Business Development Manager

C.A. Carlin•Pleasanton, CA

20d•$90,000 - $110,000•Remote

About The Position

As a Business Development Manager, you will drive revenue growth for the brands represented by C.A. Carlin. Reporting to a Channel Lead, you will own client relationships, lead sales strategy with retail buyers, and identify ways to expand clients’ market presence through assortment and promotional planning, pricing negotiations, and product placement. The role is Northern California remote-based, with travel of 20–40% based on business needs.

Requirements

At least 3 years of experience in sales, account management, or business development in a CPG, retail, or sales agency environment.
Proven ability to drive retail-chain and independent-retailer sales for a Confection, Snack, or Center Store Food Manufacturer.
Proven ability to lead sales strategy, negotiate complex agreements, and consistently deliver against revenue and growth targets.
Strategic and commercial thinking, with the ability to build and execute account strategies aligned with client objectives and company goals.
Confident communication and presentation skills, including leading buyer meetings, executive reviews, and high-impact presentations.
Ability to analyze 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 in managing multiple accounts, initiatives, and deadlines while staying focused on results as priorities shift.

Nice To Haves

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

Responsibilities

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 and lead 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.