The Business Development Manager (BDM) is a hunter-focused, field-based role responsible for driving new operator acquisition and incremental growth for Califia Farms Away From Home (Foodservice) business across assigned markets. Reporting directly to the Regional Sales Manager, Central, this role owns the identification, development, and conversion of high-potential foodservice operators by executing targeted business development initiatives that increase menu penetration, brand visibility, and distribution placement.
The BDM will proactively prospect, open, and scale new operator partnerships, activate local market opportunities, and position Califia as the preferred plant-based brand across foodservice segments, including café, bakery, breakfast and among other beverage-centric accounts.
Responsibilities
Market & Business Ownership
Lead and grow Away From Home foodservice sales across the assigned territory, delivering new operator acquisition and incremental volume growth
Serve as Califia Farms foodservice brand representative and local market expert, ensuring strong brand presence and relevance across key channels
Strategy & Market Planning
Execute targeted market and operator sales plans aligned to channel goals and strategic initiatives
Assess local market dynamics, including competitive activity and operator trends, and translate insights into territory performance improvement and quarterly planning
Operator Development & Sales Execution
Prospect, develop, and sell to new foodservice operators within assigned markets, with a strong focus on café, bakery, breakfast, and other beverage-centric accounts
Participate in channel trade shows and local market events to generate qualified leads, support operator conversion, and strengthen market presence.
Pipeline, Forecasting & Performance Management
Develop and maintain a new business pipeline, providing clear visibility into opportunity timing, expected volume, and overall impact
Maintain disciplined pipeline management, forecasting, and reporting using Salesforce and Power BI
Own and actively manage key performance metrics, including qualified leads, new account conversion rates, menu placements, and customer retention
Produce quarterly market and performance summaries highlighting sales activity, competitive trends, and volume contribution
Qualifications
Bachelor’s Degree preferred with 3+ years of foodservice sales experience in CPG or beverage; experience in plant-based, dairy alternative, or emerging brands strongly preferred
Proven success in a hunter or business development role, with a track record of winning new operators, securing menu placement, and driving SKU authorization
Strong pipeline management and forecasting capabilities, with hands-on experience using CRM tools such as Salesforce
Working knowledge of independent and broadline distribution and familiarity with route-to-market CPG foodservice sales models
Analytical and strategic thinker with the ability to identify, evaluate, and prioritize high-value sales targets and translate data into actionable territory strategies
Excellent written and verbal communication skills, with the ability to sell, influence, and build credibility with foodservice operators and decision-makers
Up to 25% travel out of home market
The expected salary range for this position is between $85,000 - $100,000 per year based on a full-time schedule. Location, confirmed job-related skills and experience will be considered in setting the actual salary. As a full-time employee, you will be eligible to enroll in Califia’s employee benefits program. You may also be eligible to participate in the company’s bonus program which may be subject to change.
The Company is committed to providing equal opportunity for employees and applicants in all aspects of the employment relationship, without regard to race, color, sex, sexual orientation, gender identity, national origin, citizenship, marital status, veteran status, disability, age, religion or any other classification protected by law.
