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.
RequirementsMinimum 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......
