Sales Manager, Corporate Distribution Accounts, Foodservice
About The Position
The Sales Manager, Corporate Distribution Accounts, Foodservice leads customer relationships and profitable growth across Califia Farms’ assigned corporate distributor accounts. The role develops and executes account strategies, leads joint business planning, identifies distribution and portfolio opportunities, and owns account forecasting and trade investment planning. Working closely with the Operations Manager, Corporate Distribution Accounts, this individual aligns customer priorities with internal execution to deliver volume, revenue, and margin objectives. The role collaborates with Regional Sales, National Accounts, Non-Commercial, Finance, and Supply Chain to turn customer insights and business trends into actionable growth plans.
Requirements
- 3–5 years of relevant experience in the food and beverage industry.
- Strong understanding of distributor and broker operating models, with demonstrated success managing customer relationships and directing broker execution.
- Strong business development, sales execution, and account management skills, including joint business planning and customer negotiations.
- Strong financial and analytical skills, including trade investment analysis, volume forecasting, and account profitability.
- Proficiency in Excel and Power BI, with demonstrated experience developing account forecasts and translating analysis into customer growth plans.
- Experience using trade management and customer relationship management systems, such as Telus and Salesforce.
- Strong time management, organization, and project management skills, with the ability to coordinate priorities across internal and external partners.
- Excellent written, verbal, and presentation skills, including the ability to translate complex data into clear business insights and customer recommendations.
- Ability to travel up to 50% for customer and company meetings, industry events, and food shows.
Nice To Haves
- Experience in corporate account sales or commercial distribution.
- Bachelor’s degree.
Responsibilities
- Develop and execute annual account growth plans aligned with volume, revenue, margin, trade investment, and Califia Farms’ business priorities.
- Lead customer relationships, joint business planning, and regular business reviews; evaluate results and establish actions to deliver account objectives.
- Analyze account portfolios to identify distribution gaps, assortment expansion, competitive conversions, and new business opportunities across assigned distributors.
- Own account forecasting using Power BI and customer insights, including annual forecasts, quarterly updates, ongoing adjustments, and explanations of variances.
- Lead customer pricing and program discussions within approved financial parameters, partnering with leadership and Finance on profitable-growth recommendations.
- Own trade investment strategy and customer programming, evaluating performance against volume, revenue, and margin objectives with Finance and the Operations Manager.
- Partner with Regional Sales, National Accounts, and Non-Commercial to align account priorities, coordinate customer opportunities, and drive distributor-network execution.
- Provide direction and accountability to broker partners on corporate initiatives, setting performance expectations and monitoring results through regular business reviews.
- Partner with the Operations Manager to coordinate execution of customer agreements and growth initiatives, including new distribution, product launches, and distributor transitions.
- Support resolution of commercial disputes and customer escalations by providing agreement context and engaging customer decision-makers, in partnership with Operations and Finance.
- Represent distributor partners’ perspectives by sharing customer, market, and competitive insights to inform marketing, innovation, supply planning, and business decisions.
Benefits
- Eligibility to enroll in Califia’s employee benefits program as a full-time employee.
- Potential eligibility to participate in the company’s bonus program, which may be subject to change.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
