National Sales Manager-Small Format

Posted 4 months ago

Position Reports To:   Vice President, Sales                                                               

Position Summary:

The National Sales Manager is responsible for the sales, promotional spending, planning and selling activities for any Direct Retail Partner, Distributor, and Broker assigned to Small Format inclusive of the Convenience, Drug, Foodservice, and Export channels, to deliver company revenue and profit goals. This individual will consistently lead, role model, and demonstrate the company’s core values of respect, honesty, integrity, diversity, inclusion and safety of others.

Essential Job Functions:

  • Manage all broker and distributor business relationships for Small Format – attain sales plans, achieve distribution objectives, develop and execute the channel strategic plan, set objectives, create and manage tactics to meet strategic objectives
  • Handle direct sales and work closely with DSD team to service stores in support of the core portfolio, promotional activity, seasonal execution, and new item cut in
  • Achieve sales plan, both volume and profit, within trade spending budget
  • Achieve distribution objectives
  • Planning, forecasting and reporting – develop an annual sales and spending plan by customer in collaboration with Trade Marketing and Finance including pricing, feature & display performance, and item authorization goals
  • Responsible for assisting in setting revenue expectations, disciplined forecasting, seasonal pack execution, pursuit of high volume opportunities, and reporting information, achievements, and issues
  • Secure retail promotional opportunities within trade spending guidelines and conduct post analysis to assess ROI
  • Execute strategic sales process to generate sales opportunities – identify new sales opportunities, secure high-level appointments, and manage opportunities to close of deal
  • Provide information and objectives to brokers, following up to ensure they are on track and focused
  • Build rapport with key buyers and senior management with the customer along with executing annual Top to Top meetings
  • Negotiate terms of business with customers/brokers to achieve win/win results that provide the basis for strong ongoing relationships and increased revenue
  • Develop and present quality presentations at both the broker and customer level
  • Serve as a National Accounts contact/coordinator for other company functions and activities, such as: Accounting – collections and deductions; Marketing – Publicity and trade events; Transportation – Delivery requirements and problems; Merchandising – promotional activity, new item cut in
  • Participate in appropriate industry events, retailer trade shows and outings, etc. throughout the year
  • Ability to travel minimum 50% annually to retailer, distributor, broker, and other work-related locations as warranted

Skills & Abilities:

  • Proven ability to multi-task, juggle multiple projects and effectively determine priorities
  • Excellent communication skills – written and oral
  • Proven ability to work independently and collaborate with multiple functional areas to deliver results
  • Ability to work through ambiguity and complexity in a quickly changing environment
  • Unparalleled tenacity and willingness to work through roadblocks to achieve goals
  • Challenges the status quo, puts forward creative ideas, champions and implements process improvements
  • Attention to detail and strong organizational skills
  • Proven analytical and problem-solving skills
  • Strong computer skills – Word, Excel & PowerPoint essential
  • Demonstrated ability to prepare and deliver powerful presentations
  • Working knowledge of syndicated data: IRI and/or Nielsen databases and analyses
  • Proven ability to extract information and insight from raw data and link to strategic goals

Minimum Position Qualifications: 

  • 5+ years account and/or broker management experience
  • 3+ years CPG Industry experience
  • Convenience Channel experience is a requirement
  • Drug Channel and Distributor experience is a plus
  • Ice Cream, Frozen Novelties, and/or Beverage experience is a plus


  • Bachelor’s degree required

Job Features

Job CategorySales, Sales Manager

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