Regional Sales Manager, Natural Channel and Distributors

In This Role, You Will:

• Have a proactive and organized approach to sales development, addressing day-to-day operating issues as well as providing strategic direction for the Natural Channel business
• Key areas of focus will encompass leadership across a variety of fronts: account management, broker management, distributor management, planning and forecasting, data analysis and reporting, new product launch and in-store execution, and the ability to help drive significant distribution gains


• Drive Gross Sales 
• Achieve volume targets by flawlessly executing against strategic priorities 
• Lead the broker and distributor team members to overdrive sales execution and results 
• Build an accurate forecast and ensure its implementation across UNFI and KeHE 


• Grow market share, have expert knowledge of category and competition 
• Proactively communicate and develop plans for sales/share/category/competition 
• Identify business opportunities and help close white space opportunities 


• Increase TDP growth and achieve optimal placement 
• Define and secure new business and TDP growth 
• Plan and manage all merchandising activities 


• Business Relationships and Communication 
• Develop, foster, and maintain strong internal and customer/distributor relationships while ensuring proper communication of vital information 
• Regularly update and communicate progress to management 
• Develop and monitor business scorecards; define clear account penetration, sales, share, and highlight opportunities 


• Data Analytics and Reporting 
• Pull, analyze, and report weekly data and insights to the organization regarding Once Upon a Farm’s sales performance across each product category at both the retailer and distributor level  
• Closely monitor inventory through the UNFI Supplier Portal and KeHE Connect; provide forecast updates and recommendations to retailers and distributor partners as needed 
• Analyze retailer and distributor trends to identify key areas for focus and work with the broker team to execute 

In This Role, You’ll Bring With You:

• Minimum 8-10 years of retail sales with at least two years spent directly selling and/or providing sales support to Sprouts, KeHe, and UNFI 
• Residence in Phoenix, Arizona, preferred 
• Bachelor’s degree in Business, Marketing, or a related field preferred, or equivalent professional experience 
• Strong planning and organizational skills, along with excellent interpersonal, written/oral communication, and presentation skills 
• Extensive experience working directly in the Natural Channel and collaborating with broker partners to drive business initiatives 
• Must be proficient in leveraging SPINs data to monitor category performance and have a deep understanding of the UNFI Supplier Portal and KeHE Connect 
• Proven success with respected consumer packaged goods companies with direct Natural Channel retailer experience 
• Ideally, experience in both large and small companies, thereby possessing the vision for the elements of a highly successful larger enterprise, balanced with a more hands-on approach 
• Strong knowledge base for successful retail execution  
• Solid knowledge of Microsoft Suite, Outlook, Slack, and other professional platforms 
• Ability to travel up to 50% (or more). This role is required to be out in the market with retailers and broker partners. Additionally, we “Farmers” do meet as a company and/or as a department a few times a year.  
• Genuinely passionate about improving childhood nutrition for a healthier and happier planet 
• Desire to contribute to a dynamic, high-growth, purpose-driven work environment 
• Previous exposure to cross-functional work between Sustainability and Sales preferred 
• Must reside in the United States to be considered for this position 
• Please note that visa sponsorship is not available for this position 

Compensation:

• Full Time, Salaried, Exempt
• The anticipated salary range for this position is $120,000.00 to $145,000.00. The actual salary offer will carefully consider a few factors, including your skills, qualifications, experience, and location. Certain positions are eligible for additional forms of compensation such as bonuses, stipends, equity, and role-specific perks.  

Additional:

• Remote-first work environment
• Annual Bonus 
• 401(k) program + 4% company match after three months 
• New Hire Remote Life Stipend + annual Nourish and Nurture Allowance 
• Monthly auto, cell, and internet stipend 
• Quarterly Farm-to-Fridge home deliveries and Employee Discounts 
• New Parents: Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of Once Upon a Farm products, and breast milk shipping service and support for those who travel after birth for the duration of your breastfeeding journey 
• Unlimited Paid Time Off 
• Paid Volunteer Time 
• Paid Time Off to fulfill civic responsibilities, including jury duty and voting in local, state, and national elections  
• Medical Insurance for the employee is covered at 100% on select plans, with additional plan options at a reduced cost to the employee 
• Vision and Dental Insurance are covered at 100% for the employee and dependents 
• Life insurance 
• Flexible spending account (Medical & Dependent Care) and Health Savings Accounts for applicable plans 
• Employee assistance program (EAP) 
• All other benefits, leaves, and insurance as required by law, based on your specific residence 
• And so much more!