Who We Are

At C.A. Carlin, we take brands to new heights. We are one of the leading privately held sales agencies in the industry. Thanks to nimble growth and associations with our operating partners, C.A. Fortune and C.A. Ferolie, we have built brand value that is unlike any other in the CPG industry.

What We Do

Since our start in 1962, we have built industry relationships on the foundation of trust and action. We turn information into insight. We convert insight into programs. We drive programs that consistently deliver results to our clients, on their timeline.

We have more than 300 associates and multiple offices throughout the country. We represent top brands in many categories such as confection, snack, grocery, beverage, frozen, dairy etc.

Overview of the Role  

• The Business Development Manager develops strategic business plans that integrate client goals with the retail customer’s goals to develop a winning sales strategy for clients, retail partners, and C.A. Carlin. This role will be an integral part of, developing, building, and maintaining credible and long-term Client relationships and retail partner relationships.
• Location: remote; must be local to Pleasanton, CA
• Salary: $100,000-$110,000 based on experience, qualifications and skills.
• Less than 30% travel requirements to visit regional distributors and clients in state. 
• At C.A. we’re not looking for perfection, just people that want to commit to a us and grow their careers long-term. If you’re looking for a sign to apply, here it is!

Primary Responsibilities 

Client Relationship Management 

• Serve as the primary point of contact for assigned clients. 

• Build trust-based relationships and ensure alignment with client goals. 

• Act as a client advocate internally to deliver exceptional service. 

Sales Strategy & Execution 

• Develop and implement sales strategies to achieve revenue targets. 

• Present product lines to buyers, focusing on assortment, promotional planning, and execution. 

• Negotiate pricing, placement, and promotional opportunities. 

Business Growth 

• Identify new business opportunities and lead efforts to secure incremental sales. 

• Monitor competitive activity and industry trends to inform growth strategies. 

Data Analysis & Reporting 

• Analyze sales data and market trends to provide actionable insights. 

• Prepare regular reports on performance, opportunities, and challenges. 

Cross-Functional Collaboration 

• Partner with internal teams (analytics, retail, sales support) to execute client initiatives. 

• Ensure alignment and timely delivery of promotional programs and product launches. 

Skills & Qualifications 

• Sales & Negotiation: Proven ability to lead sales strategy, negotiate complex agreements, and consistently deliver against revenue and growth targets. 

• Client Relationship Management: Strong track record of owning senior‑level client relationships, building long‑term partnerships, and serving as a trusted advisor. 

• Strategic & Commercial Thinking: Ability to develop and execute account strategies that align client objectives with company goals, driving sustainable growth. 

• Communication & Executive Presentation: Confident presenter and communicator with experience leading buyer meetings, executive reviews, and high‑impact presentations. 

• Data Analysis & Business Insights: Skilled in analyzing sales performance, market trends, and competitive activity to inform strategy and decision‑making. 

• Retail & Category Expertise: Deep understanding of retail environments, category management, assortment strategy, and shopper behavior. 

• Leadership & Influence: Demonstrated ability to lead initiatives, influence stakeholders, and mentor junior team members without direct authority. 

• Cross‑Functional Collaboration: Experienced in partnering with analytics, marketing, supply chain, and operations teams to deliver integrated client solutions. 

• Project & Pipeline Management: Strong organizational skills with the ability to manage multiple accounts, initiatives, and deadlines simultaneously. 

• Adaptability & Results Orientation: Thrives in fast‑paced environments, adjusts quickly to changing priorities, and maintains focus on results. 

What You Should Bring to the Table

• Bachelor’s Degree or higher required
• 3-5 years of consumer-packaged goods experience
• 2-3 years of sales experience
• Deep understanding of the food and beverage distribution network and retail landscape
• Ability to speak to trends in the food and beverage marketplace
• Strong analytical and strategic thinker; can turn self-developed strategies/efficient processes into execution
• Forward-looking thinker, who actively seeks opportunities and proposes solutions
• Creative problem solver who strives for results
• Highly resourceful team-player, with the ability to also be effective independently
• Extremely organized and detail-oriented
• Expert-level written and verbal communication skills
• Demonstrated ability to achieve high performance goals and meet deadlines in a fast-paced environment
• Proven ability to build and maintain strong, effective relationships with clients, customers, & colleagues
• Proficient in Microsoft Office (Outlook, Word, Excel, and Power Point), and Adobe Acrobat

You Will Stand Out if You Have

• Preferred 2-3 years of experience working for or with a food & beverage broker/sales agency
• Prior experience working with and analyzing data from SPINS, Nielsen and/or IRI

Perks

• PTO & Sick Days
• 11 paid company holidays per year
• 1 Floating Holiday
• 2 paid volunteer days per year
• 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)

Come As You Are

C.A. Carlin is committed to making our company more inclusive. Diversity fuels our innovation and better connects us to our clients, our colleagues, and our communities. Based on research, we know that women and other marginalized groups tend to apply to roles only when their experience perfectly matches the job description. That said, we encourage you to apply if you meet the majority of qualifications, especially if this role aligns with your career trajectory.