Manager Key Account Development

Essential Job Functions

- Execute against a defined whitespace map prioritizing underrepresented accounts within the regional mainstream grocery and specialty chain landscape. - Identify new business opportunities and assess product-market fit for target accounts by evaluating shopper demographics, store format, category dynamics, and competitive landscape. - Negotiate trading terms, promotional commitments, and distribution agreements with new retail partners. - Build and manage a structured pipeline from initial outreach through sell-in, contract execution, first shipment, and scale-up. - Manage the post-launch incubation period by driving velocity, expanding assortment and distribution, and establishing promotional cadence. - Refine go-to-market strategies based on sales data, shopper feedback, and market performance. - Develop store-level execution playbooks covering shelf standards, display priorities, and sampling protocols. - Monitor competitive activity and shelf conditions to identify threats and opportunities. - Build, train, and manage store-level field teams responsible for merchandising, sampling, and in-store sales activity. - Build and maintain relationships with regional buying teams, category managers, and store-level decision makers. - Partner with broker and distributor networks to accelerate new account activation. - Maintain pipeline, account tracking, and territory performance reporting. - Track field team performance using store-level data and retail audits. - Contribute to quarterly business planning, forecasting, trade investment alignment, and new account revenue projections.

Perform other duties as assigned.

Requirements

Minimum Qualifications

- Four years of CPG food sales experience with a focus on new business development within regional mainstream grocery and specialty retail.

Preferred Qualifications

- Bachelor's degree in Business, Marketing, Sales, or a related field. - Bilingual a plus.

• Established relationships with regional grocery and specialty chain buyers and category managers.

- Knowledge of contract terms, pricing strategies, and procurement processes. - Experience meeting or exceeding sales targets in a competitive environment. - Experience building or managing field teams, demo programs, or outsourced merchandising agencies. - Familiarity with broker and distributor management in regional markets. - Experience with regional mainstream grocery banners and specialty chains.

Knowledge, Skills & Abilities

- Ability to assess product-market fit and tailor commercial strategies to market demographics and shopper profiles. - Working knowledge of syndicated data tools (IRI/Circana, Nielsen) and category management principles. - Strong communication and presentation skills. - Strong organization and pipeline management skills - Collaboration, facilitation, and negotiation skills. - Ability to build and maintain strong relationships. - Commercial awareness. - Troubleshooting, organizational, and problem-solving skills. - Ability to work effectively under pressure and meet deadlines. - Customer-focused mindset. - Experience in sales, negotiation, or customer-facing roles. - Results-driven mindset and strong closing skills. - Ability to work independently and manage multiple opportunities simultaneously. - Proficiency with CRM systems and sales reporting tools.

Physical Requirements

- Usual office environment with frequent sitting, walking, and standing. - Occasional climbing, stooping, kneeling, crouching, crawling, and balancing. - Regular use of hands and arms to handle objects, tools, and controls. - Oral and auditory capacity for interpersonal communication and telephone use. - Ability to reach, talk, hear, and climb stairs.

Ability to occasionally lift or move office products and supplies up to 20 pounds.

Benefits

- 401(k) - Dental insurance - Employee assistance program - Health insurance - Paid time off - Vision insurance - And more......