Sales Manager, Corporate Distribution Accounts, Foodservice

Overview

The Sales Manager, Corporate Distribution Accounts, Foodservice leads customer relationships and profitable growth across Califia Farms’ assigned corporate distributor accounts. This role develops and executes account strategies, leads joint business planning, identifies distribution and portfolio opportunities, and owns account forecasting and trade investment planning.

Working in close partnership with the Operations Manager, Corporate Distribution Accounts, this individual aligns customer priorities with internal execution to deliver volume, revenue, and margin objectives. The role collaborates with Regional Sales, National Accounts, Non-Commercial, Finance, and Supply Chain to translate customer insights and business trends into actionable growth plans.

Responsibilities

• Develop and execute annual account growth plans, aligning volume, revenue, margin, and trade investment objectives with Califia Farms’ business priorities.
• Lead customer relationships, joint business planning, and regular business reviews to align growth priorities, evaluate results, and establish actions to deliver account objectives.
• Analyze account portfolios to identify distribution gaps, assortment expansion, competitive conversions, and new business opportunities across assigned distributors.
• Own account forecasting using Power BI and customer insights, developing annual forecasts, leading quarterly updates and ongoing adjustments, and explaining variances based on business trends, distribution changes, promotional activity, and customer demand.
• Lead customer pricing and program discussions within approved financial parameters, partnering with leadership and Finance on recommendations that support profitable growth.
• Own trade investment strategy and customer programming, evaluating performance against volume, revenue, and margin objectives in partnership with Finance and the Operations Manager.
• Partner with Regional Sales, National Accounts, and Non-Commercial to align account priorities, coordinate customer opportunities, and drive execution across the distributor network.
• Provide direction and accountability to broker partners on corporate initiatives, establishing performance expectations and monitoring results through regular business reviews.
• Partner with the Operations Manager to translate customer agreements and growth initiatives into coordinated execution, including new distribution, product launches, and distributor transitions.
• Support resolution of commercial disputes and customer escalations by providing agreement context and engaging customer decision-makers, while partnering with Operations and Finance on investigation and reconciliation.
• Serve as the voice of distributor partners, sharing customer, market, and competitive insights to inform marketing, innovation, supply planning, and business decisions.

Qualifications

• 3–5 years of relevant experience in the food and beverage industry, preferably in corporate account sales or commercial distribution.
• Bachelor’s degree preferred.
• Strong understanding of distributor and broker operating models, with demonstrated success managing customer relationships and directing broker execution.
• Strong business development, sales execution, and account management skills, including joint business planning and customer negotiations.
• Strong financial and analytical skills, including trade investment analysis, volume forecasting, and account profitability.
• Proficiency in Excel and Power BI, with demonstrated experience developing account forecasts and translating analysis into customer growth plans.
• Experience using trade management and customer relationship management systems, such as Telus and Salesforce.
• Strong time management, organization, and project management skills, with the ability to coordinate priorities across internal and external partners.
• Excellent written, verbal, and presentation skills, including the ability to translate complex data into clear business insights and customer recommendations.
• Ability to travel up to 50% for customer and company meetings, industry events, and food shows.

The expected salary range for this position is between $110,000 - $130,000 per year based on a full-time schedule. Location, confirmed job-related skills and experience will be considered in setting the actual salary. As a full-time employee, you will be eligible to enroll in Califia’s employee benefits program. You may also be eligible to participate in the company’s bonus program which may be subject to change.

The Company is committed to providing equal opportunity for employees and applicants in all aspects of the employment relationship, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, veteran status, disability, age, religion or any other classification protected by law.