Manager, Customer Development

C.H. Guenther & Son · United States · $95,938–$178,010 (stated in the posting)

Reporting to the Director of Sales, this accomplished and highly strategic sales professional will be tasked with leading the delivery of budgeted top and bottom-line sales objectives across defined customers within the assigned channels across the CHG portfolio of products. This role is responsible for managing both direct retail relationships and an established Direct Store Delivery (DSD) distribution network, while also driving distributor development and new business acquisition. The ideal candidate is a proactive, results-driven go-getter with strong financial acumen, excellent communication skills, and a self-starter mentality. This highly analytical individual will establish and execute strategies and tactics to deliver short-, mid- and long-term growth plans while collaborating cross-functionally and across the sales organization to expand market presence. This individual must possess very strong account management and collaboration skills and a strong familiarity and understanding of the CPG Food industry as well as the assigned channels are desired.

Duties and Responsibilities: Working in close partnership with the Director of Sales, and other internal stakeholders, works to develop branded and private label business in the designated Sales territory. Key customers include Albertson’s, Kroger, Raley’s, US Bakery, UTZ Snacks, Grocery Outlet, Erewhon, Nugget, & Natural Grocers.

Build and manage relationships with key natural/specialty retail customers, ensuring alignment with customer strategies, category growth initiatives, and emerging consumer trends.
Lead and optimize the existing DSD tortilla distribution network, including distributor performance management, route-to-market effectiveness, and identification of expansion opportunities in existing and new markets.
Identify, onboard, and develop DSD tortilla distribution partners, setting clear expectations, performance objectives, and accountability measures to drive mutual growth and execution excellence.
Partner with fellow Sales Managers and cross-functional teams to identify, secure, and win new business opportunities, including new accounts, new categories, and expanded distribution.
Manage brokers and third-party partners as needed, including brand education, objective setting, trade planning, and performance tracking.
Collaborates with customer team on challenges, opportunities, innovation, and pricing to ensure compliance with key customer strategic plans.
Plays a leading role in working closely with customers to cultivate and define future Innovation opportunities within both existing and new categories / segments.
Engages in managing and developing brokers which includes brand education, objective setting, trade promotion planning, tracking, measuring and evaluating.
Effectively manages all sales spending (e.g., Trade, T&E, SG&A, etc.). Adhere to trade spending guidelines while maximizing promotional effectiveness.
Builds expertise in selling CHG’s extensive line of food offerings across all dayparts.
Communicates to the organization on a timely basis regarding any changes in business and market trends which impact our business and provide action plans/ alternatives to address these changes as required.
Gains deep understanding around CHG’s product lines and works to maximize margin/ profit.
Partners with CHG’s R&D/Marketing/Innovation team for customized product development and winning innovation to enable business development and accelerate growth.
Analyzes business and develops sales strategies and plans which differentiate CHG as a partner of choice and enable CHG to profitably grow.
Communicates clearly and directly with multiple inter-company departments, including Marketing, R&D, Quality Assurance, Supply Chain, Customer Service, Operations, Purchasing and Finance.
Performs all other duties as assigned.

Minimum Job Requirements:

Education/Certifications and Experience:

Bachelor’s degree in Business, Marketing, or another related field.
Minimum of 5-10 years progressive sales experience in the food/CPG industry, with strong exposure to natural/specialty retail and/or DSD distribution models.
Experience in Food Manufacturing, and a basic understanding of plant operations, a benefit.
Ability to travel throughout the country in support of ongoing customer business development or internal CHG meetings.

Knowledge, Skills, and Abilities:

Proficient use of computer, Microsoft Office (Word, Excel, PowerPoint, Teams), and other related applications or software.
Proven self-starter and go-getter mentality, with the ability to operate autonomously and drive results
Trade promotion and broker management experience.
Ability to execute highly effective strategies and plans which deliver budgeted business growth.
Experience and understanding of both branded and private label product environments.
Excellent written and verbal communication and presentation skills.
Very strong financial acumen, adept at interpreting and understanding various P&L metrics.
A team player who possesses the ability to develop interdepartmental and customer relationships.
Ability to work effectively with diverse groups of associates and customers ranging from entry level to executive level positions.
Ability to work with multiple departments, including but not limited to, Finance, Operations, Purchasing, R&D, Supply Chain, Legal, Quality Assurance, and Information Services, both internally and externally
Ability to prioritize projects and clearly communicate direction internally and externally.
Ability to update and influence internal stakeholders, including company executives.
Will demonstrate, promote, and exemplify the C.H. Guenther’s Core Values.

What Success Looks Like in This Role:

Expanded distribution across natural retailers and DSD network
Strong distributor performance and new partner acquisition
Consistent delivery of revenue and profit targets
Successful launch of new products and customer programs
High-impact collaboration with internal teams and peers

At C.H. Guenther, we value transparency in compensation. By providing the salary range for this role, we aim to promote fairness and help candidates make informed choices about their career. The salary range for this role is:

$95,938.00 - $178,010.00

Actual compensation may vary based on job-related knowledge, skills, and experience, as well as geographic location.

C.H. Guenther & Son will never offer or pay a wage or salary that is not compliant with applicable local, state, or federal pay laws, including minimum salary thresholds.

We also offer a variety of benefits, including health and disability insurance, retirement savings options, flexible spending accounts, employee assistance programs, educational assistance, parental leave, paid time off, and company-paid holidays.

For additional information about our company, go to www.chg.com.

C.H. Guenther & Son and its subsidiaries are E-Verify participating employers.

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All offers of employment are contingent upon successful completion of the pre-employment screening process which includes a drug screen and review of criminal background and other records as required.

AA/EEO/Drug-Free Employer

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