Business Development Manager, Foodservice (Remote - Eastern U.S., Major Cities)

About Spindrift

At Spindrift, we’re making every beverage a positive force of nature. Founded in 2010, we believe the best flavors come directly from nature. That’s why every Spindrift beverage is made the hard way—with real squeezed fruit, never from concentrate. From sourcing the best-tasting fruit globally to maintaining a carefully honed manufacturing process, we believe in doing things the hard way, the intentional way, the better albeit more challenging way, the right way – because, in the end, it's worth it. Spindrift® sparkling water is available nationwide, while Spindrift Soda and Tea are available in select markets. We are also a proud member of 1% for the Planet, donating to environmental causes. Spindrift is headquartered in Newton, MA.

Role Overview

The Business Development Manager, East will drive Spindrift’s growth across foodservice distributors and operator accounts throughout the eastern half of the United States. This role is directly accountable for expanding distribution, increasing velocity, and delivering profitable growth across key foodservice segments including workplace dining, restaurants, and travel & leisure.

You will secure new business with leading distributors and operators while managing and growing existing partnerships. By expanding Spindrift’s presence in high-impact foodservice environments, you will help drive consumer trial, increase brand visibility, and unlock new consumption occasions.

This role requires a high level of ownership, strong commercial acumen, and the ability to operate both strategically and tactically in a fast-paced, entrepreneurial environment. Travel is expected to be 50%+.

Key Responsibilities

• Business Development: Identify, target, and win new business with priority distributors and operators. Build and execute against a robust pipeline to deliver quarterly and annual growth goals.
• Sales & Account Growth: Deliver against revenue and gross margin targets across assigned accounts and geographies. Grow existing distributor and operator relationships while expanding distribution and product assortment.
• Market Strategy & Execution: Prioritize markets and accounts based on opportunity. Develop and execute tailored plans to increase availability, visibility, and velocity.
• Distributor Management: Build strong partnerships with key distributors (e.g., Sysco, US Foods, Vistar), ensuring alignment on priorities, execution, and growth initiatives.
• Customer Engagement: Deliver compelling, insight-driven presentations to senior stakeholders. Position Spindrift as a strategic partner and drive joint business planning.
• Cross-Functional Collaboration: Partner with Marketing, Finance, and broader Sales teams to unlock growth through promotions, programming, and strategic investments.
• Operational Excellence: Manage core business processes including forecasting, sales tracking, rebates, and reporting with strong attention to detail.
• Brand Advocacy: Build excitement for the Spindrift brand with partners, solve problems creatively, and drive consumer trial in foodservice environments.
• Strategic Planning Support: Contribute to annual and long-term planning by identifying trends, opportunities, and risks within the foodservice channel.

Qualifications

• College degree preferred
• 7+ years of progressive experience in foodservice sales within beverage, food, or a related industry
• Proven track record of delivering sales and margin growth across distributor and operator accounts
• Strong relationships with key foodservice players (e.g., QSR, Compass, Sodexo, Aramark, Sysco, US Foods, Vistar)
• Ability to balance strategic thinking with hands-on execution
• Strong analytical and financial acumen; comfortable using data to inform decisions
• Excellent communication and presentation skills, with experience engaging senior stakeholders
• Highly self-motivated with the ability to work independently and navigate ambiguity
• Proficient in Excel, PowerPoint, and sales reporting tools
• Passion for health, clean ingredients, and building brands consumers love

What We Offer

• The opportunity to drive growth for a fast-growing, differentiated brand in high-impact foodservice channels
• A collaborative, entrepreneurial, and mission-driven culture
• Competitive compensation, incentive opportunities, and benefits

In addition to the salary range for this position ($105K - $125K), Spindrift offers the following compensation and benefits:

• Short-term incentive programs specific to level and department
• Medical, dental, and vision insurance, with a current employer contribution rate of 80% towards monthly premiums, regardless of plan type selected
• Company-paid life insurance, and a 401k retirement savings plan with a company match
• Monthly cell phone allowance and car allowance
• Annual allowances for personal use of Spindrift product, health and wellness, professional development, and social justice education
• A host of voluntary benefits including but not limited to additional life insurance, short-term disability, long-term disability insurance, etc.
• In addition to any paid leave benefits required by regulation, the company provides paid parental leave, vacation, sick, personal, bereavement, community service, and holiday time