Customer Development Manager (Remote - East Coast or Central Time Zones)

POSITION OVERVIEW

The Customer Development Manager (CDM) is responsible for driving commercial performance through strategic distributor partnerships (e.g., UNFI, KeHE). This role leads the execution of an indirect go-to-market model, ensuring alignment across internal teams and distributor partners to maximize distribution, sales velocity, and retail activation.

The CDM acts as the primary point of contact for assigned distributors, translating brand and category strategies into executable plans that deliver revenue, profit, and market share growth.

KEY RESPONSIBILITIES

• Own the strategic relationship with assigned distributors, including Joint Business Planning (JBP).
• Develop and execute growth strategies focused on distribution expansion and assortment optimization.
• Influence item authorization, merchandising programs, and promotions.
• Lead execution of the indirect selling model.
• Drive new item launches within distributor systems.
• Identify and close distribution gaps across channels.
• Manage distributor trade investment and promotional funding.
• Ensure strong ROI aligned to strategic priorities.
• Own P&L responsibility for distributor business.
• Partner to optimize inventory levels and forecast accuracy.
• Mitigate risks related to out-of-stocks and excess inventory.
• Analyze distributor data to generate insights.
• Lead internal and external business reviews.
• Inform pricing and promotion strategy.
• Act as liaison across internal teams and distributors.
• Enable distributor sales rep teams with tools and insights.
• Partner with field teams on retail execution.

EXPERIENCE AND EDUCATION REQUIREMENTS

• Bachelor's degree in business or related field is preferred.
• 5+ years’ experience preferred; minimum 2 years Managing Large Customers desired
• Distributor experience (UNFI, KeHE) preferred.
• Experience managing indirect selling models.
• Experience in consumer goods, and the Natural Channel is highly preferred.
• Prior experience using syndicated data to determine customer needs and establish the most effective pricing and promotional activities that will increase sales and market share for the company and its customers.

SKILLS

• Knowledge regarding Project Management, and experience with setting up and managing projects in a complex, fast-moving environment.
• Knowledge regarding relationship management, experience and mindset to work with partners in building initiatives that deliver on goals.
• Strong cross functional relationships with assigned accounts.
• Proficient in MS Office Suite (Word, Excel, Power Point, etc.).
• Ability to manage multiple priorities and multiple brands/categories.
• High level of organizational skills, good written and oral communication skills.
• Ability to work independently and meet deadlines.
• Must be able to multi-task and follow-up when responses are needed.
• Deep understanding of the assigned Customer and how to develop demand creation plans.
• Strong understanding of distributor-based models.
• Advanced analytical and financial skills.
• The ability to utilize creativity and push beyond the obvious, comfortable going into “unchartered” territory in setting out recommendations and goals.
• Problem solver with a solutions-oriented mindset.
• Must be a dynamic leader who can push past obstacles and overcome objections.
• Understand the value of listening to customers, gaining insights and moving objectives forward.
• Must be an articulate communicator who can quickly synthesize data.
• P&L management, advanced analytical and financial skills.

COMPENSATION

The approximate pay range for this position is $110,000 to $140,000. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Final compensation may vary based on factors including but not limited to knowledge, skills and abilities as well as geographic location.