Manager Key Account Development

SIGMA•Ukiah, CA

About The Position

The Manager Key Account Development is responsible for growing new business with regional mainstream grocery and specialty retail accounts. The role identifies and prioritizes underrepresented accounts, evaluates product-market fit, negotiates commercial terms, and manages opportunities from outreach through launch and scale-up. It also supports post-launch growth through assortment and distribution expansion, promotional planning, store-level execution, and ongoing review of sales and market performance. The position builds and manages store-level field teams and collaborates with retail buyers, brokers, and distributors. It maintains account and territory reporting and contributes to quarterly business planning, forecasting, trade investment alignment, and revenue projections. The role operates in a usual office environment with frequent sitting, walking, and standing, along with the physical activities listed in the posting.

Requirements

Four years of CPG food sales experience focused on new business development within regional mainstream grocery and specialty retail.
Ability to assess product-market fit and tailor commercial strategies to market demographics and shopper profiles.
Working knowledge of syndicated data tools such as IRI/Circana and Nielsen, and category management principles.
Strong communication, presentation, organization, and pipeline management skills.
Collaboration, facilitation, and negotiation skills; ability to build and maintain strong relationships.
Commercial awareness and troubleshooting, organizational, and problem-solving skills.
Ability to work effectively under pressure, meet deadlines, work independently, and manage multiple opportunities simultaneously.
Customer-focused, results-driven mindset with strong closing skills.
Experience in sales, negotiation, or customer-facing roles.
Proficiency with CRM systems and sales reporting tools.

Nice To Haves

Bachelor's degree in Business, Marketing, Sales, or a related field.
Bilingual ability.
Established relationships with regional grocery and specialty chain buyers and category managers.
Knowledge of contract terms, pricing strategies, and procurement processes.
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.

Responsibilities

Execute against a defined whitespace map, prioritizing underrepresented accounts in the regional mainstream grocery and specialty chain landscape.
Identify new business opportunities and evaluate product-market fit using shopper demographics, store format, category dynamics, and competitive landscape.
Negotiate trading terms, promotional commitments, and distribution agreements with new retail partners.
Manage a structured pipeline from initial outreach through sell-in, contract execution, first shipment, and scale-up.
Drive post-launch velocity, assortment and distribution expansion, and promotional cadence.
Refine go-to-market strategies based on sales data, shopper feedback, and market performance.
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 responsible for merchandising, sampling, and in-store sales activity.
Build and maintain relationships with regional buying teams, category managers, and store-level decision makers.
Partner with broker and distributor networks to accelerate new account activation.
Maintain pipeline, account tracking, and territory performance reporting.
Track field team performance using store-level data and retail audits.
Contribute to quarterly business planning, forecasting, trade investment alignment, and new account revenue projections.
Perform other duties as assigned.