Lead Emerging Channels & Territory Development - West

Sigma; California City (CA); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

401(k)

Dental insurance

Employee assistance program

Health insurance

Paid time off

Vision insurance

And more.....

Job summary

Sigma Foods is seeking a dynamic Senior Business Development professional to identify and scale growth in non-traditional and emerging channels for our CPG food portfolio. You will build distribution models, activate accounts, and lead field teams to expand our presence in under-represented markets, with travel to Vernon, CA as needed.

The role requires 5–7 years in CPG sales or channel strategy, strong negotiation and relationship skills, and a proven ability to develop go-to-market plans

Qualifications

• Proven experience in sales, negotiation, or a customer-facing role.
• Strong communication, persuasion, and interpersonal skills.
• Demonstrated ability to negotiate confidently and ethically.
• Results-driven mindset with strong closing skills.
• Ability to work independently and manage multiple opportunities simultaneously.

Responsibilities

• Lead new business development within independent markets in under-represented territories, including prospecting and relationship-building through account activation and first shipment; build and maintain relationships with key buyers, distributors, and operators across target geographies.
• Identify, evaluate, and prioritize emerging and non-traditional channel opportunities; develop channel-specific go-to-market strategies, including distribution models, pricing architecture, pack configurations, product-market fit recommendations, and promotional frameworks.
• Design scalable commercial frameworks for each channel, ensuring new ventures launch on a durable and repeatable foundation; establish best-in-class systems and processes for channel onboarding, performance tracking, and account management.
• Build and refine distribution models that enable efficient, cost-effective coverage of independent and under-represented markets, including DSD, broadline distributor, and hybrid approaches.
• Build the business case for new channel investments, including revenue potential, margin implications, and resource requirements; share channel learnings and best practices across the broader commercial team to inform category and brand strategy.
• Track and report channel performance against revenue targets, distribution goals, and launch milestones; provide the Director with regular pipeline updates, channel performance summaries, and emerging opportunity assessments.
• Build, lead, and organize field sales teams as needed for new venture development.
• Perform other duties as assigned.

Skills

Negotiation

Relationship management

Commercial awareness

Problem-solving

Time management

Customer-focused mindset

Education

Bachelor's degree in Business or related field

Tools

CRM systems

Sales reporting tools

Job description

Position Summary

This role is responsible for identifying, activating, and scaling non-traditional and emerging channels of growth for the company's CPG food portfolio. This position will develop new business within independent markets in under-represented territories, identify the right accounts and product-market fit, and build distribution models to serve them efficiently while creating the commercial infrastructure to support sustainable growth in markets where the company has limited or no existing presence.

Some travel to our Vernon, CA office.

• Lead new business development within independent markets in under-represented territories, including but not limited to prospecting and relationship-building through account activation and first shipment; build and maintain relationships with key buyers, distributors, and operators across target geographies.
• Identify, evaluate, and prioritize emerging and non-traditional channel opportunities; develop channel-specific go-to-market strategies, including distribution models, pricing architecture, pack configurations, product-market fit recommendations, and promotional frameworks.
• Design scalable commercial frameworks for each channel, ensuring new ventures launch on a durable and repeatable foundation; establish best-in-class systems and processes for channel onboarding, performance tracking, and account management.
• Build and refine distribution models that enable efficient, cost-effective coverage of independent and under-represented markets, including DSD, broadline distributor, and hybrid approaches.
• Build the business case for new channel investments, including revenue potential, margin implications, and resource requirements; share channel learnings and best practices across the broader commercial team to inform category and brand strategy.
• Track and report channel performance against revenue targets, distribution goals, and launch milestones; provide the Director with regular pipeline updates, channel performance summaries, and emerging opportunity assessments.
• Build, lead, and organize field sales teams as needed for new venture development.
• Perform other duties as assigned.

Essential Job Functions

• Lead new business development within independent markets in under-represented territories, including but not limited to prospecting and relationship-building through account activation and first shipment; build and maintain relationships with key buyers, distributors, and operators across target geographies.
• Identify, evaluate, and prioritize emerging and non-traditional channel opportunities; develop channel-specific go-to-market strategies, including distribution models, pricing architecture, pack configurations, product-market fit recommendations, and promotional frameworks.
• Design scalable commercial frameworks for each channel, ensuring new ventures launch on a durable and repeatable foundation; establish best-in-class systems and processes for channel onboarding, performance tracking, and account management.
• Build and refine distribution models that enable efficient, cost-effective coverage of independent and under-represented markets, including DSD, broadline distributor, and hybrid approaches.
• Build the business case for new channel investments, including revenue potential, margin implications, and resource requirements; share channel learnings and best practices across the broader commercial team to inform category and brand strategy.
• Track and report channel performance against revenue targets, distribution goals, and launch milestones; provide the Director with regular pipeline updates, channel performance summaries, and emerging opportunity assessments.
• Build, lead, and organize field sales teams as needed for new venture development.
• Perform other duties as assigned.

Requirements

MINIMUM QUALIFICATIONS

• Proven experience in sales, negotiation, or a customer-facing role.
• Strong communication, persuasion, and interpersonal skills.
• Demonstrated ability to negotiate confidently and ethically.
• Results-driven mindset with strong closing skills.
• Ability to work independently and manage multiple opportunities simultaneously.
• Proficiency with CRM systems and basic sales reporting tools.
• Five to seven years of CPG food experience with exposure to channel strategy, business development, or non-traditional retail.
• Strong analytical and commercial acumen, with the ability to build a business case, size an opportunity, and assess channel economics.
• Experience developing or managing go-to-market strategies across more than one channel.
• Excellent cross-functional collaboration skills and comfort working in ambiguous, build-from-scratch environments.
• Strong communication and storytelling skills, with the ability to translate channel data into clear strategic recommendations.

LICENSES/CERTIFICATIONS

• Not applicable.

Preferred Qualifications

• Bachelor's degree in Business, Marketing, Sales, or a related field.
• Experience in a specific industry, such as real estate, technology, or financial services.
• Knowledge of contract terms, pricing strategies, or procurement processes.
• Prior experience meeting or exceeding sales targets in a competitive environment.
• Direct experience in foodservice, e-commerce, value retail, or independent market channel development.
• Familiarity with distributor and broker network structures across multiple channels, including DSD and broadline models.
• Experience developing distribution models for under-served or under-represented markets.
• Experience launching new products or brands into channels without an established presence.

KNOWLEDGE, SKILLS & ABILITIES (KSA's)

• Negotiation and influencing skills.
• Relationship management.
• Commercial awareness.
• Problem-solving and objection handling.
• Time management and organization.
• Customer-focused mindset.

Benefits

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

Equal Employment Opportunity Statement

Sigma Foods and the Bar-S brand are Equal Opportunity Employers. We are committed to providing equal employment opportunities to all applicants and employees and do not discriminate based on race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran status, or any other status protected by federal, state, or local law.