National Sales Manager, B2B & Commercial

Best Choice Products•Newport Beach, CA

7d•$150,000 - $180,000•Hybrid

About The Position

The National Sales Manager, B2B & Retail is responsible for driving incremental revenue across two primary channels: (1) direct-to-business (end-user) sales to organizations that purchase and use our products—such as hospitality, commercial, government, and non-profit sectors—and (2) retail and wholesale partnerships, including national and regional retailers. This role owns identifying new opportunities, building strategic relationships, and converting them into profitable, repeatable revenue streams. This is a hands-on role responsible for both strategy and execution. The position will define BCP’s multi-channel go-to-market approach, actively prospect and close new business, and build scalable sales processes to support long-term growth. The role also manages key B2B marketplace platforms, partners cross-functionally on product and assortment strategy, and supports the expansion of the sales function as the channel grows.

Requirements

Bachelor’s degree in Business, Marketing, or related field; MBA preferred but not required
7–10+ years of experience in B2B, retail, or channel sales, preferably in CPG, consumer goods, or related industries
Proven experience driving revenue through both commercial enterprise accounts and/or retail partners
Experience working with major retailers (e.g., Target, Walmart, Costco, or similar), including buyer engagement and line reviews preferred
Strong understanding of retail merchandising, pricing strategy, and promotional planning
Experience with B2B sales cycles, including prospecting, presentations, proposals, negotiations, and closing
Demonstrated ability to build new channels and generate revenue independently
Strong commercial acumen, including pricing, margin management, and contract negotiation
Ability to operate independently while building scalable processes for long-term growth
Excellent communication, relationship-building, and negotiation skills
Comfortable collaborating with Marketing, Finance, and Operations teams
Proficiency in Microsoft Office 365, CRM systems, and reporting tools
Strong analytical, forecasting, and problem-solving capabilities

Nice To Haves

MBA preferred but not required
Experience working with major retailers (e.g., Target, Walmart, Costco, or similar), including buyer engagement and line reviews preferred

Responsibilities

Own the national B2B commercial sales channel, driving bulk purchases and building long-term relationships with enterprise customers (e.g., hospitality, commercial, government, non-profit)
Identify and pursue new revenue opportunities through proactive prospecting, outreach, and leveraging industry contacts
Build and maintain strong relationships with key decision-makers and procurement teams to secure repeatable sales
Lead the full sales cycle, including needs assessment, product presentations, proposals, pricing discussions, negotiations, and closing
Develop pricing frameworks, volume discounts, and contract structures in collaboration with Finance and leadership
Develop and execute a retail/wholesale sales strategy, including identifying, pitching, and onboarding retail partners (e.g., Target, Walmart, club, and specialty retail)
Build and manage relationships with retail buyers and merchants, leading line reviews, assortment planning, and category expansion initiatives
Own retail account performance, including pricing strategy, margin optimization, promotional planning, and sell-through performance
Partner with internal teams to ensure compliance with retailer requirements (e.g., routing guides, packaging, labeling, OTIF standards)
Collaborate with Supply Chain and Demand Planning to support retail forecasting, replenishment, and inventory planning
Analyze POS data, sell-through trends, and category insights to inform account growth and product strategy
Manage and optimize key B2B marketplace platforms (e.g., Amazon Business, Walmart Business), driving bulk order volume and account performance
Establish and maintain scalable sales processes, CRM workflows, and reporting for pipeline management, forecasting, and performance tracking
Work strategically with liquidators to sell through excess or discontinued inventory
Partner with Marketing to develop sales materials, presentations, and go-to-market initiatives aligned to target customer segments
Work cross-functionally with Operations and Supply Chain to ensure accurate forecasting, inventory availability, and smooth onboarding for new accounts
Analyze market trends, customer demand, and competitive activity to identify new growth opportunities
Act as the internal subject matter expert on B2B and retail sales, providing insights on market opportunities and customer needs
Reverse engineer sales data to inform product development and collaborate with Product Management on new commercial and retail-ready products
Support the development of scalable processes and, over time, contribute to building and managing additional sales resources
Perform other duties as assigned

Benefits

Flex Fridays: Enjoy the flexibility of working from home and kick off your weekends early with half-day Fridays, all year long.
Comprehensive Health Coverage: Inclusive medical, dental, vision, life, and supplemental insurance plans to keep you and your family healthy.
Support When You Need It: Our Employee Assistance Program is here to provide confidential support for personal and work-related issues.
Future-Forward Financials: Secure your future with our 401k plan, complete with up to a 3.5% company match.
Time to Recharge: Enjoy vacation time, paid holidays, and sick days to rest and recharge.
Fuel Your Day: Delight in a variety of snacks and drinks to keep you energized, including the occasional catered lunch.
Exclusive Discounts: Take advantage of our generous employee discount on our products, plus occasional product giveaways and raffles.
Play Hard: Unwind with our on-site arcade games and ping pong to connect with colleagues.
Stay Fit: Access our onsite gym, fitness classes, or bicycles-for-borrow to keep your fitness goals on track.
Celebrate Together: Join us for milestone and birthday celebrations, as well as happy hours, quarterly team bonding events, and our annual holiday party.