Category Development Manager – Concierge & New routes to market

Sales United States


We’re starting a new chapter in our journey as Dreyer’s Grand Ice Cream, now part of Froneri. Having nearly 100 years of winning experience in the U.S with a robust portfolio of powerhouse brands that consumers know and love, and the backing of a global pure-play ice cream organization, we’re poised to accelerate growth.

Headquartered in the Bay area, a hub for up-and-coming food trends, we focus on both the future and the present. In both our offices and our factories, we are determined to overcome obstacles, learn from failure, and raise our game. With a renewed focus on frozen treats, our tight-knit team of ambitious innovators are fully immersed in the business and encouraged to flex and make decisions quickly. We are committed to pursuing every great idea and delivering the best ice cream experience to our consumers, when are where they want it.

Unleash your potential at Dreyer’s Grand Ice Cream and discover what a sweet career has in store for you.

Position Summary:

Our Category Development manager - concierge/new routes to market will report directly to the Category Development Manager lead on Omni/Concierge, while being part of a team that reports to the Director of Ebusiness & Digital transformation who leads the brand strategy team, ecommerce sales team, shopper marketing team and commercial technology team.  This role will drive the overall sales strategy and go-to-market roadmap for the platforms and partner retailer ecosystem. This is a remote based,customer-facing and Dreyer’s sales-facing role and will require travel depending on the customer and state landscape.

Main Purpose of Job:

The consumer journey from awareness to conversion is experiencing unprecedented change. From eCommerce shopping platforms (grocery pick-up and delivery) to significant advancements in retailer digital media, the CPG retail marketing landscape has changed forever.  Winning in this environment requires new capabilities in, eCommerce/Omni-Commerce, Consumer Marketing, Technology and Media.

As the Category Development Manager - concierge/on demand ecommerce you will lead existing (and eventually new) strategic partnerships that reside in the concierge and on-demand channel –  partnerships include Instacart, DoorDash and Shipt. You will be managing and leading the day-to-day interactions and driving strategic objectives across these accounts/platforms.

You are focused on account/platform-facing responsibilities driving activities including, but not limited to, sales forecasting, marketing & merchandising strategy and activation as well as financial budgeting.

In addition to growth activities focused on growing our share position within each concierge/on-demand platform, you will also be working closely with Dreyer’s account teams  to ensure these concierge/on-demand platforms are integrated into respective account’s overall go-to-market strategy and performance analysis as well as the shopper marketing team to ensure omni-channel marketing strategies are inclusive of the retailer’s concierge/on-demand fulfillment modes.


  • Implementation and development of Key Accounts growth strategy and recommend actions to meet goals – specific focus on the eBusiness sub-channels of concierge (Instacart, Shipt etc) and the emerging on-demand economy with newer routes to market
  • Actively participate in distribution strategy
  • Elaborate and implement Key Account plans and ensure main stakeholders are aligned to them
  • Establish a competitive set / risk management, using market Insight competition & shopper insight
  • Build strong relationship with existing and new accounts as well as strong performance mindset, nurture positive and efficient long-term relationship all levels.
  • Negotiate with the Key Account the necessary actions and activities to establish Dreyer's Grand Ice Cream Brands as category leader


  • Bachelor’s Degree required, preferably in a business-related field, Marketing/Digital Marketing, Finance, Economics. MBA a plus.  
  • 5+ years of experience in a customer-facing or commercial strategy role; previous experience working with digital accounts or on-demand channel a plus                                     
  • Omni-channel go-to-market strategy background: Experience working or leading both trade and marketing activations for accounts.
  • Experience in Strategic Planning required. Securing direct manager alignment and validation across multiple cross-functional business units plus external stakeholders.
  • Financial knowledge - P&L and vendor / brand financials.   
  • Media strategy and planning: Knowledge/experience  planning, executing, optimizing and reviewing media plans in partnership with retailers is a preferred qualification
  • Paid Search: Experience building strategy and optimizing search approaches and campaigns in conjunction with media partners is a preferred qualification.                                                                    
  • Strong Project Management skills.
  • Ability to work under pressure, managing several projects simultaneously with minimal supervision.                                                                                           
  • Strong Analytical skills - Ability to work with numbers: generate reports and statistical data, ability to interpret that data and in turn identify problems, opportunities, trends and develop solutions required.       
  • Strong Technical skills - Ability to fluently navigate within customer portals / dashboards as well as internal platforms.   

The pay scale for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The pay scale disclosed below has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Dreyer’s Grand Ice Cream, it is not typical for an individual to be hired at or near the top of the range for their role, and compensation decisions are dependent on the facts and circumstances of each case. The pay range for prospective employees in this role is between $110,000 and $130,000 per year.

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.