✨ AI Insights & Summary
This is a unique opportunity to join a mission-driven, high-growth CPG company focused on improving childhood nutrition. The Customer Business Manager role offers a blend of strategic account management and hands-on execution within the critical Mass Channel, specifically targeting Target and Walmart. Ideal for an analytical and entrepreneurial CPG sales professional, this position allows you to significantly impact sales, drive new product launches, and contribute to a purpose-led organization with a strong commitment to social impact and employee well-being.
About Once Upon a Farm
Once Upon a Farm is dedicated to driving systemic improvement in childhood nutrition for a healthier, happier, and more equitable world. We provide organic, crave-worthy snacks and meals for children, crafted with the best organic ingredients, cold-pressed or freshly frozen, with no added sugar or artificial ingredients. We champion farmers, support parents, and foster an entrepreneurial, collaborative culture that values humility, honesty, passion, positive social impact, and fun. We operate as a remote-first company committed to diversity, inclusion, and making a positive social change.
The Role: Customer Business Manager (CBM)
The Customer Business Manager will support the Mass Channel direct sales organization, with external responsibility for managing the ambient Kid Snacking business. Internally, this role partners closely with National Account Managers and operates at the intersection of Sales, Marketing, Business Development, and Operations. The CBM is responsible for ensuring successful product launches, strong retail execution, and achieving Mass channel sales targets. This role requires a balance of customer-facing sales experience and strategic, as well as tactical, leadership.
Key Responsibilities
- Drive Gross & Net Sales: Exceed sales targets, support annual sales and distribution goals, assist with sell-in for new product launches and promotions, and identify incremental distribution opportunities.
- Cross-Functional Leadership: Act as a liaison between Sales, Marketing, Operations, and Business Development; align stakeholders on customer strategy; support innovation pipeline planning and launch readiness; and collaborate on forecasts, pricing, and promotional calendars.
- Strategic Account Management & Support: Provide strategic input for 24-month selling priorities, support Joint Business Planning, optimize trade spend, manage inventory and forecasting, analyze pricing and ROI, assist with sales performance reporting, and develop best-in-class Go-To-Market strategies.
- Category & Data Analytics: Analyze syndicated and retailer POS data to identify growth opportunities, develop insight-driven category stories, monitor key KPIs, support forecasting and reforecasting, analyze trade spend and promotional effectiveness, and support new product launch analysis.
- Merchandising and Omnichannel Optimization: Drive merchandising, shopper marketing, and omnichannel optimization; evaluate merchandising execution and ROI; support Mass merchandising activities; and ensure flawless execution of secondary display programs.
Qualifications & Skills
- 10+ years of retail sales experience, including 5+ years directly supporting the Mass Channel (Target and/or Walmart).
- Bachelor’s degree in business, Marketing, or related field, or equivalent professional experience.
- Proven track record of exceeding sales targets through strong cross-functional collaboration.
- Demonstrated ability to align company strategy with Mass growth objectives.
- 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 the Mass Digital ecosystem.
- Excellent interpersonal, written/oral communication and presentation skills.
- Proven success with respected consumer packaged goods companies and/or relevant retailer experience.
- Ecommerce experience strongly preferred.
- Strong expertise in managing trade budgets and optimizing promotional strategies.
- Solid knowledge of Microsoft Suite, Outlook, Slack, AI tools, and other professional platforms.
- Genuine passion for improving childhood nutrition.
- Demonstrated ability to thrive in ambiguity and make decisions requiring high judgment.
- Must reside in the United States.
- Up to 10% travel required.
Compensation & Benefits
- Full-Time, Salaried, Exempt.
- Anticipated salary range: $110,000.00 to $135,000.00.
- Benefits include Annual Bonus, 401(k) with company match, Remote Life Stipend, Nourish and Nurture Allowance, Auto/Cell/Internet Stipend, Quarterly home deliveries and discounts, paid Parental Leave, Unlimited Paid Time Off, Paid Volunteer Time, paid civic duty time, comprehensive Medical, Vision, and Dental Insurance, Life insurance, FSA/HSA, EAP, and more.