Customer Business Manager, Mass Channel

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❄️ Minnesota – Remote

❄️ Minnesota – Remote

💵 $110k - $135k / year

⏰ Full Time

🟠 Senior

🔴 Lead

👔 Manager

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Once Upon a Farm

WebsiteLinkedInAll Job Openings

11 - 50 employees

Founded 2015

🧘 Wellness

🛍️ eCommerce

💰 $52M Series D on 2022-03

Food and Beverage • Wellness • eCommerce

Once Upon a Farm is a company committed to providing high-quality, organic baby food and snacks. Their products range from refrigerated pouches and bars to frozen meals, all made with fresh fruits, vegetables, and whole grains. Once Upon a Farm emphasizes their commitment to purity and sustainability, ensuring their offerings have no added sugars and are always organic. They provide convenient, nutritious options for infants and toddlers and are designed to be easy for self-feeding. Their products are available through subscription plans and can also be found in stores, making healthy eating accessible for families on the go.

📋 Description

• Demonstrate a proactive, organized approach to sales development, managing certain day-to-day operations while assisting in providing strategic direction for the Mass channel. Candidates should have a strong CPG sales background, established retailer relationships, and expertise in data-driven selling, analytics, and go-to-market execution. Key focus areas include cross-functional leadership (particularly with Brand/Shopper Marketing, Business Development and Operations), data analysis and reporting, new product launches, in-store execution, and driving meaningful distribution gains. All business activities must be done in a way that underscores the social mission of Once Upon a Farm. • Exceed dry Kid Snacking channel gross and net sales targets through disciplined execution of strategic priorities. • Support the Sr. Director of Sales and National Account Managers in achieving annual gross and net sales, distribution, and market share targets across relevant categories. • Assist with sell-in efforts for new product launches, line extensions, and promotional initiatives. • Identify incremental distribution, merchandising, and expansion opportunities across core and new platforms. • Act as key liaison between Sales, Marketing (Brand/Shopper), Operations, and Business Development teams. • Align internal stakeholders on customer strategy and priorities; influence without direct authority. • Support innovation pipeline planning and launch readiness. • Collaborate cross-functionally to align against forecasts, pricing, and promotional/shopper marketing calendars. • Strengthen collaboration across the enterprise, ensuring visibility to pertinent Mass initiatives and alignment with broader channel strategies. • Provide strategic input to against 24 month selling priorities and initiatives, integrating Once Upon a Farm and Mass Channel objectives to drive mutual growth behind ambient Kid snacking categories. • Support Joint Business Planning (JBP) planning and execution with applicable departments.

🎯 Requirements

• 10+ years of retail sales experience, including 5+ years directly supporting the Mass Channel, specifically Target and/or Walmart • Bachelor's degree in business, Marketing, or related field, or equivalent professional experience • Preference for candidates located in Minneapolis, MN or Bentonville, AR • Proven track record of exceeding sales targets through strong cross-functional collaboration • Demonstrated ability to align company strategy with Mass growth objectives to drive outsized results • 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 Mass Digital ecosystem • Excellent interpersonal, written/oral communication and presentation skills • Proven success with respected consumer packaged goods companies and/or relevant retailer experience • Ideally, experience in both large and small companies thereby possessing the vision for the elements of a highly successful larger enterprise balanced with a more hands-on approach • Ecommerce experience strongly preferred • Strong expertise in managing trade budgets and optimizing promotional strategies to deliver strong ROI & trade efficiencies • Knowledge base for successful retail execution • Applicants should be able to manage/update digital content for existing and new items that appear on .com sites • Solid knowledge of Microsoft Suite, Outlook, Slack, AI tools, and other professional platforms • Up to 10% travel required. Although this role is a remote work-from-home position, we “Farmers” do meet as a company and/or as a department a few times a year. Anticipate possible travel up to a few times each quarter • Genuine passion for improving childhood nutrition for a healthier and happier planet • Desire to contribute to a dynamic high-growth, purpose-driven work environment • Demonstrated ability to thrive in ambiguity, deeply understand business needs, develop a cohesive strategy and make decisions requiring a high level of judgment • Must reside in the United States to be considered for this position • Please note that visa sponsorship is not available for this role

🏖️ Benefits

• Remote-first work environment • Annual Bonus • 401(k) program + 4% company match after three months • New Hire Remote Life Stipend + annual Nourish and Nurture Allowance • Monthly Auto, Cell, and Internet Stipend • Quarterly Farm-to-Fridge home deliveries and Employee Discounts • New Parents: Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of Once Upon A Farm products, and breast milk shipping service and support for those who travel after birth for the duration of your breastfeeding journey • Unlimited Paid Time Off • Paid Volunteer Time • Paid Time Off to fulfill civic responsibilities including jury duty and voting in local, state, and national elections • Medical Insurance for the employee covered at 100% on select plans with additional plan options at a reduced cost to the employee • Vision and Dental Insurance covered at 100% for the employee and dependents • Life insurance • Flexible spending account and Health savings accounts for applicable plans • Employee assistance program (EAP) • All other benefits, leaves, and insurance as required by law, based on your specific residence • And so much more!