Channel Strategy & Sales Manager, Food Service

TILLAMOOK COUNTY CREAMERY ASSOCIATION

6d • Remote

About The Position

The Channel Strategy & Sales Manager, Food Service shapes and implements customer and market strategies to grow TCCA sales in the traditional foodservice channel. The role leads development and implementation of the channel sales strategy, secures cross-functional buy-in, and works with the Foodservice Sales Director to establish goals and measures for tracking performance.

The manager leads traditional foodservice sales, owns key accounts, and works with foodservice brokers and distributors to achieve channel objectives. They develop multi-year account growth plans, maintain a sufficient sales pipeline, monitor performance, and manage channel trade spend in partnership with Revenue Growth Management and Sales Operations. The role also represents Tillamook externally at trade shows and industry and customer events, and uses market intelligence to inform customer selling stories and the company’s go-to-market approach.

This high-impact role calls for strategic thinking, cross-functional collaboration, and a passion for customers and sales growth across a premium foodservice portfolio. The employee must be based in the Mountain or Pacific time zones and be able to travel up to 30%. The position is remote, and requires the ability to work effectively with remote teams.

Requirements

• At least 5 years of foodservice sales experience.
• Deep understanding of foodservice supply chains, distribution networks, commercialization, and menu development strategies.
• Demonstrated success developing effective sales presentations in corporate and less formal foodservice sales settings.
• Strong financial acumen and analytical skills, with the ability to translate market insights into sales tactics and account plans.
• Excellent written and oral communication skills.
• Ability to thrive in a remote work environment and work well with remote teams.
• Must be based in the Mountain or Pacific time zones.
• Ability to travel up to 30%.

Nice To Haves

• Broker management experience.

Responsibilities

• Lead development of the Traditional Foodservice Channel Strategy with support from the Foodservice Sales Director, secure cross-functional stakeholder buy-in, and develop implementation plans, objectives, goals, and performance measures.
• Own key account relationships, negotiate pricing agreements, pursue growth opportunities, resolve issues, and build strategic, multi-year account growth plans informed by market and customer insights.
• Conduct sales calls and build customer relationships beyond purchasing and procurement functions.
• Develop pricing strategies based on customer segmentation in partnership with the Sales Director and Revenue Growth Management; optimize trade spend across traditional foodservice accounts.
• Manage contract renewals and negotiate pricing with new and existing accounts; calculate the trade impact of pricing deviations and ensure it is reflected in trade management systems.
• Identify new sales opportunities with existing and new accounts based on strategic priorities and market insights.
• Attend trade shows and industry events to build brand awareness and prospect for new accounts.
• Lead engagement with broker chain and field sales teams, clarify priorities with Market Directors, and hold quarterly reviews to assess progress.
• Train and enroll broker sales teams in TCCA product knowledge as needed, and transition lower-priority accounts to broker management.
• Work with regional distributors to support sales outcomes and reduce customer access barriers; identify distribution gaps and recommend solutions to the Sales Operations Manager.
• Gather market intelligence from customers, industry events, market visits, and published sources; use insights to inform the sales plan and gather competitor insights where possible.
• Serve as an internal specialist on the traditional foodservice channel.
• Work with the Sales Director to develop sales forecasts, track performance, explain performance variations, and contribute to lead and opportunity management reporting.
• Support the Ingredients Channel Lead with CRC sales into foodservice as required, including identifying opportunities and coordinating new customer setup and forecasting.
• Manage trade spend within the channel in partnership with Revenue Growth Management and the Sales Operations Manager.

Benefits

• The employer states that it offers industry-leading benefit and reward programs and directs applicants to its careers page for more information; specific benefits are not listed.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed