National Business Development Manager

Job Title: National Business Development Manager       

Department: 117 – Domestic Sales

Reports to: Director of CPG Sales

Location: Vacaville                                  Revised: Dec. 27, 2025

If applicable

Number of Direct reports: N/A

Budget Dollars: $30MM       

Summary:

The NBDM is responsible for all sales and sales related activities in their assigned Region. NBDM is accountable for growing the company by finding new channels of business, customers, and business opportunities while achieving all goals & objectives (Top-Line Sales, Profitability Objectives, Promotional Spend Mgmt., Spoils Mgmt., ACV / Distribution, Retail Execution & POG Integrity) set by senior management (these goals and objectives are subject to change due to business demands). NBDM is accountable for working with Customers and Brokers to develop and sustain profitable sales growth and expand market share across their National Territory. The Role requires extensive travel for customer sales presentations, vetting new markets/channels, pricing surveys, and collaborating with internal departments to meet sales objectives.

Requirements:

• Must have a Bachelor’s degree (BA or BS) from a four year college or university; and 7+ years of Regional Sales experience. 
• Should be able to demonstrate a deep understanding of the CPG food industry; industry knowledge and its inner workings, consumer trends, competitive trends, Retail channel and business insights, and what their implications might be for Mariani’s Dried Fruit business.
• Must be proficient with Microsoft Word, Excel, PowerPoint, and Outlook. Have an understanding of how to interpret and use syndicated data (IRI or Nielsen) and have the capacity to become proficient with the Unify on-line portal, and Mariani’s ERP software application.
• Possess strong problem-solving and analytical skills.
• Is action-oriented with a passion to meet daily challenges with a positive “can-do” attitude and a strong sense of urgency. Can toggle between doing and thinking.
• Is driven by results and strongly believes in accountability for self and others.
• Self-aware and willingness to listen and learn; emphasizes the importance of continuous learning.
• A natural team player and relationship builder, excited by the opportunity to partner with team members cross-functionally to develop and deliver innovation.

Accountability # 1 – Sales – (70%):

• Make sales calls and presentations to Key Accounts (Retail, Club, Dollar and Convenience Channels) on a regular basis.
• Conduct Customer Store Surveys monthly to a) monitor everyday shelf and promotional pricing for Mariani & competitor products; b) take corrective action in-store to fill distribution voids and out of stocks; c) seek secondary placement; d) make contact and develop relationships with in-store personnel; e) ensure promotional activity is being executed as planned.
• Must be proficient in utilizing data and analyzing information (IRI, Nielsen, proprietary company information, etc.) to create compelling and persuasive sales presentations.
• Monitor and respond to trade developments and trends within territory.
• Keep accurate and up to date records of performance against sales objectives, contracts, contacts, correspondences, deduction management, and spending.
• Responsible for actively leading and managing a collection of Broker networks to include objective setting with shelving/display standards, product training and tracking, coaching, and hiring/firing in respective Region.
• Work with Customers to improve forecasting techniques and streamline order flow.
• Communicates on a regular basis with the Customer Service dept to provide optimum service to our customers.
• Survey potential markets for incremental sales opportunities.
• Educate customers on new products, specifications, and consumer demographic information.

• Maximize promotional spending effectiveness by proactively identifying, executing, and tracking results for each promotional campaign.
• Operates within budgetary guidelines.

• Manage the Invoice Deduction Process for your Region.
• Achieving Monthly Forecast Accuracy goals as part of your Annual Deliverables Plan.
• Managing the new Trade Promotion Management platform to accurately manage, actualize and optimize your Trade budget.

Accountability # 2 – Generate Leads and Develop Strategies – (20%):

• Lead company efforts to evaluate, identify, and prioritize new CPG growth opportunities through Channel Expansion, New Product Innovation, New Consumer Usage, and Value/Price driven distribution.
• Generates leads through cold calling techniques to research and contact potential customers for business opportunities.
• Develop comprehensive sales strategies for each customer and prospect.
• Leverage the collective strength of the Sales, Marketing, Sourcing, and Operational Teams to maximize sales opportunities.
• Works with Sourcing, Procurement and Innovation Teams to curate potential items for a variety of channels
• Forecast revenue of potential customers
• Attend conferences and multiple industry events

Accountability # 3 – Communications – (10%):

• Ensures clear and timely communication within Sales department and within other departments to maximize quality and productivity while minimizing down time.
  • Acts as a problem solver and team player.
  • Must have good written and verbal communication skills.
• Must be proficient with computers, MS Word, Excel, PowerPoint, MS Outlook, and System 2000 forecasting and budgeting applications.
• Keeps the management team abreast of significant issues or developments identified during routine activities and actions being taken to improve the situation.
• Complete all reports, surveys, and summaries within their specified timeframe.
• Presents technical information and or procedures to the team.
• Informs coworkers of new and changing developments within his/her Region that would or could affect peers.
• Collect market intelligence and communicate with others in the company in a timely manner.

Accountability # 4 – Personal Growth:

• Team Player
• Willingness to do all that is required to be successful in the NBDM position.
• “Own” the business and be accountable for the results.
• Exercises tact and discretion in interpersonal contacts.
• Respects confidentiality of privileged information.
• Supports the Company Values.
• Demonstrates commitment to continued personal and professional growth and development.
• Along with identifying and surfacing problems and issues, provide potential solutions.

Accountability # 5 – Physical Demands:

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this Job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to sit. The employee is occasionally required to stand; walk and stoop, kneel, crouch, or crawl. The employee will occasionally lift and /or move 10 to 25 pounds.  Specific vision abilities required by this job include close vision, peripheral vision, depth perception and ability to adjust focus.