Manager Key Account Development

SIGMA; Milpitas (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 in Milpitas, CA is seeking a seasoned sales professional to drive new business with regional mainstream grocery and specialty chains. You will define strategies, manage a robust pipeline, and negotiate terms to win shelf space and drive distributed product velocity.

The role emphasizes store-level execution, data-driven planning, and leadership of field teams for merchandising and in-store sales. Bachelor’s degree and strong relationships with buyers are preferred.

Qualifications

• Four years of CPG food sales experience with new business development focus.
• Established relationships with regional grocery buyers and category managers.
• Experience meeting or exceeding sales targets in a competitive environment.
• Knowledge of contract terms, pricing strategies, and procurement processes.

Responsibilities

• Execute against a whitespace map, prioritizing underrepresented accounts within regional grocery and specialty retail.
• Identify new business opportunities and assess product-market fit for target accounts.
• Negotiate trading terms, promotions, and distribution with new retail partners.
• Build and manage a structured pipeline from outreach through sell-in, contract, and first shipment.
• Drive velocity post-launch, expand assortment and distribution, and establish promotional cadence.
• Refine go-to-market strategies using sales data and market feedback.
• Develop store-level execution playbooks for shelf standards and sampling protocols.
• Monitor competitive activity and shelf conditions to identify threats and opportunities.
• Build and train store-level field teams for merchandising and in-store sales.
• Maintain relationships with regional buying teams, category managers, and store 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 via store-level data and retail audits.
• Contribute to quarterly business planning, forecasting, and revenue projections.

Skills

CPG sales

new business development

negotiation

pipeline management

CRM systems

sales reporting

communication

relationship building

Education

Bachelor’s degree in Business/Marketing/Sales

Tools

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.