Channel Development Manager

Summary

About Amy’s 

At Amy’s Kitchen, we're more than just a food company—we're a family-owned, proudly independent organic, and vegetarian food company on a mission. As a Certified B Corporation®, our purpose is clear: to make it simple and enjoyable for everyone to eat well. 

We're committed to crafting authentic, mouthwatering dishes using only the finest organic ingredients sourced with care. From farm to table, we ensure top-notch quality in every bite, making healthy eating accessible and convenient for all. At Amy’s, we're not just serving meals; we're serving up a taste of goodness, one delicious dish at a time. 

Perks are as delicious as our meals! 

Comprehensive health plans with Medical, Dental, and Vision coverage, plus Flexible Spending Accounts. Mental health support with Modern Health to nourish your and your family’s mental well-being. 401(k) Retirement Plan with employer match and Financial Wellness support at no cost to plan for the future. Referral Rewards and Scholarship Program to celebrate and invest in our teams. Tuition Reimbursement Program to fuel your educational pursuits. Paid parental leave for new parents. Paid Time Off for vacations and sick days, with 9 paid US Holidays annually to savor those special moments. Amy's product discount reimbursement to keep your pantry stocked, plus remote gym discounts to keep you moving and grooving! Join us and indulge in a career where the benefits are as fulfilling as our food! 

Bay area California Compensation: $85,600 - $128,400  

*Other areas are subject to a lower range. 

Essential Duties and Responsibilities

The Manager of Operations and Retail Activation is responsible for executing Amy’s channel strategy to grow distribution, shelf presence, and sales across the East/West territory. This field-based role manages broker teams, manages key accounts, and drives retail execution through strategic planning, forecasting, and promotional initiatives. Success requires proactive leadership, accountability, and collaboration, with a strong focus on inspecting execution and delivering high-quality performance. The ideal candidate embodies Amy’s values and excels in both strategic buyer meetings and hands-on fieldwork.

ESSENTIAL RESPONSIBILITIES (Includes, but are not limited to the following):

• Drive top-tier execution through broker partners and manage broker goals aligned with company plans.
• Ensure Amy’s values and culture are reflected across teams, brokers, and retailers.
• Build tools and processes to support broker accountability and performance.
• Collaborate with distributor sales teams to improve retail execution and speed to shelf.
• Identify and act on distribution growth opportunities using audits, data, and strategic initiatives.
• Support Amy’s Annual Operating Plan (AOP) and company strategies.
• Lead the Brokers Operations Team within the assigned geography.
• Foster a culture of personal development with clear growth goals.
• Uphold Amy’s Food Safety and Sustainability standards through training and compliance.
• Manage key account relationships, including planning, negotiations, and promotional execution.
• Develop forecasts, manage trade budgets, and present programs to buyers.
• Use data to track trends, monitor competition, and support product launches.
• Work cross-functionally to align strategies and ensure smooth execution across channels.
• Lead broker and distributor teams to achieve retail execution, distribution growth, and shelf expansion goals through clear performance objectives, strategic feedback, and regular business reviews.
• Drive field excellence through ride-along's, store visits, and coaching, while overseeing broker-led audits to ensure display compliance, competitive positioning, and execution standards.
• Use syndicated and internal data to evaluate broker performance, identify territory gaps, and uncover growth opportunities via audits, cut-ins, resets, and displays.
• Execute promotional strategies within budget and ROI targets, ensuring in-store compliance and alignment with Amy’s Food Safety, Quality Policy, and sustainability practices.
• Execute aggressive but achievable goals to grow distribution for Amy’s in the marketplace
• Build sustainable business relationships with customer and broker teams while aligning with Amy’s mission and core values
• Maintain enthusiasm and motivation to effectively manage, Relationships, Daily business operations, Long-term strategic plans
• Communicate openly, honestly, transparently, and authentically with both trade partners and internal teams 

It is the responsibility of all employees to uphold the mission of the Amy’s Food Safety and Quality Policy. This includes following all Food Safety and Sustainability programs and participating in all required training. 

Qualifications and Skills

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bachelor's degree (B. A.) from four-year college or university or equivalent combination of education and experience.
• 5 years of experience in food sales/management with a consumer products company. Experience and knowledge of selling to Grocery customers and to Club.
• Broker management experience of a minimum of 2 years.
• Incumbent should know about sales, marketing, planning, forecasting, business analytics; excellent oral and written communication skills; critical thinking and creative problem-solving abilities; a desire to excel and leadership skills.
• Experienced in direct selling and broker management within the CPG industry,

Key Competencies:

• Ability to translate strategic goals into actionable plans that drive distribution, shelf presence, and retail execution.
• Skilled in managing promotional strategies within budget and ROI targets.

• Creates partnerships; thinks beyond oneself and paves the way for others to grow and contribute
• Flexible leader who is willing to roll up the sleeves to move the team and company forward
• Experience leading and developing broker and distributor teams, setting performance objectives, and conducting business reviews.
• Strong coaching and mentoring skills through field engagement (ride-alongs, store visits).

• Proficient in using syndicated and internal data to evaluate performance, identify gaps, and uncover growth opportunities.
• Ability to translate data into strategic decisions and territory planning. Proficiency in Microsoft Excel, PowerPoint, and Word.
• Proficiency in Microsoft Excel, PowerPoint, and Word.

• Deep understanding of in-store execution standards, including audits, resets, cut-ins, and display compliance.
• Ability to ensure alignment with food safety, quality, and sustainability standards.

• Strong negotiation and relationship-building skills with key accounts.
• Experience in joint business planning, forecasting, and presenting marketing programs and performance results.

• Competence in managing trade budgets, forecasting sales, and delivering against profitability goals.

• Ability to work effectively across internal teams to align strategies and ensure seamless execution.

• Demonstrates and promotes company values, fostering a culture of accountability, authenticity, and high performance.

LANGUAGE & ANALYTICAL SKILLS

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
• Ability to write reports and business correspondence, and effectively present information in group settings.
• Ability to calculate figures and amounts such as discounts, interest, and commissions.
• Ability to define problems, collect data, establish facts, and draw valid conclusions.

PHYSICAL DEMANDS:  The physical demands described below 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 talk and hear. The employee frequently is required to stand, sit, use hands to finger, handle, or feel and reach with hands and arms. The employee is frequently required to walk, lift and/or move up to 10 lbs. Specific vision abilities required by this job include close vision, and color vision.

WORK ENVIRONMENT:  The work environment characteristics described below are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Office and retail environments.  The noise level in the work environment is usually moderate.

TRAVEL:  Up to 70% of the time.

REMOTE: Remote

Salary : $85,600 - $128,400