Business Development Manager

C.A. Carlin•Pleasanton, CA

5d•Remote

About The Position

The Business Development Manager develops strategic business plans that integrate client goals with the retail customer’s goals to develop a winning sales strategy for clients, retail partners, and C.A. Carlin. This role will be an integral part of developing, building, and maintaining credible and long-term Client relationships and retail partner relationships. This is a remote position, but the candidate must be local to Pleasanton, CA. The salary range is $100,000-$110,000 based on experience, qualifications and skills. There are less than 30% travel requirements to visit regional distributors and clients in state. C.A. Carlin is looking for individuals who want to commit to the company and grow their careers long-term.

Requirements

Proven ability to lead sales strategy, negotiate complex agreements, and consistently deliver against revenue and growth targets.
Strong track record of owning senior-level client relationships, building long-term partnerships, and serving as a trusted advisor.
Ability to develop and execute account strategies that align client objectives with company goals, driving sustainable growth.
Confident presenter and communicator with experience leading buyer meetings, executive reviews, and high-impact presentations.
Skilled in analyzing sales performance, market trends, and competitive activity to inform strategy and decision-making.
Deep understanding of retail environments, category management, assortment strategy, and shopper behavior.
Demonstrated ability to lead initiatives, influence stakeholders, and mentor junior team members without direct authority.
Experienced in partnering with analytics, marketing, supply chain, and operations teams to deliver integrated client solutions.
Strong organizational skills with the ability to manage multiple accounts, initiatives, and deadlines simultaneously.
Thrives in fast-paced environments, adjusts quickly to changing priorities, and maintains focus on results.
Bachelor’s Degree or higher required
3-5 years of consumer-packaged goods experience
2-3 years of sales experience
Deep understanding of the food and beverage distribution network and retail landscape
Ability to speak to trends in the food and beverage marketplace
Strong analytical and strategic thinker; can turn self-developed strategies/efficient processes into execution
Forward-looking thinker, who actively seeks opportunities and proposes solutions
Creative problem solver who strives for results
Highly resourceful team-player, with the ability to also be effective independently
Extremely organized and detail-oriented
Expert-level written and verbal communication skills
Demonstrated ability to achieve high performance goals and meet deadlines in a fast-paced environment
Proven ability to build and maintain strong, effective relationships with clients, customers, & colleagues
Proficient in Microsoft Office (Outlook, Word, Excel, and Power Point), and Adobe Acrobat

Nice To Haves

2-3 years of experience working for or with a food & beverage broker/sales agency
Prior experience working with and analyzing data from SPINS, Nielsen and/or IRI

Responsibilities

Serve as the primary point of contact for assigned clients.
Build trust-based relationships and ensure alignment with client goals.
Act as a client advocate internally to deliver exceptional service.
Develop and implement sales strategies to achieve revenue targets.
Present product lines to buyers, focusing on assortment, promotional planning, and execution.
Negotiate pricing, placement, and promotional opportunities.
Identify new business opportunities and lead efforts to secure incremental sales.
Monitor competitive activity and industry trends to inform growth strategies.
Analyze sales data and market trends to provide actionable insights.
Prepare regular reports on performance, opportunities, and challenges.
Partner with internal teams (analytics, retail, sales support) to execute client initiatives.
Ensure alignment and timely delivery of promotional programs and product launches.