Sales Manager (CPG)

About the role

We are seeking a dynamic Sales Manager (CPG & Grocery) to lead and expand our grocery retail channel, with a focus on both KeHE and UNFI. This role is responsible for driving revenue growth, managing key retail partnerships, and executing strategic initiatives that elevate Essor’s brand presence across multiple product lines.

Responsibilities

• Strategic Account Leadership: KeHE & UNFI Channel Ownership
• Own and manage a $20MM portfolio with a primary focus on KeHE and UNFI, utilizing deep expertise to onboard multiple Essor brands and maximize distribution opportunities.
• Business Strategy: Develop and implement strategic account plans and forecasts to meet both revenue and profitability objectives.
• Technical Operations: Master the operational back-end of KeHE Connect and UNFI Insights - including item set-up, promotional submissions, and deduction reconciliation - to ensure accuracy and account health.
• Execution & Collaboration: Lead data-driven line review preparations and buyer recommendations while collaborating with cross-functional teams (marketing, operations, and finance) to ensure smooth execution.
• Tech-Forward Execution: Actively partner with the Engineering and Data teams to automate reporting workflows, ensuring a "single source of truth" for account health and performance metrics.
• Ai Implementation: Explore and advocate for AI-powered analytics to better anticipate market shifts, competitor moves, and regional demand surges.
• Business Planning & Operations: Forecasting & Performance: Build and maintain accurate sales forecasts and business plans for key accounts, monitoring performance trends to adjust strategies and exceed targets.
• Inventory Optimization: Optimize fill rates and on-time delivery (OTIF) metrics at KeHE and UNFI by proactively managing inventory levels at distributor DCs to minimize out-of-stocks, slow-moving stock, and retail fines.
• External Engagement: Serve as the primary point of contact for all buyer communications and negotiations, while representing Essor at industry trade shows and conferences to strengthen key retail and distributor relationships.
• Trust-Based Partnerships: Establish and maintain strong, trust-based relationships with grocery buyers and retail partners through travel and high-touch communication.
• Team Mentorship: Manage and mentor a Sales Associate by providing coaching, performance feedback, and professional development opportunities to foster a collaborative, results-driven team environment.

Requirements

• Experienced grocery account manager with a proven track record of managing and scaling a revenue portfolio of up to $20MM within KeHE and UNFI.
• Mastery of distributor portals (KeHE Connect, UNFI Insights) and a deep understanding of item setup, line reviews, chargeback codes, and logistical models like FOB vs. Delivered pricing.
• A results-driven professional with excellent communication and negotiation skills, and a history of leading high-performance teams to achieve ambitious sales targets.
• Willingness to travel as needed to engage key retailers, attend industry events, and strengthen distributor relationships.
• A curious professional with a high technical aptitude, eager to learn new software and explore how emerging technologies (like Generative AI) can streamline administrative burdens.

Qualifications

• Experience working with major retailers and proficiency in retail data analytics tools to optimize sales strategies.

Skills

• Strong leadership and strategic planning skills.
• Excellent communication and negotiation skills.
• Ability to work independently and as part of a team.
• Proficiency in Microsoft Office Suite.
• Understanding of retail operations and supply chain management.
• Experience with AI and automation tools.

Benefits

We offer a supportive, diverse, and global team with a growth mindset. We provide a flexible (hybrid) working environment and great opportunities to get involved with exciting projects.

Pay

The estimated salary range for this role is $130 - $140K per year. Final compensation will be determined based on factors such as experience, skills, and location.

Schedule

We are an Equal Opportunity Employer. All qualified applicants for employment without regard to race, color, religion, sex, gender, sexual orientation, gender identity, ancestry, age, or national origin will be considered.