Distributor Development Manager

Clover Sonoma; Petaluma (CA); On-site; USD 90,000 - 150,000; Full time

Job summary

Clover Sonoma, based in Petaluma, California, is seeking a Distributor Development Manager to drive growth through our distributor network and partner with local and national distributors, including UNFI and KeHE. You will support the sales team, lead field activations, and create programs that increase Clover product distribution.

Role requires strong relationship-building, strategic planning, and hands-on field execution.

Qualifications

• 5+ years of distributor sales or related experience.
• Experience with UNFI/KeHE or national distributors preferred.
• Proven ability to develop distributor relationships and growth strategies.
• Willingness to travel regularly.

Responsibilities

• Build strong relationships with local and national distributor partners.
• Develop sales strategies to grow Clover sales and expand distribution.
• Train distributor sales teams on Clover products and programs.
• Conduct market visits with distributor reps to identify opportunities.
• Develop annual business plans with key distributor partners.
• Plan and lead field activations to drive distribution and growth.
• Develop sales incentives and promotions for distributor teams.
• Monitor distributor performance and coordinate cross-functional support.

Skills

Distributor sales

CPG

Retail sales

Channel management

Business development

Tools

Microsoft Excel

CRM systems

Syndicated retail data

Job description

As a purpose-driven, certified B corporation, Clover is leading the way for conscious businesses by demonstrating care for all stakeholders and moving the world forward. We are committed to lowering our environmental impact and meeting our sustainability targets, by providing kids and adults with healthy, nutritious, and delicious products that are made with care for animals, people, and the planet.

About the Role

The Distributor Development Manager is responsible for growing Clover’s business through our distributor network. This role partners closely with local and national distributors to increase sales, improve execution, and identify new opportunities in the market.

Working alongside Clover’s Sales team, this person serves as the primary partner to our distributors by providing sales support, developing growth strategies, leading field activations, and creating programs that help distributors sell more Clover products. This role also manages key distributor relationships, including national partners such as UNFI and KeHE, ensuring Clover is well-positioned for growth across all channels.

A Day in the Life

Distributor Growth & Development

• Build strong relationships with Clover’s local and national distributor partners.

• Develop sales strategies that help distributors grow Clover sales and expand distribution.

• Train distributor sales teams on Clover products, programs, and selling opportunities.

• Conduct regular market visits and ride-along with distributor sales representatives to identify new business opportunities.

• Develop annual business plans with key distributor partners.

Field Activation & Sales Execution

• Plan and lead field activations with distributor partners to drive new distribution and sales growth.

• Develop sales incentives, promotions, and engagement programs that motivate distributor sales teams.

• Partner with Clover’s Sales team to prioritize target accounts and execute market expansion plans.

• Support new product launches and ensure distributors are equipped with the tools and training needed for success.

National Distributor Management

• Manage Clover’s relationships with national distribution partners, including UNFI and KeHE.

• Partner with distributor category managers and merchandising teams to support item authorizations, promotions, and customer growth.

• Monitor distributor performance and identify opportunities to improve sales and service levels.

• Coordinate cross-functional support for key distributor initiatives.

Business Analysis & Market Development

• Analyze sales, distribution, and customer performance data to identify growth opportunities.

• Track distributor performance and develop action plans to improve results.

• Identify gaps in market coverage and recommend expansion opportunities.

• Provide regular business updates and market insights to Sales leadership.

Role Requirements

• 5+ years of experience in distributor sales, consumer packaged goods (CPG), retail sales, channel management, or business development.

• Experience managing or working with wholesale distribution partners, including UNFI, KeHE, or similar national distributors, is strongly preferred.

• Proven success developing distributor relationships and executing sales growth strategies.

• Experience planning and leading field activations, market development initiatives, or distributor selling programs.

• Willingness to travel regularly within distributor markets.

What You Bring to the Team

• Strong analytical skills with the ability to translate data into actionable business recommendations.

• Excellent communication, presentation, and relationship-building skills.

• Self-motivated with the ability to work independently and collaborate across multiple teams.

• Proficiency in Microsoft Excel and CRM systems; experience with syndicated retail data is a plus.

What Success Looks Like

• Distributor partners view Clover as a trusted and valued business partner.

• Local distributors are better equipped at selling Clover products.

• Field activations, sales incentives, and distributor programs generate measurable growth.

• UNFI, KeHE, and other strategic distributors deliver increased distribution and stronger sales performance.

• New market opportunities are identified and successfully brought to market through the distributor network.

• Clover continues to expand its distribution footprint and strengthen relationships across all channels.

Based in Petaluma, California, in the heart of beautiful Sonoma County, Clover Sonoma offers high quality dairy sourced from its network of local family farms. A pioneer in sustainable dairy farming Clover has the largest organic acreage of regeneratively farmed land in the state and is committed to reducing its carbon footprint by lowering on-farm methane emissions, regenerative farming practices focused on soil health and packaging innovation. The first dairy in the US to become American Humane certified across all of its farms, Clover has delivered on its promise of producing the highest-quality dairy products - including milk, cheese, butter, and more - for more than a century.

As a Certified B Corporation® Clover gives back 5% of net profits to help make nutritious food more accessible and uses its business as a power for good across its support for people, farms, animals, community and planet.

For more information, please visit www.cloversonoma.com and join the conversation on Facebook, Instagram, LinkedIn, TikTok, and YouTube.