Regional Account Manager

Organic Valley; Wisconsin; Remote; USD 90,000 - 113,000; Full time

Job summary

Organic Valley is seeking a Regional Account Manager to lead sales for mid-sized accounts and drive volume, profit, and market share. The role requires building joint business plans, managing promotional investments, and coordinating with internal teams.

The RAM will handle pricing, trade budgets, and forecasts, while cultivating strong relationships with customers and cross-functional partners to deliver results. Travel up to 50% is expected.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field preferred.
• Minimum 5 years of progressive experience in CPG sales, preferably in organic, dairy, or food categories.
• Strong communication and negotiation skills with proven sales results.
• Experience leading customer business reviews and joint planning sessions.

Responsibilities

• Develop and execute trade promotion strategies with ROI tracking.
• Manage pricing, forecasts, trade budgets, and volume to meet targets.
• Conduct post-event analyses to forecast and plan improvements.
• Lead category business reviews and drive growth opportunities with customers.
• Build and execute joint marketing programs to support brand positioning.

Skills

CPG sales

Negotiation

Data analysis

Customer relationship management

Forecasting

Presentation skills

Microsoft Office

CRM platforms

Travel willingness

Education

Bachelor’s degree in Business/Marketing or related field

Tools

CRM platforms

Microsoft Office Suite

Sales analytics tools

Job description

Regional Account Manager

Location – Outside

This is an outside role, meaning work is primarily performed outside of the company’s offices. Expected travel is up to 50% which includes trips to our offices in Wisconsin 4/year.

Employee Type – Salaried

Bonus – This position is eligible for a 20% annual incentive bonus based on cooperative and individual performance.

Safety Sensitive – Yes

Summary of Role

The Regional Account Manager leads sales execution for mid-sized customer accounts defined as Tier 3, or category-level support for up to Tier 2 customers with P&L ownership. This role works with their supervisor to build joint business plans aligned to Organic Valley’s annual sales strategy, driving volume, profit, and share growth while managing promotional investments and securing innovation launches, onboarding products, production facilities and specifications. Some technical sales and product acumen are needed along with supporting legal contract terms, execution and review. It requires intermediate financial and data acumen, strong cross-functional collaboration, and a proven ability to deliver results. The RAM serves as a key liaison between internal teams and external partners, ensuring alignment and excellence.

Essential Duties and Responsibilities

• Develop and execute trade promotion strategies that align with customer and brand objectives, ensuring efficient use of promotional spend and measurable ROI across all programs.
• Manage pricing, forecasts, trade budgets, spending, and volume to deliver against sales targets, proactively adjusting plans to meet changing market conditions and customer needs.
• Conduct post-event and post-launch analysis using syndicated and customer data (e.g., IRI, Nielsen, Retail Link) to assess promotional effectiveness and apply insights to forecast and joint business planning.
• Lead category business reviews with customers to evaluate performance, identify growth opportunities, provide value driven product solutions, production and portfolio improvements, and influence strategic direction based on consumer and market trends.
• Implement brand and ingredient strategies and innovation plans by building strong relationships with customer stakeholders and securing support for key initiatives.
• Use relevant business principles to link consumer insights with actionable strategies, supporting business growth and improving market performance.
• Develop accurate monthly forecasts by analyzing shipment data, consumption trends, and inventory levels, ensuring alignment with supply chain and minimizing out-of-stocks or overages.
• Identify and communicate forecast risks early to cross-functional teams, enabling proactive mitigation and maintaining customer service levels.
• Sell-in new items and collaborate with customer teams to achieve optimal distribution, ensuring product availability and visibility in line with launch goals.
• Partner with cross functional teams to design and execute joint marketing programs that drive consumer engagement and support strategic brand positioning.
• Identify and pursue profitable growth opportunities by leveraging data, customer insights, and cross-functional resources to expand volume and market share.
• Manage contract process as needed and work with cross-functional teams to ensure accurate and effective risk management
• Mentor and support lower-level team members within the channel to foster skill development.

Additional Duties and Responsibilities

• Represent Sales in cross-functional planning, providing customer insights to influence brand, supply chain, and innovation strategies.
• Maintain advanced technical knowledge through targeted development.
• Other duties as assigned by supervisor.

Knowledge, Skills, and Abilities

• Bachelor’s degree in Business, Marketing, or related field preferred; advanced experience maybe considered in lieu of a degree.
• Minimum 5 years of progressive experience in CPG sales, preferably in organic, dairy, or food categories.
• Demonstrated experience in consistently deliver sales results through planning, execution, and customer relationship management.
• Experience leading customer business reviews and joint planning sessions to align on goals, identify opportunities, and drive mutual growth.
• Strong communication skills, capable of building and sustaining strategic relationships across customer organizations through adapting communication style and fostering collaboration to support long-term growth.
• Strong financial acumen with working knowledge of P&L components, trade spend management, and ROI analysis to support business decisions.
• Demonstrates strong analytical skills in interpreting syndicated data and market trends, and applies financial insights to influence accounts.
• Skillfully develops and delivers structured, data-driven presentations that inform and influenced decision-making.
• Exhibits advanced negotiation abilities, effectively navigating moderately complex agreements involving trade terms, promotional funding, and distribution priorities, securing mutually beneficial outcomes.
• Builds and sustains high-trust relationships, serving as a mentor and resource for peers in client engagement and satisfaction.
• Proficient in Microsoft Office Suite, CRM platforms, and sales analytics tools; capable of using systems for forecasting, reporting, and planning.
• Strong analytical thinking and prioritization skills; able to synthesize complex data into actionable insights and recommendations.
• Ability to travel domestically for customer meetings, trade shows, company and industry events, representing the brand with professionalism and strategic intent

Base salary range

$90,334.40 - $112,902.40 peryearThis salary rangeis exclusive of fringe benefits. The compensation package may also include incentive compensation opportunities in the form of discretionary bonuses. Ifyou are hired at CROPP, your final base salary compensation will be determined based on factors such as geographic location, skills, education, and/orexperience. Additionally, we believe in the importance of pay equity and consider the internal equity of our current team members as a part of any final offer. Please keep in mind that entry-level candidates to this role shouldexpect to be at the lower end of the salary range and hiring at the maximum of the salaryrangeis not typical.

Benefits

We believe when our peopleare strong, our mission is strong. Therefore, we offer a comprehensive and holistic Total Rewards package meant to strengthen employees’ and their family’s total wellbeing. Here are some of the great benefits offered:

• Comprehensive Health Insurance - Choice of plans for you and your family, including some that can be paired with an HSA (which CROPP contributes to on your behalf)
• Supplemental insurances: we offer accidental insurance, critical illness insurance, and hospital indemnity insurance.
• Time Off – 136 hours in the 1st year of employment prorated by start date. Plus 9 paid holidays, plus one floating holiday to use at will.
• 6 Weeks Paid Parental Leave – For all gendered partners in childbirth or adoption.
• Vision & Dental Insurance – Free annual eye exam, discounts on glasses/contacts, flexible dental network, adult ortho.
• 401k – We match 100% up to the first 3% of an employee’s contribution, and then 50% for 3.1%-5.0% of employee contributions.
• Free services at five local Neighborhood Family Clinics.
• Tuition Reimbursement – Up to $1,500 per year to support continuing higher education.
• Life Insurance - $50,000 policy funded by CROPP for each employee. Supplemental voluntary coverage available for employees, spouses, and children.
• Short-Term & Long-Term Disability/AD&D Insurance - $50,000 of life insurance coverage of $50,000 of AD&D coverage funded by CROPP for each employee.
• Employee Assistance Program - Free and Confidential for employees, spouses, and dependents.
• Free biometric screenings (cholesterol, glucose, blood pressure) and health coaching.
• Financial advisors and seminars
• Annual $360 Lifestyle Spending Account