National Account Manager

Machota Solutions; Lansing (MI); Hybrid; USD 75,000 - 95,000; Full time

Job summary

Machota Solutions is seeking a National Account Sales Manager to expand retail and grocery presence across the U.S. from Lansing, Michigan in a hybrid role.

You will identify new distribution, secure shelf space, manage long sales cycles, and build relationships with buyers while partnering with brokers and internal teams to drive growth.

Qualifications

• Experience selling consumer products to retail category buyers.
• Proven success selling into national or regional retail chains.
• Existing relationships with grocery, mass retail, or specialty retail buyers.
• Experience securing new retail distribution, product tests, and shelf placement.
• Track record developing new business rather than only managing existing accounts.
• Understanding retail buying cycles, category reviews, and shelf space challenges.

Responsibilities

• Identify, pursue, and secure new distribution opportunities with national and regional grocery chains, mass retailers, and specialty retailers.
• Build relationships with retail category buyers, merchants, and purchasing decision-makers.
• Present clients products and develop compelling proposals to earn initial product tests, shelf placement, and expanded distribution.
• Navigate retail sales cycles that can range from 4–24 months.
• Develop strategies to expand product placement within existing retail accounts.
• Collaborate with brokers, distributors, and internal teams to support account development.
• Build and manage a pipeline of retail opportunities, providing accurate sales forecasts and updates.
• Understand retailer expectations around pricing, margins, promotions, merchandising, and category performance.
• Work closely with leadership to develop strategies for sustainable, profitable growth.

Skills

Retail buyer relations

Negotiation

Presentation skills

Sales pipeline

CPG industry knowledge

Job description

National Account Sales Manager – Retail & Grocery

Lansing, Michigan | Hybrid

Compensation: $75,000–$95,000 Base Salary + Performance-Based Commission

Target Additional Earnings: $25,000–$50,000+ based on sales performance

Employment Type: Full-Time, Permanent

We're partnering with an established, family-owned consumer packaged goods (CPG) company based in Michigan that has built a strong reputation for quality products, customer service, and long-standing relationships.

With a solid foundation and significant opportunities for growth, the company is looking for an experienced sales professional to expand its presence across major grocery chains, mass retailers, and regional retail accounts throughout the United States.

This is an opportunity to join a well-established business, work closely with leadership, and play a meaningful role in developing new retail partnerships and driving long-term growth.

The Opportunity

We have an established brand, a strong product portfolio, and significant opportunities to expand our retail distribution.

We're looking for someone who knows how to open doors.

Someone who understands how retail category buyers think, knows what it takes to earn shelf space, and has the patience and persistence to navigate longer sales cycles.

Our products have an existing presence with select national retailers, but there are substantial opportunities to build new relationships and expand distribution with large retail companies and regional grocery chains.

What You'll Be Doing

• Identify, pursue, and secure new distribution opportunities with national and regional grocery chains, mass retailers, and specialty retailers.
• Build relationships with retail category buyers, merchants, and purchasing decision-makers.
• Present clients products and develop compelling proposals to earn initial product tests, shelf placement, and expanded distribution.
• Navigate retail sales cycles that can range from 4–24 months.
• Develop strategies to expand product placement within existing retail accounts.
• Collaborate with brokers, distributors, and internal teams to support account development.
• Build and manage a pipeline of retail opportunities, providing accurate sales forecasts and updates.
• Understand retailer expectations around pricing, margins, promotions, merchandising, and category performance.
• Work closely with leadership to develop strategies for sustainable, profitable growth.

What We're Looking For

• Experience selling consumer products directly to retail category buyers.
• Proven success selling CPG products into national or regional retail chains.
• Existing relationships with grocery, mass retail, or specialty retail category buyers.
• Experience securing new retail distribution, product tests, and shelf placement.
• A track record of developing new business rather than exclusively managing existing accounts.
• An understanding of retail buying cycles, category reviews, and the challenges involved in earning shelf space.
• Strong relationship-building, negotiation, and presentation skills.