Senior Customer Business Manager, Natural Channel
About the Company:
Glanbia Performance Nutrition (GPN), a wholly owned subsidiary of Glanbia, is a global leader in performance and lifestyle nutrition. Our portfolio includes industry-leading brands such as Optimum Nutrition, think!, Isopure, Amazing Grass, and BSN. We develop, manufacture, and market a full range of products including protein powders, ready-to-drink beverages, snacks, and health supplements, helping consumers achieve their performance and wellness goals.
Role Overview:
We are seeking a Senior Customer Business Manager (Sr. CBM) to lead and grow GPN's business across the Natural Channel, including key retailers such as Whole Foods Market, Sprouts Farmers Market, Trader Joe's, and other natural retail accounts, while also leading distributor relationships with UNFI and KeHE.
Key Responsibilities:- Customer & Business LeadershipLead business development and growth initiatives across Whole Foods, Sprouts, Trader Joe's, and other Natural Channel accounts
- Manage distributor relationships with UNFI and KeHE to maximize distribution, execution, and customer reach
- Own all aspects of customer development, including opportunity identification, relationship management, customer service interface, annual planning, and trade fund management
- Build and deliver annual business plans that align customer priorities with GPN growth objectives
- Identify, prioritize, and activate growth opportunities across assigned customers and distribution partners
- Lead Joint Business Planning initiatives with key customers where applicable
- Commercial Strategy & Execution
- Develop and deliver strategic selling presentations centered on assortment, pricing, promotion, category trends, and financial performance
- Build and execute customer-specific assortment, pricing, promotional, and distribution strategies
- Lead customer negotiations related to trade investments, promotional plans, pricing, and new item placements
- Create compelling category and consumer selling stories using syndicated data and marketplace insights
- Identify and capitalize on opportunities to expand distribution, assortment, and merchandising support across the Natural Channel
- Financial & Forecast Management
- Own customer and channel P&L performance, including trade spend optimization and return on investment
- Manage all trade planning activities, ensuring effective allocation of promotional investments
- Develop accurate sales forecasts and manage business performance against plan
- Monitor business results and develop corrective action plans when necessary to achieve revenue and profitability targets
- Distributor, Broker & Execution LeadershipLead and influence distributor partners, including UNFI and KeHE, to deliver customer, brand, and financial objectives
- Manage broker relationships to ensure execution excellence and alignment to strategic priorities
- Translate customer and channel strategies into actionable execution plans
- Monitor distribution, shelving, merchandising, and promotional performance to ensure successful in-market execution
- Support key customer meetings, trade shows, promotional events, and industry functions
- Cross-Functional Collaboration
- Partner with Sales Strategy, Category Management, Revenue Growth Management, Trade Development, Marketing, and Supply Chain teams to develop customer-specific growth plans
- Collaborate with internal stakeholders to ensure seamless execution of customer initiatives and promotional programs
- Share customer and channel insights that influence broader business strategies and priorities
Additional Responsibilities:- Serve as a Natural Channel expert within the organization
- Contribute to team culture by demonstrating and promoting Glanbia's core values
- Work remotely while maintaining the flexibility to travel as business needs require
Qualifications:- Bachelor's degree and 5+ years of experience in CPG, Natural Channel sales, or broker-led sales environments
- Strong analytical, financial, and forecasting capabilities
- Proficiency with syndicated data sources such as SPINS, Circana/IRI, and Nielsen
Advanced Microsoft Excel proficiency and strong working knowledge of Outlook and TeamsThis role is responsible for delivering profitable and sustainable growth through strategic customer leadership, distributor management, broker partnership, and disciplined trade investment management.
The Sr. CBM will develop and execute annual business plans, leveraging consumer, customer, and category insights to drive assortment, pricing, promotional, and distribution strategies that support revenue, margin, and EBITDA objectives. Success in this role requires strong commercial leadership, deep knowledge of the Natural Channel, exceptional relationship-building skills, and the ability to influence both internal and external stakeholders to deliver growth.
What we would like to offer you!
The opportunity to develop your career on a global stage, continuous learning through an on-demand learning platform, and a competitive compensation package including staff discounts, generous family leave policy, health & dental plan, competitive salary, 401K. Apply now and make a difference in the world of health and wellness! Glanbia provides a reasonable range of compensation for roles; the salary range for this role is $145,000- 175,000 plus car allowance and annual bonus. This range may not be applicable to other locations, and targeted salary is midpoint of range.
At Glanbia, we celebrate diversity, because we know that our individual strengths make us stronger together. We welcome and encourage interest from a wide variety of candidates, and we will give your application consideration, without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. At Glanbia our culture will celebrate individuality, knowing that together we are more.
