Manager Key Account Development

SIGMA-US•Milpitas, CA

12h

About The Position

The Manager Key Account Development will develop new business within regional mainstream grocery and specialty retail accounts. The role identifies and evaluates account opportunities, negotiates commercial terms, and manages a sales pipeline from initial outreach through launch and scale-up. After launch, the manager drives sales velocity, assortment and distribution growth, and promotional activity, refining go-to-market strategies using sales data, shopper feedback, and market performance. The position also develops store-level execution playbooks and monitors competitive activity and shelf conditions. It builds and manages store-level field teams, maintains relationships with retail decision makers, and collaborates with broker and distributor networks. The manager tracks pipeline and territory performance, monitors field execution, and contributes to business planning, forecasting, trade investment alignment, and new-account revenue projections.

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 of 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 and meet deadlines.
Customer-focused mindset.
Experience in sales, negotiation, or customer-facing roles.
Results-driven mindset and strong closing skills.
Ability to work independently and manage multiple opportunities simultaneously.
Proficiency with CRM systems and sales reporting tools.
Ability to occasionally lift or move office products and supplies weighing up to 20 pounds.

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 a defined whitespace map, prioritizing underrepresented accounts in regional mainstream grocery and specialty chains.
Identify new business opportunities and assess product-market fit by evaluating shopper demographics, store formats, category dynamics, and competitive landscapes.
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.
Manage post-launch incubation by driving velocity, expanding assortment and distribution, and establishing promotional cadence.
Refine go-to-market strategies using 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.
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.