• Lead and grow Away From Home foodservice sales across the assigned territory, delivering new operator acquisition and incremental volume growth • Serve as Califia Farms foodservice brand representative and local market expert, ensuring strong brand presence and relevance across key channels • Execute targeted market and operator sales plans aligned to channel goals and strategic initiatives • Assess local market dynamics, including competitive activity and operator trends, and translate insights into territory performance improvement and quarterly planning • Prospect, develop, and sell to new foodservice operators within assigned markets, with a strong focus on café, bakery, breakfast, and other beverage-centric accounts • Participate in channel trade shows and local market events to generate qualified leads, support operator conversion, and strengthen market presence • Develop and maintain a new business pipeline, providing clear visibility into opportunity timing, expected volume, and overall impact • Maintain disciplined pipeline management, forecasting, and reporting using Salesforce and Power BI • Own and actively manage key performance metrics, including qualified leads, new account conversion rates, menu placements, and customer retention • Produce quarterly market and performance summaries highlighting sales activity, competitive trends, and volume contribution

• Collaborate with various teams (sales, product, c-suite, data science, engineering, and intelligence) to develop and implement sales strategies • Develop and maintain strong interpersonal relationships with senior stakeholders at new enterprise clients • Create compelling sales collateral to drive our value proposition • Craft and execute effective outreach strategies, including compelling email campaigns and sales presentations to executive leadership • Source new deals that drive value for clients, our partners, and Pendulum

Who is Cover Whale? Cover Whale improves road safety by combining the insurance products we sell with our data-driven driver coaching and safety program. Our safety program is proven to save lives while delivering better insurance for our drivers. We provide easy insurance options for our drivers at industry-leading insurance loss ratios for the insurance companies that support Cover Whale. The Commercial Auto and Trucking segment of the insurance industry badly needs our help, and so do the hard-working drivers who have been struggling with ever-increasing insurance costs year after year. Join us in the mission! The Role:  The Business Development Manager (BDM) – will report to the Retail Distribution Lead and will be responsible for managing a defined portfolio of retail distribution partners across a specific region. The BDM will execute strategies to increase premium production, deepen engagement with existing Tier 1 and Tier 2 partners, and identify new high-potential relationships within the region. This role requires maintaining approximately 50% of time in-field travel by plane. The BDM will balance in-person engagement with strategic account management, ensuring that partner relationships are actively nurtured and aligned with Cover Whale’s growth objectives. Responsibilities will include, but not be limited to:  - Collaborate with underwriting, marketing, and development teams to develop, manage, and drive distribution and partner premium generation. - Generate new relationships and develop current relationships to meet or exceed revenue goals with agency partners located in your territory.   - Represent Cover Whale in meetings with distribution partners, seminars, trade shows, and networking events. - Prospect new distribution partners and agents. - Identify and execute opportunities to further engage with current partners. - Establish, track, and report on KPIs while routinely meeting or exceeding goals. - Assist in the constant improvement of business development, partner management, and onboarding processes. - Establish a positive distribution team culture. - Carry out market trend research and competitor analysis to discover customers' needs. - Produce Strategic development goals to increase revenue growth with our trading partners. - Research, plan, and implement prospective accounts in target markets.  - Drive a better brand image amongst our current trading partners and prospects with continuous outreach. - Other duties as assigned.

Who is Cover Whale? Cover Whale improves road safety by combining the insurance products we sell with our data-driven driver coaching and safety program. Our safety program is proven to save lives while delivering better insurance for our drivers. We provide easy insurance options for our drivers at industry-leading insurance loss ratios for the insurance companies that support Cover Whale. The Commercial Auto and Trucking segment of the insurance industry badly needs our help, and so do the hard-working drivers who have been struggling with ever-increasing insurance costs year after year. Join us in the mission! The Role:  The Business Development Manager (BDM) – will report to the Retail Distribution Lead and will be responsible for managing a defined portfolio of retail distribution partners across a specific region. The BDM will execute strategies to increase premium production, deepen engagement with existing Tier 1 and Tier 2 partners, and identify new high-potential relationships within the region. This role requires maintaining approximately 50% of time in-field travel by plane. The BDM will balance in-person engagement with strategic account management, ensuring that partner relationships are actively nurtured and aligned with Cover Whale’s growth objectives. Responsibilities will include, but not be limited to:  - Collaborate with underwriting, marketing, and development teams to develop, manage, and drive distribution and partner premium generation. - Generate new relationships and develop current relationships to meet or exceed revenue goals with agency partners located in your territory.   - Represent Cover Whale in meetings with distribution partners, seminars, trade shows, and networking events. - Prospect new distribution partners and agents. - Identify and execute opportunities to further engage with current partners. - Establish, track, and report on KPIs while routinely meeting or exceeding goals. - Assist in the constant improvement of business development, partner management, and onboarding processes. - Establish a positive distribution team culture. - Carry out market trend research and competitor analysis to discover customers' needs. - Produce Strategic development goals to increase revenue growth with our trading partners. - Research, plan, and implement prospective accounts in target markets.  - Drive a better brand image amongst our current trading partners and prospects with continuous outreach. - Other duties as assigned.