Manager, Key Account Development

Jobtailor; California (MO); On-site; USD 75,000 - 110,000; Full time

Job summary

Jobtailor is seeking a seasoned sales professional to drive new business development in the regional grocery and specialty retail sector. You will build relationships with regional buyers, negotiate terms, and manage the full sell-in to scale-up process.

Leverage syndicated data tools, CRM systems, and field teams to execute go-to-market strategies, monitor performance, and accelerate account activation across the territory.

Qualifications

• Four years of CPG food sales experience with a focus on new business development within regional mainstream grocery and specialty retail.
• Bachelor's degree in Business, Marketing, Sales, or related field preferred.
• Established relationships with regional grocery and specialty chain buyers and category managers.
• Experience meeting/exceeding sales targets in a competitive environment.

Responsibilities

• 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.
• Negotiate trading terms, promotional commitments, and distribution agreements with new retail partners.
• Build and manage a pipeline from initial outreach through sell-in, contract execution, first shipment, and scale-up.
• Manage post-launch incubation by driving velocity, expanding assortment and distribution, and establishing promotional cadence.
• Refine go-to-market strategies using 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.
• Build, train, and manage store-level field teams for merchandising, sampling, and in-store sales.
• 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.

Skills

CPG Sales Experience

New Business Development

Contract Negotiation

Pipeline Management

Syndicated Data Tools

Education

Bachelor's degree in Business/Marketing/Sales

Tools

CRM Systems

Sales Reporting Tools

Syndicated Data Tools (IRI/Circana,Nielsen)

Job description

• 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.
• Negotiate trading terms, promotional commitments, and distribution agreements with new retail partners.
• Build and manage a pipeline from initial outreach through sell-in, contract execution, first shipment, and scale-up.
• Manage post-launch incubation by driving velocity, expanding assortment and distribution, and establishing promotional cadence.
• Refine go-to-market strategies using 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.
• Build, train, and manage store-level field teams for merchandising, sampling, and in-store sales.
• 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.

Requirements

• Four years of CPG food sales experience with a focus on new business development within regional mainstream grocery and specialty retail.
• Bachelor's degree in Business, Marketing, Sales, or a related field (preferred).
• 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.
• 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.
• Ability to perform the stated physical requirements, including occasionally lifting or moving office products and supplies up to 20 pounds.

Core Competencies

Demonstrates expertise in new business development within the CPG food sector, focusing on regional mainstream grocery and specialty retail. Proficient in pipeline management, contract negotiation, and leveraging sales data to refine go-to-market strategies.

Highest-signal resume keywords

• CPG Food Sales Experience
• New Business Development
• Contract Negotiation
• Pipeline Management
• Syndicated Data Tools (IRI/Circana, Nielsen)

Hard Skills

• Sales Target Achievement
• Product-Market Fit Assessment
• Category Management Principles
• Field Team Management
• Promotional Strategy Development

Soft Skills

• Strong Communication Skills
• Relationship Building
• Problem-Solving Skills
• Collaboration Skills
• Customer-Focused Mindset

Industry Keywords

• Regional Grocery
• Specialty Chains
• Broker Management
• Merchandising
• Retail Audits

Tools & Technologies

• CRM Systems
• Sales Reporting Tools