Customer Business Manager, Mass Channel

This is a fully remote position, open to applicants in Minnesota.

📋 Description

• Exhibit a proactive and organized approach to sales development, managing specific daily operations while aiding in the strategic direction for the Mass channel. Candidates must possess a robust CPG sales background, established retailer relationships, and proficiency in data-driven selling, analytics, and go-to-market execution. Key areas of focus include cross-functional leadership (particularly with Brand/Shopper Marketing, Business Development, and Operations), data analysis and reporting, new product launches, in-store execution, and achieving significant distribution gains. All business activities should align with the social mission of Once Upon a Farm.

• Surpass gross and net sales targets in the dry Kid Snacking channel through disciplined execution of strategic priorities.

• Assist the Sr. Director of Sales and National Account Managers in meeting annual gross and net sales, distribution, and market share objectives across relevant categories.

• Support sell-in efforts for new product launches, line extensions, and promotional initiatives.

• Identify additional distribution, merchandising, and expansion opportunities across core and new platforms.

• Serve as a key liaison among Sales, Marketing (Brand/Shopper), Operations, and Business Development teams.

• Align internal stakeholders on customer strategy and priorities; influence without direct authority.

• Aid in planning and readiness for the innovation pipeline launch.

• Collaborate cross-functionally to ensure alignment on forecasts, pricing, and promotional/shopper marketing calendars.

• Enhance collaboration throughout the enterprise, ensuring visibility to relevant Mass initiatives and alignment with broader channel strategies.

• Provide strategic insights against 24-month selling priorities and initiatives, integrating Once Upon a Farm and Mass Channel objectives to foster mutual growth in ambient Kid snacking categories.

• Assist in Joint Business Planning (JBP) planning and execution with relevant departments.

⛳️ Requirements

• Over 10 years of retail sales experience, including more than 5 years directly supporting the Mass Channel, specifically Target and/or Walmart.

• Bachelor's degree in business, Marketing, or a related field, or equivalent professional experience.

• Preference for candidates based in Minneapolis, MN or Bentonville, AR.

• Proven history of exceeding sales targets through effective cross-functional collaboration.

• Demonstrated capability to align company strategy with Mass growth objectives to achieve remarkable results.

• Strong planning, organizational, and communication abilities, including skills for executive-level presentations.

• Exceptional strategic and analytical capabilities.

• Demonstrated experience in cross-functional leadership.

• Strong digital proficiency with in-depth knowledge of the Mass Digital ecosystem.

• Excellent interpersonal, written/oral communication, and presentation skills.

• Proven success with reputable consumer packaged goods companies and/or relevant retail experience.

• Ideally, experience in both large and small organizations, possessing the vision for the elements of a highly successful larger enterprise while maintaining a hands-on approach.

• Ecommerce experience is highly preferred.

• Strong expertise in managing trade budgets and optimizing promotional strategies for delivering strong ROI & trade efficiencies.

• Knowledge base for successful retail execution.

• Applicants must be able to manage and update digital content for existing and new items featured on .com sites.

• Proficient in Microsoft Suite, Outlook, Slack, AI tools, and other professional platforms.

• Up to 10% travel is required. Although this is a remote work-from-home position, we “Farmers” do meet as a company and/or department a few times a year, with possible travel anticipated up to a few times each quarter.

• A genuine passion for enhancing childhood nutrition for a healthier and happier planet.

• A desire to contribute to a dynamic, high-growth, purpose-driven work environment.

• Proven 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

• Remote-first work environment.

• Annual Bonus.

• 401(k) program with a 4% company match after three months.

• New Hire Remote Life Stipend and annual Nourish and Nurture Allowance.

• Monthly stipends for Auto, Cell, and Internet expenses.

• Quarterly Farm-to-Fridge home deliveries and Employee Discounts.

• New Parents receive up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, a three-month supply of Once Upon A Farm products, and breast milk shipping service and support for those traveling after birth for the duration of their breastfeeding journey.

• Unlimited Paid Time Off.

• Paid Volunteer Time.

• Paid Time Off to meet 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 available 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!