ABOUT THE COMPANY Our vision is to inspire well-being of mind, body and spirit through the simple art of tea. Through authenticity, creativity, and commitment to people and planet, we bring you the purest best tasting organic tea. Oakland, CA based Numi Organic Tea is a purveyor of premium quality organic, non-GMO and Fair Trade Certified teas and herbal teasans. Numi blends its organic leaf teas with only real herbs, fruits, flowers and spices—not unnecessary “natural” flavorings or perfumes. All Numi products are packaged in recycled-content containers and non-GMO verified biodegradable bags and are available in retail outlets in more than 50 countries worldwide, including the U.S., Canada, the UK, Denmark, the Netherlands and online at NumiTea.com. An award-winning social enterprise and founding B Corporation member, Numi supports community development projects worldwide. THE POSITION The Head of Business Development will provide leadership and strategy for the Numi Sales Department to maximize revenue growth and profitability. Responsible for growing existing and finding new business in Omni Channel classes of trade including Grocery, Mass market, Club, Specialty, Convenience, Foodservice, e-Commerce and more. This individual is a hands-on, results-oriented leader with proven track record of driving growth across multiple retail opportunities. ABOUT YOU • Extensive Consumer Packaged Goods experience and proven sales track record in the natural food industry; experience in beverage category is a plus. • 7+ years sales experience both managing people and top to top relationships with large customers and prospective customers. • Extensive retail and mass market sales experience required. • A strong understanding of product marketing and track record partnering with Marketing to drive results. • Alternative channel, mass market, and Foodservice sales experience strongly preferred. • Extensive hands-on experience budgeting/ forecasting. • Strong analytical abilities and track record engaging in ROI analysis. • Promotional planning experience. • Able to work in a fast-paced, flexible small company team environment. • Individual must be friendly and well-organized; management level, yet still maintains a hands-on approach with strong analytical skills. KEY RESPONSIBILITIES Sales • Provide strong leadership to the Numi Sales Department; manage business development to ensure maximum results. • Manage top to top relationships with large national chains/prospective customers, brokers, distributors, and key operators and buyers across North America. • Participate in important sales calls and build relationships with omni channel customers, brokers & distributors. • Establish monthly/quarterly sales reports, with financial metrics and void fills, customer expectations along with new business opportunities per region. • Set stretch goals with brokers and sales team to further expand product sales and grow beyond budget • Expand business with new customers/distributors to grow the business and brand • Work with proper tools to help drive revenue targets • Set up internal quarterly promotions with Marketing and sales team to drive incremental sales opportunities • Build excitement with retailers, national chains, brokers and distributors, create goals to drive each individual to excellence • Follow up with tradeshows, managing the leads, expectations of sales team, and helping team close the leads after each tradeshow • Ensure Marketing and Sales team collaboration and execution of 4P fundamentals (product, pricing, promotion, presentation). Partner on key account presentations, competitive research, selling tools, and tradeshow execution. • Partner with Marketing and Sales teams to identify, develop, lead and deploy business plans for customer key accounts. Generate new top-tier key accounts, open new selling and distribution channels as opportunities arise. • Actively market and sell Numi to large potential customers. Develop and maintain effective relationships with major and future high potential customers. • Create effective sales programs, targeted customer lists, and distributor relationships. Train broker agency/reps on Numi product portfolio, points of difference and purpose work. • Execute with excellence; Marketing, Communications and Go-to-Market strategies for new product/category launches. • Ensure expense management across the department to meet expense budget and create ROI metrics to ensure investments have profitable results. • Work closely with staff on promotional planning to maximize effectiveness while managing expenses. Budget/ Forecast • In conjunction with leadership team, develop an annual plan and budget that delivers results. • Create top-down and bottoms-up sales forecast for long range plans, yearly budget, and monthly monitoring of forecast against actual results. • Manage budget to actual performance and operate within that budget; meeting forecasted sales goals and profitability targets. • Identify opportunities, red flags, gaps, and evolving strategies to meet goals on a weekly basis. Check progress verses plan and adjust to business outages, competitive industry and changing customer environments. • Work closely with Operations to adjust monthly forecast for promotions, new customer sales and market changes that will impact demand. Management & Communication • Identify, train, coach and develop team member skills in areas where expertise is needed. Ensure that sales team members have short- and long-term goals aligned with department goals. Establish weekly meetings, feedback and reporting procedures. • Work with marketing team to develop and implement marketing tools that drive successful category sales; coordinate cross promotional activity between Retail and other channels. • Proactively communicate competitive field intel to marketing and create marketing support programs that drive sales results and enhance brand equity. • Oversee sales portion of regular company management meetings, review monthly and year to date variances in results, reporting on shifts in priorities to achieve goals. • Work with accounting to run reports needed to measure business. • Work closely with Operations teams to ensure proper and accurate forecasting, production and shipping occurring with customers. • Provide routine reporting to leadership team on progress of quarterly objectives. • Collaborate with cross functional teams (Marketing, Finance, Operations, and HR) and team members as necessary to deliver the business results. Salary range: Base salary up to $155,000 plus incentive plan. Numi offers competitive benefits including comprehensive medical, dental, vision and 401K with match.