense budgets to expected results utilizing Trade Promotion Management software.
  • Achieve satisfactory sales, profit and market share performance of company's products and services to budgeted standards.



  • Work with National & Region Broker Representatives.
  • Create, plan their work schedules within limits assigned and oriented towards achieving sales and customer retention goals.
  • Create Merchandising goals to achieve company's tactical sales and promotional plans.
  • Create Broker goals to achieve company's tactical sales and promotional plans. 


  • Bachelor's Degree required
  • 5 years of experience in Sales / Business Planning / Trade Promotion Management / Trade Marketing
  • Must have strong ties to UNFI and KeHE
  • Experience with Trade Promotion Management software, ideally AFS
  • Good understanding of Customer Management & Selling Process
  • Proven analytical skills
  • Strong knowledge of Syndicated Data (SPINS, Nielsen/IRI, Panel Data, etc.)
  • Strong oral, written communication, and presentation skills
  • Computer proficient (Microsoft Office, Nielsen/IRI)
  • Good interpersonal, organizational, and time management skills



Califia Farms is an Equal Opportunity Employer; employment with Califia Farms is governed on the basis of merit, competence and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, marital status, mental or physical disability or any other legally protected status.


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