Business Development Manager

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

Northern California Remote based – Travel based on business needs 20-40%

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.

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)