Customer Development Manager, Western Channels

Who are we

Yamamotoyama U.S.A. stands as a testament to the art of traditional Japanese green tea and nori seaweed products, upholding a commitment to unparalleled quality since 1690. Our culture is enriched by diverse backgrounds, all striving to find their unique voice in a harmonious blend. This spirit of unity in diversity extends to our portfolio, which includes the globally recognized Stash Tea Company, offering an expansive array of premium teas. In addition, we proudly present Ujido, a brand deeply rooted in the art and tradition of Japanese Matcha. Our dedication to excellence is not just in our products, but in the mosaic of voices that shape our legacy.


Purpose of the Role:

The Customer Development Manager (CDM) is responsible and accountable for growing gross sales and profit while effectively managing trade spend budgets within assigned key accounts and/or regions. The CDM supports the development and execution of pricing, promotional, and merchandising strategies that meet or exceed annual KPIs / objectives. Critical to the success of the CDM is establishing deep and collaborative relationships with all broker partners to support the successful management of key retail and distributor customers. Along with the Broker, responsible for monthly forecasting and trade management leveraging the Stash Trade Promotional Management Tool (TPM). Strategically plans for all innovation and Fix-The-Mix (FTM) opportunities and effectively communicates all customer reset meetings/dates to ensure distribution and volume is maximized.  In partnership with the CD Director, will identify & define the appropriate tools & resources required to capture additional market share and sales within the North America tea category.

 

Responsibilities:

• Collaborate CD Director in creating annual sales forecasts, budgets, and key objectives for the assigned region
• Execute the Stash Go-To-Market strategies that enable short and long-term growth which strengthens Stash’s position within the tea category
• Responsible for delivering the agreed gross sales objectives for the assigned region while managing trade budgets and T&E expenses
• Develop and drive Joint Business Plan (JBP) with key strategic customers
• Partner CD Director in the development and adjustment of trade strategies as needed
• Monitoring and analysis of sales performance for the assigned region while proactively identifying risks and opportunities 
• Ensure all sales directives are understood and being implemented by the Broker, tracked and monitored for effectiveness
• Supports and deliveries training to brokers / customers to educate them on Stash products, benefits, and strategies
• Represents the company at various business partner related meetings and promotions (as well as in trade shows) in efforts to continually promote the company
• Lead and drive the development of customer presentations with support of Broker and Marketing
• Maintains positive relations with all customers, partners, vendors, and distributors and ensures any concerns are solved in a timely manner
• Manage customer requests for proposals (RFP's), forecasting, trade budgets, and contract management to include: contract administration, compliance, terms, and pricing

Core Skills

• Communicates effectively – Develop and deliver communications that convey a clear understanding of the unique needs of various internal and external stakeholders
• Relationship Creation - Builds rapport, trust, and creditability relating openly and comfortably with diverse groups of people
• Strategic Thinking - Ability to determine the correct course of actions while weighing multiple options while leveraging key data points
• Solutions Focused - Consistently builds solutions to challenges that arise by identifying root causes and creating effective action plans to mitigate risks

Core Behaviors

• Results Driven - Focused on delivering measurable outcomes, meeting targets, and consistently striving for success
• Collaboration - Ability to communicate, share ideas, and coordinate efforts among team members, departments and both internal and external stakeholders
• Problem Solver - Exhibit critical thinking skills and adaptability to address complex challenges and overcome obstacles
• Inclusive Leader – Embracing differences in backgrounds, perspectives, and experiences to create an equitable and innovative work culture
• Agility - Flexible and responsive, able to pivot and adjust strategies and approaches as needed

Requirements:

• Bachelor’s degree in business, communication, or related field preferred
• 5-7 years’ experience in the CPG Retail industry across all major channels/customers
• 4-5 years of broker management experience with a proven track record of sustainable results
• Deep knowledge of the distributor network within the United States and/or Canada
• Expertise in managing sales, trade spend and T&E budgets
• Preferred experience selling hot beverages and ideally tea products 
• Experience in leveraging Trade Promotional Management Tool (TPM)
• Proficient with MS Office to include Excel, Word, and PowerPoint
• Travel required 20% - 30% of the time

Physical Requirements:

For the role of Customer Development Manager, Western Channels the physical requirements are generally minimal due to the home office/remote based nature of the job. However, some physical demands may include:

• Regularly required to sit for extended periods
• Frequently required to use a computer, including typing, and viewing a monitor
• Regularly required to talk and/or listen in conversations with customers and team members, both in-person and over the phone
• Occasionally may need to lift and move small office supplies, up to 25 lbs
• Occasional travel may be required for trade shows or meetings, which could involve standing for long periods, walking long distances, and transporting light materials
• Good manual dexterity for the use of common office equipment such as computer keyboards, monitors, copiers, and scanners

Note: The above physical requirements 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.

The annual pay range for this full-time position is $110,000 -  $130,000. Our pay ranges are guided by the discipline, level, and experience required. Within the range, individual pay may vary based on additional factors, including your specific location, desired skills/ technical competency, relevant experience, and advanced education/ training. Benefits include Medical, Dental, Vision, Life, AD&D, LTD, EAP, Health & Wellness, Vacation Accrual, and 401(k) with Safe Harbor Contribution.  In addition, we offer our employees discounts on our product, tuition reimbursement, continuing education support, and more!


Yamamotoyama is an equal opportunity employer. At Yamamotoyama, we are dedicated to fostering an inclusive environment that cultivates creativity and innovation. Although rich in history, innovation is woven into our DNA, and this demands diversity of thought. Our commitment to serving our community wholeheartedly compels us to embrace a broad spectrum of perspectives, backgrounds, regions, and experiences.

Salary : $110,000 - $130,000