Manager, Customer Development

C.H. Guenther is a company focused on delivering food products, and they are seeking a Manager of Customer Development to lead sales objectives across defined customers. This role involves managing retail relationships and a distribution network while driving business growth and collaborating with cross-functional teams.

Responsibilities:

• 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

Requirements:

• 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
• 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