Senior Strategic Military Channel Customer Development Manager – Spearheading Growth, Distribution, and Brand Visibility in the Military Retail Marketplace for brighthush

About brighthush

brighthush isn’t just a consumer packaged goods (CPG) brand; it’s a movement that transforms everyday moments into extraordinary experiences. With a heritage built on relentless innovation, uncompromising quality, and a passion for bringing people together, brighthush has earned trust across the global CPG landscape. From premium snack lines to lifestyle essentials, we create products that resonate with consumers worldwide. Now, brighthush is expanding into a dynamic, highly regulated marketplace that offers unparalleled growth potential: the military retail channel.

Why the Military Channel Matters

The military retail ecosystem is a unique blend of tradition, discipline, and opportunity. It’s a market where brand visibility translates directly into loyalty, where shelf placement can drive long‑term consumption, and where strategic partnerships unlock new revenue streams. For brighthush, entering this channel is not just a business decision – it’s a chance to serve a community that values quality, reliability, and service. By positioning our products in military stores, we can create lasting connections with service members, their families, and the broader defense community.

Role Overview

As the Senior Strategic Military Channel Customer Development Manager, you will be the linchpin that drives sales volume, net revenue, and category share for our portfolio within the military channel. You will own the sales strategy for key government and military accounts, including DeCA, AAFES, NEXCOM, MCX, and CGX, while managing broker networks and executing joint business plans that unlock new distribution placements and optimize shelf presentation. This role is remote, but we prefer candidates based in the Dallas, Texas area and expect quarterly travel to key markets to maintain face‑to‑face relationships and support in‑store initiatives.

Key Responsibilities

• Account Ownership: Build and nurture long‑term relationships with primary military buyers (DeCA, AAFES, NEXCOM, MCX, CGX) and broker partners. Secure new distribution placements and enhance shelf visibility through strategic negotiations.
• Revenue & Profit Leadership: Set ambitious top‑line and bottom‑line sales targets, develop actionable plans, and drive execution to exceed goals. Own the full P&L for the military channel.
• Strategic Planning: Create 1–3 year customer plans that align with brighthush’s annual business objectives. Incorporate DSMP (Distribution, Shelving, Merchandising, Pricing) strategies that fuel category growth and maximize ROI.
• Data‑Driven Decision Making: Analyze customer data, market trends, and performance metrics to identify opportunities, forecast demand, and adjust tactics accordingly. Deliver insights that inform product assortment, pricing, and promotional strategies.
• Cross‑Functional Collaboration: Partner with Demand Planning, Retail Growth Management, Sales Strategy, Marketing, Supply Planning, and Finance to ensure cohesive short‑ and long‑term channel strategies. Act as the bridge between the military channel and the broader organization.
• Communication & Reporting: Provide transparent, timely updates to internal stakeholders and external partners. Present insights and recommendations in a compelling manner that drives action.
• Broker Network Management: Train, lead, and evaluate broker teams. Ensure alignment with brand standards, sales objectives, and compliance requirements.
• Operational Excellence: Oversee deduction and accounts receivable issues, ensuring accurate billing and timely collections. Resolve operational bottlenecks that impact sales performance.
• Continuous Improvement: Identify process gaps, propose solutions, and champion best practices across the military channel. Drive a culture of innovation and efficiency.
• Additional Duties: Perform other related responsibilities as assigned to support the broader sales organization and contribute to brighthush’s overall success.

Essential Qualifications

• Bachelor’s degree in Business, Marketing, Supply Chain, or a related field (or equivalent experience).
• Minimum of 5 years of CPG experience, with at least 3 years in direct sales within military or government channels.
• Proven success in driving sales growth, category share, and profitability in a regulated marketplace.
• Strong communication, presentation, and negotiation skills, with the ability to influence at all organizational levels.
• Advanced proficiency in Microsoft Office (Excel, PowerPoint, Word) and familiarity with CRM systems.
• Self‑motivated, results‑oriented, and comfortable working in a fast‑paced, dynamic environment.
• Willingness and ability to travel 30–40% of the time to key military retail locations.

Preferred Qualifications

• Experience managing a broker network or working closely with third‑party distributors.
• Knowledge of military retail regulations, procurement processes, and key decision‑makers.
• Track record of developing and executing DSMP plans that deliver tangible shelf impact.
• Strategic mindset with the ability to translate market insights into actionable business plans.
• Leadership experience in cross‑functional teams and ability to drive collaboration.

Skills & Competencies

• Strategic Thinking: Ability to see the big picture while managing day‑to‑day details.
• Relationship Building: Skilled at building trust and rapport with internal and external stakeholders.
• Analytical Acumen: Strong data interpretation skills to inform decisions and forecast outcomes.
• Communication: Clear, concise, and persuasive verbal and written communication.
• Project Management: Excellent organizational skills, capable of juggling multiple priorities.
• Adaptability: Comfortable navigating change and ambiguity in a complex market.
• Team Player: Collaborative mindset, eager to share insights and support colleagues.

Career Growth & Learning Opportunities

At brighthush, we believe in nurturing talent and providing clear pathways for advancement. As a Senior Strategic Military Channel Customer Development Manager, you will:

• Gain exposure to senior leadership and influence strategic direction across the organization.
• Develop expertise in a niche, high‑impact channel that is critical to our portfolio’s success.
• Participate in leadership development programs, mentorship, and cross‑functional projects.
• Access continuous learning resources, including industry conferences, workshops, and internal training modules.
• Potential to transition into broader sales leadership roles, channel strategy, or global business development.

Work Environment & Company Culture

Our remote work model empowers you to balance flexibility with collaboration. You’ll work from a dedicated home office, leveraging modern digital tools such as Microsoft Teams, Slack, and Zoom to stay connected with teammates and stakeholders. Despite the remote nature, we foster a culture of camaraderie, accountability, and shared purpose. You’ll partner closely with Sales Managers overseeing other retail channels, sharing consumer insights, aligning pricing guardrails, and executing cohesive national brand campaigns.

At brighthush, we celebrate diversity, inclusion, and the unique perspectives each team member brings. Our culture is built on:

• Innovation: Encouraging creative problem‑solving and continuous improvement.
• Integrity: Upholding the highest ethical standards in every interaction.
• Collaboration: Working together across functions to achieve shared goals.
• Recognition: Celebrating achievements and milestones, both big and small.
• Community: Engaging in volunteer initiatives and supporting local causes.

Compensation & Benefits

We offer a competitive total rewards package that reflects your expertise and contributions:

• Base Salary: $140,000 – $170,000 annually (subject to market data, internal equity, and experience).
• Incentive Compensation: Annual performance bonuses tied to individual and company metrics.
• Health & Wellness: Comprehensive medical, dental, and vision plans.
• Insurance: Life and disability coverage.
• Retirement: 401(k) plan with company match.
• Paid Time Off: Generous PTO, paid holidays, and flexible vacation policies.
• Professional Development: Reimbursement for certifications, courses, and industry events.
• Employee Assistance: Programs supporting mental health and work‑life balance.
• Other Perks: Employee discounts on brighthush products, wellness stipends, and more.

Travel & Physical Demands

Travel is an integral part of this role, with approximately 30–40% of the time spent on the road to meet with military buyers, attend trade shows, and support in‑store initiatives. Physical demands include:

• Regular standing, walking, and reaching with hands and arms.
• Ability to lift, carry, and maneuver 25+ pounds of product cases, display materials, and sales supplies during retail visits.
• Close vision required for detailed tasks.

Equal Employment Opportunity

brighthush is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, disability, or any other protected status.

Ready to Join the brighthush Team?

If you’re a strategic thinker with a passion for building relationships, driving measurable results, and navigating a regulated marketplace, we want to hear from you. Bring your expertise, ambition, and commitment to excellence, and help us elevate brighthush’s presence in the military retail channel. Apply today and become part of a brand that turns everyday moments into extraordinary experiences.