Bachelor's degree in business or related field; MBA preferred
5+ years of food industry sales experience; Retail CPG experience preferred
Experience managing brokers preferred
Demonstrated leadership and performance management skills
Proven ability to develop and execute strategic account plans
Strong understanding of competitive landscape and industry trends
Track record of delivering sustained P&L growth
Responsibilities
Lead and manage sales activities for assigned accounts
Drive distribution expansion and promotional planning
Develop and manage sales forecasts and account performance tracking
Represent accounts in cross-functional meetings
Identify and develop new business opportunities
Partner with marketing on product innovation and digital strategies
Analyze complex business situations to inform decision-making
Benefits
Remote role with approximately 40% travel required
Full Job Description
Position Summary
The Regional Sales Manager is responsible for leading all sales activities for assigned Kroger accounts and other regional customers. This role drives the strategic direction, development, and execution of account-specific business plans across multiple product categories to maximize revenue, profitability, and volume.
The Regional Sales Manager manages both broker-led and direct customer relationships, with full accountability for profit and loss performance. This role requires consistent achievement of budget targets and contribution to overall business growth.
Essential Functions
Lead and manage all sales activities for assigned accounts, including the development and execution of long-range and annual business plans to achieve sales, profit, and volume objectives.
Drive distribution expansion, promotional planning, and trade spend management within established guidelines.
Develop and manage sales forecasts; lead promotional execution, trade strategy, and account performance tracking.
Represent assigned accounts in cross-functional meetings, collaborating with internal teams such as marketing, supply chain, and finance.
Own day-to-day and strategic account management to win, maintain, and grow business.
Identify and develop new business opportunities, including new customers, channels, and private label initiatives.
Partner with marketing on product innovation, commercialization, and digital engagement strategies.
Balance tactical execution and strategic planning (approximately 50% / 50%).
Analyze complex business situations using both quantitative and qualitative data to inform decision-making.
Lead sales planning best practices, including pipeline management and Sales Action Planning processes.
Manage cross-functional projects at a strategic level.
Develop and execute growth strategies aligned with overall business objectives.
Maintain full budget and P&L responsibility for assigned accounts.
Perform additional duties as assigned.
Core Competencies
Strong negotiation, collaboration, and influencing skills with major retail customers
Advanced analytical and problem-solving abilities
Excellent written and verbal communication skills; composed under pressure
Ability to thrive in a matrixed organization and work cross-functionally
High proficiency with data systems, analytics tools, and syndicated data
Understanding of traditional and digital paths to purchase
Strong organizational and time management skills
Self-starter with the ability to manage a dynamic workload
Skilled in presentation development, including PowerPoint
Medium level of Microsoft Office capabilities, specifically Excel.
Innovative, adaptable, and results-oriented
Education and Experience
Bachelor's degree in business or a related field required; MBA preferred
Minimum 5+ years of food industry sales experience; Retail CPG experience preferred
Experience managing brokers preferred
Demonstrated leadership, coaching, and performance management skills
Proven ability to develop and execute strategic account plans
Strong understanding of the competitive landscape and industry trends
Track record of delivering sustained P&L growth
Travel Requirements
Remote role with approximately 40% travel required
Disclaimer: This position description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the team member. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.
