Business Development Manager, Alternative & Specialty Channels

Kinsa is recruiting for a: Business Development Manager / Alternative Retail & Specialty Channels



Location: Indianapolis/Lafayette, IN area (Hybrid)


Our client coffee producer seeking a Business Development Manager to drive expansion across alternative retail (e.g., Dollar Tree, Dollar General, Menards, Ollie's, Bealls) and specialty channels, including private label. You will be leading new account acquisition, building strategic retail partnerships, and executing go-to-market strategies that align with the company's product portfolio for this coffee segment and long-term growth objectives.

• MUST HAVE experience in Sales & Account management in the Alternative Retail & Specialty channels market.

Compensation/Benefits:

• $120,000 - $130,000 base salary
• 30% bonus target based on sales and margins
• Comprehensive healthcare
• 401k with company match
• PTO and Holiday pay

Key Responsibilities and Goals:

• Identify, prospect, and secure new retail distribution across target accounts within the alternative retail and specialty channels.
• Build and execute tailored sales strategies aligned with retailer category goals and shopper profiles.
• Develop and manage relationships with category buyers at major retail accounts.
• Own the full sales cycle including outreach, presentations, negotiations, onboarding, and account growth.
• Partner cross-functionally with marketing, operations, and finance to ensure channel readiness-packaging, pricing, logistics and promotional alignment.
• Analyze category trends, competitive activity, and market dynamics to inform sales strategy.

• Maintain a strong pipeline of opportunities and provide regular reporting on sales performance and account progress.

Competencies Needed for Success:

• 5-7+ years of experience in CPG sales or business development, with strong focus on alternative retail, private label sales and/or specialty channels.
• Proven success securing, managing, and growing national and regional alternative retail accounts (e.g., Dollar Tree, Dollar General, Menards, Ollie's, Bealls) .
• Strong knowledge of category management, retail buyer processes, pricing structures, and trade promotions.
• Demonstrated ability to build relationships, negotiate effectively, and drive revenue growth.
• Self-starter with the ability to work independently in a fast-paced, entrepreneurial environment.

• Bachelor's degree in Business, Marketing, or related field preferred.

Referrals are our best source for the top talent our clients need so if you know of anyone with these skills in the food and beverage industry, please pass me their name and email/phone number, or share this job posting with them. Kinsa pays referral bonuses if someone you refer gets hired by our client!


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Recruiter Information:
Stephanie Savage
View email address on click.appcast.io