Customer Business Manager, Whole Foods Market

Who You Are:

You are a scrappy, humble, and hungry Customer Business Manager who is highly analytical with a deep understanding and passion for Whole Foods Market. You possess an entrepreneurial spirit and want to work in a fast-paced environment to maximize market penetration.You are someone who works collaboratively with cross-functional teams with a “we” (not “me”) mindset. You’re an expert at “rolling up your sleeves” and getting to work immediately to get products sold in highly competitive marketplaces.

The Task at Hand:

The Customer Business Manager (CBM) will support the internal Whole Foods Market sales organization and assist with external category needs across the portfolio. Internally, this role partners closely with the National Account Manager and operates at the intersection of Sales, Marketing, Customer Development, and Operations. The CBM is responsible for ensuring successful product launches, strong retail execution, and delivery of WFM sales targets.

This individual will collaborate with Sales to execute promotional and shopper marketing initiatives while working cross-functionally to drive multi-category growth and maximize portfolio penetration. The role requires a balance of customer-facing sales experience and strategic, as well as tactical, leadership to achieve both short and long-term objectives. Working closely with the Sr. Director of Sales, National Account Manager, and cross-functional partners, the ideal candidate demonstrates strong collaboration, analytical rigor, and deep expertise across WFM and UNFI.

In This Role, You Will: Demonstrate a proactive, organized approach to sales development, managing certain day-to-day operations while assisting in providing strategic direction for WFM and UNFI. Candidates should have a strong CPG sales background, established retailer relationships, and expertise in data-driven selling, analytics, and go-to-market execution. Key focus areas include cross-functional leadership (particularly with Brand/Shopper Marketing, Customer Development and Operations), data analysis and reporting, new product launches, in-store execution, and driving meaningful distribution gains. All business activities must be done in a way that underscores the social mission of Once Upon a Farm.

Sales Growth and Customer Strategy:

- Support the Senior Director of Sales and National Account Manager in achieving annual gross and net sales, distribution, market share, and profitability targets across categories.

- Help shape 24-month selling priorities by integrating Once Upon a Farm and Whole Foods Market objectives to drive mutual growth.

- Identify and pursue incremental distribution, merchandising, and expansion opportunities across core and emerging platforms.

- Lead sell-in support for new product launches, line extensions, and strategic promotional initiatives.

- Translate brand, product, and category strategies into compelling retailer-facing presentations and sell stories.

Joint Business Planning and Commercial Execution:

- Support the development and execution of the Whole Foods Market Joint Business Plan, ensuring alignment with strategic priorities and financial objectives.

- Lead the UNFI relationship, strengthening the three-way partnership with Once Upon a Farm and Whole Foods Market to unlock mutual growth.

- Partner with Sales and Trade teams to optimize pricing, trade investment, and promotional calendars, improving program effectiveness and ROI.

- Manage Whole Foods Market merchandising activities in partnership with Sales and Customer Development, optimizing the annual budget to maximize impact and cost efficiency.

- Ensure flawless execution of merchandising and secondary-display programs, including inventory positioning, signage, trade programming, and shopper support.

- Support the Category Review process by coordinating inputs across Brand, Shopper Marketing, Category and Consumer Insights, and Customer Development.

- Proactively identify e