The Role
This position is responsible for increasing Fair Trade USA’s positive impact on farmers and workers in agricultural supply chains by supporting brands and growing sales of Fair Trade Certified™ (FTC) consumer packaged goods. We are looking for an experienced and dynamic team member to pursue new partnership opportunities through the development of strategic sales plans, and work with FTUSA’s current brand partners to increase the number of businesses offering promoting Fair Trade Certified consumer packaged goods. The Senior Business Development Manager, CPG will be a key driver of growth and impact within our Commercial team.
This high-impact role is suited for a strategic, relationship-driven professional passionate about sustainability and ethical sourcing.
Key Responsibilities
Partner Acquisition:
- Cultivating new partnerships and educating CPG brands on the business and social value of Fair Trade, tailoring solutions that align with their goals.
- Develop sub-category strategies aligned with the broader vision of the Packaged Goods Division. Set clear quarterly and annual objectives, define supporting tactics, and establish KPIs and measurement tools to drive accountability and track progress toward goals.
- Execute and innovate sales processes and approaches that drive our team’s desired outcomes, identify areas of opportunity for improvement or expansion, and coordinate with internal and external resources to determine and execute potential improvement interventions.
- Develop and manage new relationships with large, packaged goods companies to offer and grow sales of Fair Trade Certified products. Drive the sales process from prospecting to closing, including following up on leads and making formal presentations.
- Communicate the business, social, and environmental advantages of Fair Trade certification to various levels to external parties in a way that is understood, valued, and demonstrated.
- Work with the FTUSA marketing department and our partners on promotions and tools to maximize consumer outreach.
Account Management:
- Managing and expanding strategic relationships with leading consumer packaged goods companies.
- Set clear objectives for account interactions; establish superior presentation processes; ask relevant questions to evaluate the customer's level of interest and identify and respond to areas requiring further information or explanation.
- Support existing FTUSA brand partners and FTC suppliers in all day-to-day business needs, helping them to achieve their Fair Trade expansion goals and promote their Fair Trade Certified offerings.
- Plan, manage and oversee revenue, budget and forecasting for portfolio to maintain profitability while supporting the team to achieve revenue and impact growth
- Collaborating cross-functionally with our supply chain and certification teams to ensure successful implementation and outcomes across Fair Trade Certified farms.
- Work across the FTUSA organization with our producer services and certification teams to help support existing and onboard new manufacturers that serve these accounts.
- Supporting the onboarding and registration of new partners and their Fair Trade Certified products.
Key Competencies / Qualifications / Experience
Skills, Experience, & Knowledge
- Minimum 5 years of experience with retailer and consumer brands working in sales, new business development, marketing account management, or consulting. Existing experience/relationships with consumer packaged goods companies is preferred.
- Exceptional written and oral communication abilities
- Strong project management skills. Ability to manage multiple projects at one time and collaborate with your peers to achieve deliverables.
- Demonstrated selling success with complex programs and long-selling cycles. Knowledge in developing market acquisition strategy and implementation.
- Excellent customer service skills and ability to move at the speed of business. Experienced at lead management and negotiation.
- Successful experience building and growing a multi-million dollar sales portfolio, and demonstrated selling success within complex program and long-selling cycle.
- Confident individual contributor, but excels at collaboration and working as a team player with your peers, and external constituents to deliver the best results.
- Comfortable with frequent travel to partners, producers, and industry events
Education & Training
- Bachelor’s degree required, Masters or MBA a plus
- Proficiency in Spanish or French a plus
Technology & Software
- Proficient computer/internet skills such as Word, Excel, PowerPoint, Outlook, Dropbox, Slack
- Prior experience working with a CRM system, such as Salesforce
