Customer Business Manager, Mass Channel

Once Upon a Farm

Customer Business Manager at Once Upon a Farm driving sales and managing relationships with major retailers. Collaborate across functions to maximize market penetration for Kid Snacking business.

Posted 6/18/2026full-timeRemote • Minnesota • 🇺🇸 United StatesSeniorLead💰 $110,000 - $135,000 per yearWebsite

About the role

Key responsibilities & impact

Demonstrate a proactive, organized approach to sales development, managing certain day-to-day operations while assisting in providing strategic direction for the Mass channel. Candidates should have a strong CPG sales background, established retailer relationships, and expertise in data-driven selling, analytics, and go-to-market execution. Key focus areas include cross-functional leadership (particularly with Brand/Shopper Marketing, Business Development and Operations), data analysis and reporting, new product launches, in-store execution, and driving meaningful distribution gains. All business activities must be done in a way that underscores the social mission of Once Upon a Farm.
Exceed dry Kid Snacking channel gross and net sales targets through disciplined execution of strategic priorities.
Support the Sr. Director of Sales and National Account Managers in achieving annual gross and net sales, distribution, and market share targets across relevant categories.
Assist with sell-in efforts for new product launches, line extensions, and promotional initiatives.
Identify incremental distribution, merchandising, and expansion opportunities across core and new platforms.
Act as key liaison between Sales, Marketing (Brand/Shopper), Operations, and Business Development teams.
Align internal stakeholders on customer strategy and priorities; influence without direct authority.
Support innovation pipeline planning and launch readiness.
Collaborate cross-functionally to align against forecasts, pricing, and promotional/shopper marketing calendars.
Strengthen collaboration across the enterprise, ensuring visibility to pertinent Mass initiatives and alignment with broader channel strategies.
Provide strategic input to against 24 month selling priorities and initiatives, integrating Once Upon a Farm and Mass Channel objectives to drive mutual growth behind ambient Kid snacking categories.
Support Joint Business Planning (JBP) planning and execution with applicable departments.

Requirements

What you’ll need

10+ years of retail sales experience, including 5+ years directly supporting the Mass Channel, specifically Target and/or Walmart
Bachelor's degree in business, Marketing, or related field, or equivalent professional experience
Preference for candidates located in Minneapolis, MN or Bentonville, AR
Proven track record of exceeding sales targets through strong cross-functional collaboration
Demonstrated ability to align company strategy with Mass growth objectives to drive outsized results
Strong planning, organizational, and communication skills, including executive-level presentation capability
Exceptional strategic and analytical acumen
Proven cross-functional leadership experience
Strong Digital expertise with expert knowledge of Mass Digital ecosystem
Excellent interpersonal, written/oral communication and presentation skills
Proven success with respected consumer packaged goods companies and/or relevant retailer experience
Ideally, experience in both large and small companies thereby possessing the vision for the elements of a highly successful larger enterprise balanced with a more hands-on approach
Ecommerce experience strongly preferred
Strong expertise in managing trade budgets and optimizing promotional strategies to deliver strong ROI & trade efficiencies
Knowledge base for successful retail execution
Applicants should be able to manage/update digital content for existing and new items that appear on .com sites
Solid knowledge of Microsoft Suite, Outlook, Slack, AI tools, and other professional platforms
Up to 10% travel required. Although this role is a remote work-from-home position, we “Farmers” do meet as a company and/or as a department a few times a year. Anticipate possible travel up to a few times each quarter
Genuine passion for improving childhood nutrition for a healthier and happier planet
Desire to contribute to a dynamic high-growth, purpose-driven work environment
Demonstrated ability to thrive in ambiguity, deeply understand business needs, develop a cohesive strategy and make decisions requiring a high level of judgment
Must reside in the United States to be considered for this position
Please note that visa sponsorship is not available for this role

Benefits

Comp & perks

Remote-first work environment
Annual Bonus
401(k) program + 4% company match after three months
New Hire Remote Life Stipend + annual Nourish and Nurture Allowance
Monthly Auto, Cell, and Internet Stipend
Quarterly Farm-to-Fridge home deliveries and Employee Discounts
New Parents: Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of Once Upon A Farm products, and breast milk shipping service and support for those who travel after birth for the duration of your breastfeeding journey
Unlimited Paid Time Off
Paid Volunteer Time
Paid Time Off to fulfill civic responsibilities including jury duty and voting in local, state, and national elections
Medical Insurance for the employee covered at 100% on select plans with additional plan options at a reduced cost to the employee
Vision and Dental Insurance covered at 100% for the employee and dependents
Life insurance
Flexible spending account and Health savings accounts for applicable plans
Employee assistance program (EAP)
All other benefits, leaves, and insurance as required by law, based on your specific residence
And so much more!

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

retail salesdata analysisgo-to-market executioncross-functional leadershipstrategic planningdigital expertisetrade budget managementpromotional strategy optimizationecommerce experienceconsumer packaged goods

Soft Skills

organizational skillscommunication skillsexecutive-level presentationstrategic acumeninterpersonal skillscollaborationability to thrive in ambiguityjudgmentinfluence without authoritypassion for childhood nutrition

Certifications

Bachelor's degree in businessBachelor's degree in Marketingrelated field degree