Manager Key Account Development

Sigma; Milpitas (CA); Hybrid; 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

Job summary

Sigma seeks a field-based sales professional to drive new business across regional mainstream grocery and specialty retailers in California. You will build a structured pipeline from outreach to sell-in, negotiate terms, and scale distribution while coordinating with brokers and regional buyers.

You will lead post-launch initiatives, optimize go-to-market strategies, and develop store-level playbooks to improve shelf execution and velocity.

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 a related field is preferred.
• 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.

Responsibilities

• Execute against a defined whitespace map prioritizing underrepresented accounts within regional mainstream grocery and specialty chain landscape.
• Identify new business opportunities and assess product-market fit for target accounts using shopper demographics and store format.
• Negotiate trading terms, promotional commitments, and distribution agreements with new retail partners.
• Build and manage a structured pipeline from outreach through sell-in, contract execution, and scale-up.
• Manage post-launch incubation to drive velocity, expand assortment, and establish promotional cadence.
• Refine go-to-market strategies based on sales data and market performance.
• Develop store-level execution playbooks covering shelf standards and display priorities.
• Monitor competitive activity and shelf conditions to identify threats and opportunities.
• Build, train, and manage store-level field teams for merchandising 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 revenue projections.

Skills

Sales experience

Negotiation

Pipeline management

CRM proficiency

Communication

Relationship building

Strategic thinking

Cross-functional collaboration

Deadline-driven

Channel development

Education

Bachelor's degree in Business, Marketing, Sales, or related field

Tools

CRM systems

IRI/Circana

Nielsen

Job description

Essential Job Functions

• 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 by evaluating shopper demographics, store format, category dynamics, and competitive landscape.
• 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.
• Manage the post-launch incubation period by driving velocity, expanding assortment and distribution, and establishing promotional cadence.
• Refine go-to-market strategies based on 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 to identify threats and opportunities.
• Build, train, and manage store-level field teams responsible for merchandising, sampling, and in-store sales activity.
• Build and 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.

Minimum Qualifications

• Four years of CPG food sales experience with a focus on new business development within regional mainstream grocery and specialty retail.

Preferred Qualifications

• Bachelor's degree in Business, Marketing, Sales, or a related field.
• 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.

Knowledge, Skills & Abilities

• 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.

Physical Requirements

• Usual office environment with frequent sitting, walking, and standing.
• Occasional climbing, stooping, kneeling, crouching, crawling, and balancing.
• Regular use of hands and arms to handle objects, tools, and controls.
• Oral and auditory capacity for interpersonal communication and telephone use.
• Ability to reach, talk, hear, and climb stairs.

Ability to occasionally lift or move office products and supplies up to 20 pounds.

• 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 areEqual 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.