Customer Development Manager

Yamamotoyama; Pomona (CA); Hybrid; USD 95,000 - 115,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401(k) with Safe Harbor

Employee Discounts

Tuition Reimbursement

Job summary

Yamamotoyama U.S.A. seeks a Customer Development Manager to accelerate profitable growth across Grocery, Mass, Club, and Natural channels in North America, developing customer-specific strategies to maximize sales, profit, and trade investment.

You will serve as the nexus between internal functions, broker partners, and retail customers to ensure disciplined execution, robust forecasting, and high-impact go-to-market plans, with occasional travel and remote work flexibility.

Qualifications

• Bachelor’s degree in business, Marketing, or related field.
• 5+ years of progressive CPG sales experience in Grocery, Mass, Club, or Natural channels.
• Experience managing broker networks and leading joint business planning with major retail accounts is preferred.

Responsibilities

• Drive gross sales, profit delivery, and trade spend optimization for Grocery, Mass, Club, and Natural accounts.
• Develop and execute joint business plans with strategic customers to drive distribution and growth.
• Leverage TPM tools to manage forecasting, trade spend, promotions, and scenario planning.
• Partner with Trade Strategy, Analytics, Marketing, and Operations on pricing, promotion, assortment, and execution.
• Direct broker activity with priorities, performance expectations, and in-store accountability.
• Ensure disciplined execution and strong forecasting to support go-to-market plans.

Skills

TPM tools

CRM platforms

Retail analytics

Excel & PowerPoint

Education

Bachelor's degree in business, Marketing, or related field

Tools

Nielsen

SPINS

IRI

Job description

Who Are We

Yamamotoyama U.S.A. stands as a testament to the art of traditional Japanese green tea and nori seaweed products, upholding a commitment to unparalleled quality since 1690. Our culture is enriched by diverse backgrounds, all striving to find their unique voice in a harmonious blend. This spirit of unity in diversity extends to our portfolio, which includes the globally recognized Stash Tea Company, offering an expansive array of premium teas. In addition, we proudly present Ujido, a brand deeply rooted in the art and tradition of Japanese Matcha. Our dedication to excellence is not just in our products, but in the mosaic of voices that shape our legacy.

Who Are We

Yamamotoyama U.S.A. stands as a testament to the art of traditional Japanese green tea and nori seaweed products, upholding a commitment to unparalleled quality since 1690. Our culture is enriched by diverse backgrounds, all striving to find their unique voice in a harmonious blend. This spirit of unity in diversity extends to our portfolio, which includes the globally recognized Stash Tea Company, offering an expansive array of premium teas. In addition, we proudly present Ujido, a brand deeply rooted in the art and tradition of Japanese Matcha. Our dedication to excellence is not just in our products, but in the mosaic of voices that shape our legacy.

Summary of Position

The Customer Development Manager is a strategic leader responsible for accelerating profitable growth, expanding market share, and strengthening customer partnerships across Grocery, Mass, Club, and Natural channels. This role owns the development and execution of customer-specific strategies that maximize sales, profit, and trade investment effectiveness while advancing the long-term growth of the Stash and UJIDO brands within the North America tea category. It serves as a key connector between internal functions, broker partners, and retail customers to ensure disciplined execution, strong forecasting, and high-impact go-to-market plans. Grocery, mass, club, and natural are all core channels within the broader multi-outlet landscape.

Perform other duties as needed and directed by management.

• Essential Functions:
• Core Responsibility:
  • Drive gross sales, profit delivery, and trade spend optimization for Grocery, Mass, Club, and Natural accounts.
• Strategic Responsibility:
  • Develop and execute joint business plans with strategic customers to drive distribution, velocity, and category growth.
• Technical Responsibility:
  • Leverage TPM tools to manage forecasting, trade spend, promotions, and scenario planning with rigor and accuracy.
• Operational Responsibility:
  • Partner with Trade Strategy, Analytics, Marketing, and Operations to align pricing, promotion, assortment, and execution plans.
• Collaboration:
  • Direct broker activity with clear priorities, performance expectations, and accountability for in-store and customer execution.

Qualifications

• Knowledge, Skills, and Abilities
• Technical Skills: Proficiency in TPM (Trade Promotion Management) tools, CRM platforms, and retail analytics software (e.g., Nielsen, SPINS, IRI). Advanced skills in Microsoft Excel and PowerPoint for customer presentations and data analysis.
• Compliance/Soft Skills: Demonstrated strategic influence and commercial acumen with the ability to balance revenue growth, margin, and trade efficiency. Strong analytical decision‑making skills; ability to build trusted executive‑level relationships with key retail and broker partners. Cross-functional collaboration skills with a track record of turning strategy into measurable results.
• Non-essential / Other Functions
  • Assists with special projects as assigned.
  • Provides backup support to other departments during peak periods.
• Education & Experience:
  • Minimum Experience:
    • Bachelor’s degree in business, Marketing, or related field required.
    • 5+ years of progressive CPG sales experience in Grocery, Mass, Club, or Natural channels
    • Experience managing broker networks and leading joint business planning with major retail accounts is strongly preferred.

Typical Working Conditions

Standard office environment with frequent travel to customer headquarters, trade shows, and partner events. Remote work flexibility may be available; travel is estimated at 30-40% of the time, depending on the account portfolio and business needs.

Equipment Used

Computer, standard office productivity tools (printer, copier, calculator), Microsoft Office Suite (Excel, PowerPoint, Word), TPM software, CRM platforms, and retail analytics tools (e.g., Nielsen, SPINS, IRI).

VI. Disclaimer & EEO Statement

The employee must be able to perform the essential functions of the position satisfactorily and, if requested, reasonable accommodations will be made to enable employees with disabilities to perform the essential functions of their job, absent undue hardship.

Yamamotoyama is an equal opportunity employer. At Yamamotoyama, we are dedicated to fostering an inclusive environment that cultivates creativity and innovation. Although rich in history, innovation is woven into our DNA, and this demands diversity of thought. Our commitment to serving our community wholeheartedly compels us to embrace a broad spectrum of perspectives, backgrounds, regions, and experiences.

Note: The statements herein are intended to describe the general nature and level of work being performed by employees, but are not a complete list of responsibilities, duties, and skills required of personnel so classified. Furthermore, they do not constitute a contract of employment and are subject to change at the employer's discretion.

The annual pay range for this full-time position is $95,000 - $115,000. Our pay ranges are guided by the discipline, level, and experience required. Within the range, individual pay may vary based on additional factors, including your specific location, desired skills/ technical competency, relevant experience, and advanced education/ training. Benefits include Medical, Dental, Vision, Life, AD&D, LTD, EAP, Health & Wellness, Vacation Accrual, and 401(k) with Safe Harbor Contribution. In addition, we offer our employees discounts on our product, tuition reimbursement, continuing education support, and more!