Manager Key Account Development - Commercial Channels

SIGMA; United States; Remote; 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

Equal Employment Opportunity Statement

Job summary

Sigma Foods is seeking a sales professional to identify and win new business with regional mainstream grocers and specialty chains across key U.S. geographies. You will own the full new account lifecycle from outreach to first shipment and scale-up, then transition to account management.

You will negotiate terms, build a strong pipeline, lead in-store execution, and collaborate with brokers to expand coverage. A proven CPG food sales track record and regional buyer relationships are required.

Qualifications

• Four (4) years experience of CPG food sales with a focus on new business development within regional mainstream grocery and specialty retail.

Responsibilities

• Execute whitespace-based prospecting in regional mainstream grocery and specialty chains; identify opportunities and assess product-market fit.
• Negotiate terms, promotions, and distribution agreements; build a pipeline from outreach through first shipment and scale-up.
• Drive post-launch velocity, expand assortment and distribution, and refine GTM strategies using sales data.
• Develop store-level playbooks for shelf standards, displays, and sampling; monitor shelf conditions and competitive activity.
• Build and train field teams (in-house or outsourced) for merchandising and in-store sales activity.
• Maintain relationships with regional buyers and work with brokers/distributors to extend coverage.
• Maintain pipeline, territory forecasting, and quarterly business planning; report on territory performance.

Skills

CPG food sales

New account development

Negotiation

Relationship management

Education

Bachelor’s degree in business, Marketing, Sales

Job description

POSITION SUMMARY

This role is responsible for identifying, prospecting, and winning new business with regional mainstream grocers and specialty chains across key geographies. This position will own the full new account lifecycle including initial outreach and sell-in through first shipment, scale-up, and ultimate transition to the company’s existing account management infrastructure. This position will focus on opening new doors within the regional mainstream grocery and specialty retail landscape, operating in under-represented territories, and assess product-market fit and tailoring commercial strategies to the demographic and shopper profile of each market.

Essential Job Functions

• Execute against a defined whitespace map prioritizing under-represented accounts within the regional mainstream grocery and specialty chain landscape; Identify new business opportunities; assess product-market fit for each target account, evaluating shopper demographics, store format, category dynamics, and competitive set to determine the right assortment and entry strategy
• 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
• Own through the post-launch incubation period including but not limited to driving velocity, expanding assortment and distribution, and building the promotional cadence needed to establish the brand within the retailer; Refine go-to-market strategies during scale-up based on early sales data, shopper feedback, and market-level performance, adjusting assortment, placement, and promotional tactics to better match local demographics
• 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 – in-house, outsourced, or hybrid – responsible for merchandising, sampling, and in-store sales impulse activity, ensuring alignment to brand standards, execution quality, and budget
• Build and maintain strong relationships with regional buying teams, category managers, and store-level decision-makers; Partner with broker and distributor networks to extend coverage and accelerate new account activation
• Maintain pipeline, account tracking, and territory performance reporting; Track field team performance using store-level data and retail audits to identify gaps and optimize coverage; Contribute to quarterly business planning including territory forecasting, trade investment alignment, and new account revenue projections
• Other duties as assigned

MINIMUM QUALIFICATIONS

• Four (4) years experience of CPG food sales with a focus on new business development within regional mainstream grocery and specialty retail

License/Certifications

N/A

Preferred Qualifications

• Bachelor’s degree in business, Marketing, Sales, or a related field
• Established relationships with regional grocery and specialty chain buyers and category managers across one or more geographies
• Knowledge of contract terms, pricing strategies, or procurement processes
• Prior 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

• 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.