Business Development Manager, Foodservice
Califia Farms
full-time
Posted on:
Location Type: Remote
Location: Illinois • United States
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Salary
💰 $85,000 - $100,000 per year
About the role
- Lead and grow Away From Home foodservice sales across the assigned territory, delivering new operator acquisition and incremental volume growth
- Serve as Califia Farms foodservice brand representative and local market expert, ensuring strong brand presence and relevance across key channels
- Execute targeted market and operator sales plans aligned to channel goals and strategic initiatives
- Assess local market dynamics, including competitive activity and operator trends, and translate insights into territory performance improvement and quarterly planning
- Prospect, develop, and sell to new foodservice operators within assigned markets, with a strong focus on café, bakery, breakfast, and other beverage-centric accounts
- Participate in channel trade shows and local market events to generate qualified leads, support operator conversion, and strengthen market presence
- Develop and maintain a new business pipeline, providing clear visibility into opportunity timing, expected volume, and overall impact
- Maintain disciplined pipeline management, forecasting, and reporting using Salesforce and Power BI
- Own and actively manage key performance metrics, including qualified leads, new account conversion rates, menu placements, and customer retention
- Produce quarterly market and performance summaries highlighting sales activity, competitive trends, and volume contribution
Requirements
- Bachelor’s Degree preferred with 3+ years of foodservice sales experience in CPG or beverage; experience in plant-based, dairy alternative, or emerging brands strongly preferred
- Proven success in a hunter or business development role, with a track record of winning new operators, securing menu placement, and driving SKU authorization
- Strong pipeline management and forecasting capabilities, with hands-on experience using CRM tools such as Salesforce
- Working knowledge of independent and broadline distribution and familiarity with route-to-market CPG foodservice sales models
- Analytical and strategic thinker with the ability to identify, evaluate, and prioritize high-value sales targets and translate data into actionable territory strategies
- Excellent written and verbal communication skills, with the ability to sell, influence, and build credibility with foodservice operators and decision-makers
- Up to 25% travel out of home market
Benefits
- Eligible to enroll in Califia’s employee benefits program
- Participation in the company’s bonus program which may be subject to change
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
foodservice salesbusiness developmentpipeline managementforecastingsales activity reportingmenu placementSKU authorizationdata analysisterritory performance improvementoperator acquisition
Soft Skills
analytical thinkingstrategic thinkingcommunication skillsinfluencecredibility buildingrelationship managementmarket assessmentlead generationpresentation skillsnegotiation