Business Development Manager

Role Overview

• Coordinates meetings with UNFI, KeHE, and national and regional chain customers to identify, present, and secure new growth opportunities aligned with Zevia’s strategic priorities
• Develops clear communication processes to ensure alignment on growth objectives, selling priorities, and execution plans
• Implement systems to track and benchmark progress against white space initiatives, pipeline development, and incremental volume targets
• Leads new chain prospecting, onboarding, and expansion efforts across underpenetrated channels and customer segments
• Develops customer-specific growth strategies focused on unlocking incremental distribution, velocity, and revenue
• Manages the full sales cycle from opportunity identification through sell-in, authorization, and execution
• Establish regular communication cadence with distributor and customer partners to advance new business initiatives
• Develops and gains alignment with UNFI, KeHE, and key customers on annual and customer-specific business plans focused on incremental growth
• Secures agreement on forecasts, growth targets, and KPIs
• Consistently communicates with distributor leadership and internal stakeholders to ensure alignment and accountability
• Effectively manages budgets and investments associated with new business development, distributor programs, and key account initiatives
• Operates with full ownership of assigned growth objectives and outcomes, driving results through distributor and customer partnerships
• Partners with Zevia HQ teams to support launches, programs, and customer-specific initiatives
• Keeps distributors and customers informed of new items, programs, and timing to support successful execution
• Proactively leverages insights from Category Development, Marketing, and internal reporting to identify and advance new business opportunities
• Applies performance data, distribution analytics, and pipeline tracking to prioritize opportunities and address risks
• Leverages distributor tools and data (e.g., VIP, shipment and depletion trends) to gain insights into distributor and customer performance
• Provides ongoing feedback to internal teams on distributor, customer, and competitive dynamics impacting growth opportunities
• Develops working knowledge of geographic, channel, and customer segments relevant to assigned business scope
• Builds expertise in competitive landscape, category trends, and emerging opportunities across channels
• Represents Zevia in the marketplace with passion, enthusiasm, a growth mindset, and a polished, professional demeanor.

Requirements

• +5 years sales experience and track record in Consumer Goods industry (beverage preferred)
• +3 years of experience leading, influencing, and driving results through distributor and customer partners
• Strong strategic thinker with demonstrated ability to identify and convert white space opportunities
• Hunter mentality with strong business development, prospecting, and closing skills
• Excellent communicator, presenter, and storyteller with the ability to sell at the buyer level
• Strong negotiator and influencer, comfortable navigating complex organizations
• Highly numerate and analytical, with the ability to leverage data to inform decisions and selling strategies
• Proven ability to develop and execute successful sales and trade marketing strategies
• Ability to leverage data from SPINS, VIP, and standard BI reporting tools to gain insights
• Self-directed, organized, and able to work independently with full ownership of outcomes
• Experience with basic administrative programs, Windows, Word, PowerPoint, Excel
• Must have the ability to:
• Travel via car with a valid driver’s license and untarnished driving record.
• Travel outside of local territory occasionally, at least once per month
• 4-year college degree preferred, equivalent professional experience considered in lieu of

Benefits

• An array of medical plans
• Dental
• Vision
• Group Life Insurance
• Short-term disability + Long-term disability
• Flexible Spending Accounts: Medical, Dependent and Limited Use
• Health Savings Account
• Accident Insurance
• Critical Illness Insurance
• Hospital Indemnity Insurance
• Legal Insurance
• Travel Assistance
• Employee Assistance Program
• Pet Insurance
• 401k Plan (Traditional and Roth)
• Vacation, Personal/Sick Days, and Holidays
• Professional development contributions
• And of course, all the Zevia you can drink!