Wells Enterprises

Business Development Manager - Impulse Regional Chains Location: CA, United States Job Description: Description The Business Development Manager - Impulse Regional Chains position is responsible for driving growth, distribution, visibility, and share across the following convenience chains: Quik Trip, Plaid Pantry, Kwik Trip, Extra Mile, United Pacific, and potentially other regional convenience chains. This role owns commercial relationships with regional accounts, develops tailored business plans, leads negotiations, and ensures flawless execution of brand initiatives at point of sale. The manager acts as the key link between head-office strategy and in-market execution to win in high-velocity, impulse consumption occasions. Responsibilities Include - Account Management & Commercial Leadership - Manage a portfolio of regional impulse-channel chains (convenience, gas stations, travel centers). - Lead annual joint business planning (JBP), including revenue forecasts, promotional plans, pricing agreements, and distribution targets. - Negotiate contracts, trade terms, and promotional funding to deliver profitable growth. - Drive assortment recommendations and ensure compliance with planograms and category guidelines. - Business Development & Growth - - Identify new business opportunities within existing chains and by onboarding new regional partners. - Expand distribution of core SKUs and introduce innovation to maximize share of shelf and consumer reach. - Develop data-driven recommendations based on category insights, shopper behavior, and market trends in the impulse channel. - Execution Excellence • Partner with field sales teams, merchandising agencies, and distributors to ensure perfect store execution. - Monitor in-store availability, promotional compliance, pricing integrity, and POS placement. - Track execution KPIs at store level and implement corrective actions to close performance gaps. - Collaboration & Cross-Functional Alignment • Work closely with revenue management, trade marketing, supply chain, finance, and category management to deliver integrated customer plans. - Provide customer insights to inform product launches and impulse-occasion activations. - Coordinate supply and demand planning with customers to maintain high service levels. - Identify performance KPI’s for each retailer and ensure consistent communication to the field sales team. - Performance Management • Own P&L performance of assigned regional accounts (net sales, gross margin, trade investment). - Build annual trade spend budgets and internal retailer growth projects to support sales planning process. - Analyze sales data, customer scorecards, and operational metrics to report progress and identify risks. - Deliver accurate monthly forecasts and quarterly business reviews. Qualifications - Bachelor’s degree in business, Marketing, Sales, or related field. - 3–7 years of experience in CPG sales, trade marketing, or business development - Understanding of convenience retail operations and DSD distributor management - Proven success managing regional retail chains or impulse-channel customers. - Strong negotiation, strategic planning, and relationship-building skills. - Data-driven decision-making with proficiency in Office 365, BI tools, and syndicated data (e.g., Nielsen, IRI). Experience in handling trade spends and customer P&L. - Ability to travel as required. The base pay range for this position is $115,295 to $162,691 annually. Actual compensation will be determined based on experience, qualifications, and other job-related factors permitted by law. This pay range represents the anticipated salary for this position at this time. Wells Enterprises is an EEO/AA employer M/F/Vet/Dis #LI-remote

Role Description The Team Lead, Field Sales and Distribution Execution is responsible for achieving sales and trade spending objectives in the Central Division and with assigned distributor to support strategic growth plans for Foodservice distributors and operators. - Responsible for key, complex accounts, distributors, and broker (as assigned) aligned with strategic goals. - Leading personnel within the assigned Zone to achieve annual and strategic goals through planning support, personal development, and supporting the culture within the organization. - Lead field team and assigned distributors to attain top line through fact-based planning, identifying insights, and using gap analysis on Wells manufactured products to attain top and bottom line sales results. - Conduct monthly business reviews with team using analytic tools to create focused action items and plans to achieve goals within each area. - Manage and analyze sales forecast and trade funds to align within annual targets and coordinate with segment teams to achieve goals. - Lead sales team to support identifying targets and managing area objectives to attain annual volume goals. - Lead assigned distributor sales personnel to coordinate and execute strategies that support annual sales goal. - Communicate specific initiatives (Sysco, USF, PFS, GPOs) across sales teams and hold them accountable for results with each area. - Lead the Zone team using the Wells sales process and tools to identify key operator targets within specific markets, develop plans to secure new business, and expand portfolio within existing key customers/distributors. - Work with segment and national account cross-functional teams to attain key plan metrics such as total volume, profitability, pricing structure, forecasting, local/regional trade spend. - Partner with manager, team leads, and all cross-functional teams within the organization to effectively plan, manage, and execute the OOH and FDS strategies within assigned budget. Company Description Wells Enterprises, Inc. is the largest privately held ice cream manufacturer in the United States. Founded in 1913 by Fred H. Wells and run by the Wells family for generations, the company is an independent operating company of the Ferrero Group, one of the global leaders in sweet, packaged foods. - Wells produces more than 200 million gallons of ice cream per year and distributes products in all 50 states. - Wells manufactures its signature brand Blue Bunny®, lower-calorie Halo Top®, the iconic Bomb Pop®, and Blue Ribbon Classics®. - Wells employs nearly 4,000 ice cream aficionados across the country. - The company is headquartered in Le Mars, Iowa, where Wells has made Le Mars the “Ice Cream Capital of the World” as the largest manufacturer of ice cream in one location. - Wells operates two manufacturing plants in Le Mars, Iowa, a manufacturing plant in Dunkirk, New York, and a manufacturing facility in Henderson, Nevada. Benefits - Comprehensive benefits that enhance health and financial wellness. - Paid time off (PTO). - Eligible employees may receive an annual incentive bonus based on Company performance.

Role Description The Associate Business Development Manager in our Impulse Small Format division is primarily responsible for regional convenience store chains such as Hot Spots, MinuteMan, Busty Bee, Daybreak as well as distributors such as Artica, Sweetheart, Glacier Point. The Associate Business Development Manager is responsible for the development, implementation and attainment of sales programs matching strategic growth plans on assigned accounts. This includes prioritizing new account targets and obtaining introductory meetings with category managers. - Responsible for attainment of revenue, expanding points of distribution, innovation presentations and trade spend targets on assigned accounts to achieve the Ferrero strategy and objectives within the convenience channel. - Align with Team Leads to identify key targets by market. - Develop potential customers within key segments and use industry data and market knowledge to prospect accounts and create a pipeline of high value targets balancing short and long range. - Cold call local and regional accounts. - Build strategic relationships with key buying influencers within the convenience channel. - Develop relationships with key distributor personnel and work with internal teams to call on and close business. - Responsible for sales call follow up, creating awareness and direction. - Take point in the development, presentation and review of annual business plans for key customers. - Effectively leverage customer, industry, and internal sales information to understand the business, drive compliance and sustain a competitive advantage. - Build internal relationships with revenue management, channel strategy, finance, shopper marketing and supply chain to prepare for retailer meetings and add value to retailer programming. - Represents Wells at various trade shows, sales appointments and business meetings. Company Description