Manager Key Account Development - Commercial Channels

POSITION SUMMARY

This role is responsible for identifying, prospecting, and winning new business with regional mainstream grocers and specialty chains across key geographies. This position will own the full new account lifecycle including initial outreach and sell-in through first shipment, scale-up, and ultimate transition to the company's existing account management infrastructure.

This position will focus on opening new doors within the regional mainstream grocery and specialty retail landscape, operating in under-represented territories, and assess product-market fit and tailoring commercial strategies to the demographic and shopper profile of each market.

Essential Job Functions

• Execute against a defined whitespace map prioritizing under-represented accounts within the regional mainstream grocery and specialty chain landscape; Identify new business opportunities; assess product-market fit for each target account, evaluating shopper demographics, store format, category dynamics, and competitive set to determine the right assortment and entry strategy
• 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
• Own through the post-launch incubation period including but not limited to driving velocity, expanding assortment and distribution, and building the promotional cadence needed to establish the brand within the retailer; Refine go-to-market strategies during scale-up based on early sales data, shopper feedback, and market-level performance, adjusting assortment, placement, and promotional tactics to better match local demographics
• 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 - in-house, outsourced, or hybrid - responsible for merchandising, sampling, and in-store sales impulse activity, ensuring alignment to brand standards, execution quality, and budget
• Build and maintain strong relationships with regional buying teams, category managers, and store-level decision-makers; Partner with broker and distributor networks to extend coverage and accelerate new account activation
• Maintain pipeline, account tracking, and territory performance reporting; Track field team performance using store-level data and retail audits to identify gaps and optimize coverage; Contribute to quarterly business planning including territory forecasting, trade investment alignment, and new account revenue projections
• Other duties as assigned

Requirements

MINIMUM QUALIFICATIONS

• Four (4) years experience of CPG food sales with a focus on new business development within regional mainstream grocery and specialty retail
• License/Certifications
• N/A

Preferred Qualifications

• Bachelor’s degree in business, Marketing, Sales, or a related field
• Established relationships with regional grocery and specialty chain buyers and category managers across one or more geographies
• Knowledge of contract terms, pricing strategies, or procurement processes
• Prior 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