Business Development Manager

C.A. Carlin; Oregon; Hybrid; USD 90,000 - 110,000; Full time

Benefits offered by this job

PTO & Sick days

Holidays

Floating holiday

Volunteer days

Parental leave

Medical, dental, and vision

Life insurance

401k with company match

Summer hours

Job summary

C.A. Carlin is seeking a Business Development Manager to drive revenue growth for the brands we represent. Reporting to a Channel Lead, you will own client relationships, lead sales strategy with retail buyers, and expand market presence through assortment, promotions, pricing, and placement.

Remote out of Northern California with up to 40% travel. This role emphasizes strategic thinking, strong negotiation, and data-driven decision making.

Qualifications

• 3+ years of experience in sales, account management, or business development in a CPG or retail environment.
• Proven ability to lead sales strategy and negotiate complex agreements.
• Strong communication and presentation skills for buyer meetings.
• Ability to analyze sales performance and market trends.

Responsibilities

• Serve as the primary contact for assigned clients and build trust-based relationships.
• Develop and implement sales strategies to hit revenue targets.
• Present product lines to buyers and lead assortment and promo planning discussions.
• Negotiate pricing, placement, and promotional opportunities with retailers.
• Identify new opportunities and secure incremental sales using market trends.
• Analyze sales data and deliver actionable insights and reports.
• Partner with analytics, retail, and sales support teams to execute initiatives.

Skills

Sales experience

Account management

Business development

Retail market knowledge

Strategic thinking

Communication skills

Data analysis

Leadership without authority

Job description

Who We Are

C.A. Carlin stands as one of the preeminent privately owned sales agencies within the Consumer Packaged Goods (CPG) industry. Founded in 1962, the company has established its reputation through enduring partnerships rooted in integrity and performance, complemented by the agile growth derived from collaborations with operational partners C.A. Fortune and C.A. Ferolie.The firm specializes in converting complex data into actionable insights, subsequently translating these insights into strategic programs executed with precision by our team. We reliably deliver measurable results that align with our clients' objectives and schedules.With a workforce comprising over 300 associates across multiple offices nationwide, we integrate profound expertise in various categories with a people-first approach. This strategy has earned the trust of a portfolio of iconic global brands. The combination of national reach and personalized service enables the brands we serve to achieve sustainable and meaningful growth.C.A. Carlin is dedicated to cultivating an inclusive workplace environment. We recognize that a diversity of perspectives enhances our innovation capabilities and deepens our connections with clients, colleagues, and the broader communities we serve.

About the Role

As a Business Development Manager, you'll drive revenue growth for the brands we represent. Reporting to a Channel Lead, you'll own client relationships, lead sales strategy with retail buyers, and find new ways to expand our clients' market presence — from assortment and promotional planning to negotiating pricing and placement. This role is a great fit for a strategic, results-driven leader who builds trust quickly, thrives in a fast-paced environment, and enjoys turning data into wins at shelf.

Work Location

Remote out of Northern California – local travel based on business needs up to 40%

What You'll Do

• Serve as the primary point of contact for assigned clients, building trust-based relationships and advocating for them internally to deliver exceptional service.
• Develop and implement sales strategies that align client goals with company objectives and achieve revenue targets.
• Present product lines to buyers, leading conversations on assortment, promotional planning, and execution.
• Negotiate pricing, placement, and promotional opportunities with retail partners.
• Identify new business opportunities and lead efforts to secure incremental sales, using competitive activity and industry trends to shape growth strategies.
• Analyze sales data and market trends to deliver actionable insights, and prepare regular reports on performance, opportunities, and challenges.
• Partner with analytics, retail, and sales support teams to execute client initiatives and ensure timely delivery of promotional programs and product launches.

What You'll Bring

• 3+ years of experience in sales, account management, or business development in a CPG, retail, or sales agency environment.
• Proven ability working with Confection, Snack, or Center Store Food Manufacturer driving sales at retail chains and Independents in this market.
• Proven ability to lead sales strategy, negotiate complex agreements, and consistently deliver against revenue and growth targets.
• Strategic, commercial thinking — the ability to build and execute account strategies that align client objectives with company goals.
• Confident communication and presentation skills, including leading buyer meetings, executive reviews, and high-impact presentations.
• Comfort analyzing sales performance, market trends, and competitive activity to inform strategy and decision-making.
• Demonstrated ability to lead initiatives, influence stakeholders, and mentor junior team members without direct authority.
• Strong organization and adaptability — managing multiple accounts, initiatives, and deadlines while staying focused on results as priorities shift.
• Proven ability working with Confection, Snack, or Center Store Food Manufacturers driving sales at retail chains such as Raley's and Save Mart Companies as well as Independent Grocers in this market.

Nice to Have

• Deep understanding of retail environments, category management, assortment strategy, and shopper behavior.
• Knowledge and/or experience driving sales with key Independent Grocery groups such as Nugget Markets, PAQ, Mollie Stone, and Lunardi’s

Compensation & Benefits

The anticipated base salary range for this role is $90,000 – $110,000 per year, depending on experience, qualifications, and location.

• PTO and Sick days
• 11 paid company holidays per year
• 1 Floating holiday
• 2 paid volunteer days per year
• Up to 3 months fully paid parental leave (regardless of gender)
• Medical, dental, and vision
• Paid company life insurance
• 401k with company match
• Summer hours (half day Fridays from Memorial Day thru Labor Day)