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Senior Manager, Emerging Brands

  • Job Type: Full Time
  • Location: Arlington, VA

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Primary Purpose

Initiate, develop and manage sales & marketing strategies for the new small companies program to assist small food manufacturers and niche food brands prepare to reach grocery distribution. The focus on our set of services in this program is for the companies to have healthy trading partner relationships with grocery retailers.

The target companies have past the incubator stage and have a product or a line of products with small, regional distribution, employ between 5 to 50 people with annual sales revenue between $500k - $5 million. Our target companies will need assistance in food safety, increasing their manufacturing capacities, distribution options, financing, supply chain and other areas as they prepare for grocery distribution.

In order to prepare the companies for healthy trading partner relationships, the programs offered might include:

  • Workshops, webinars, podcasts with general business training and grocery distribution insights
  • Creating connections to financing resources
  • Access to a coaching and mentoring network
  • Access to a digital learning and networking environment
  • Providing opportunities for retail category buyer feedback
  • And more services to help companies reach grocery distribution 

Essential Job Functions



  • Work with Vice President, Marketing and Events to formulate and execute short- and

    long-term organizational and marketing program-related plans

  • Work with program partners to create, implement and evaluate marketing and

    promotional plans and creative projects and adjust, as needed, for program growth (with a heavy emphasis on digital marketing)

  • Conduct performance analysis to identify opportunities for improvement of marketing plans

  • Negotiate advertising contracts and barters in coordination with the marketing team

  • Construct and maintain marketing budgets


  • Oversee the creation of content for program workshops, webinars, podcasts, etc.
  •  Develop an online subscription-based education and networking website
  • Coordinate live events together with the FMI Education team


  • Work with Vice President, Marketing and Events to formulate and execute short- and long-term organizational and sales program-related plans
  • Develop a sales plan and conduct outbound sales calls to grow subscribers
  • Construct and maintain sales budgets


  • Work with Vice President, Marketing and Events to create a program pricing model
  • Engage an internet group of external Subject-Matter-Experts who will serve as coaches and  advisors on a limited basis
  • Work collaboratively with the FMI Industry Relations team and other subject matter experts team to develop an efficient and effective process to assist companies in various areas.
  • Develop a retailer advisory committee and manage their engagements with the program

  • Manage collaboratively with partners to promote referrals to the FMI program
  • Develop and manage a customer service plan
  • Identify needs for new outside resources, devise contracts, manage relationships and ensure quality and timeliness of deliverables
  • Create strategies for building program awareness at FMI signature events and conferences


Other Job Functions

  • Keep Senior staff, membership and industry relations staff informed of program revenue and programs so that, as they visit with members, they can promote the program
  • Analyze new programs and opportunities and recommend new programs and program enhancements
  • Develop processes to maximize efficiencies and organization
  • Attend other department staff meetings to gain industry knowledge.
  • Other duties and projects as assigned or directed 

Physical Requirements

Normal office environment requiring use of typical business equipment (e.g., computer, telephone, fax, copier, etc.). Ability to travel on behalf of FMI (locally and out of town trips) at least 25% of the time. 

Education Skills Experience Required

  •  A college degree and/or coursework in business administration, marketing/sales or other related field
  • Must have a solid marketing and sales background
  • Must have a thorough understanding of the food industry
  • Five plus years of relevant experience and a proven track-record listening to the needs of small companies and formulating strategies to help them succeed 
  • Previous experience with product development and retail/start-up companies is preferred
  • Strong business acumen with an ability to critique new programs and opportunities and quickly offer suggestions and program enhancements 
  • Solid relationship and team-building experience working with internal and external stakeholders
  • Strong team orientation with a preference to work within and lead teams towards success
  • Expert-level written and verbal communication skills (including presentation skills)
  • Must have an entrepreneurial, flexible and open mindset
  • Strong time management, organization and project management skills.
  • Must be able to develop and make updates to company websites
  • Expertise in using the entire Microsoft Office Suite (2010) – Word, Outlook, Excel and PowerPoint. 
  • Ability to organize, prioritize and accomplish multiple tasks with strict attention to detail
  • Must be a creative and proactive self-starter
  • Strong customer service and team orientation

FMI is an equal opportunity employer.