National Sales Manager

Carter Support Services • Los Angeles, CA

3d

About The Position

The National Sales Manager – Retail West / Natural is responsible for leading and expanding our business across key Western and Natural Channel retailers and distributors. This role combines strategic leadership with hands-on customer management — setting sales strategy, driving revenue and margin growth, and cultivating deep customer and broker relationships. The ideal candidate has a proven track record in CPG sales leadership, excels at building customer-first strategies, and thrives in a fast-paced, entrepreneurial environment where collaboration and accountability drive success.

Requirements

• Bachelor’s degree in Business, Marketing, or related field (MBA preferred).
• 8–12+ years of progressive CPG sales experience, with at least 3–5 years in a leadership role managing major retail accounts.
• Demonstrated success managing major national retail accounts and growing market share.
• Strong understanding of CPG fundamentals: pricing, promotions, category management, and trade marketing.
• Exceptional analytical, negotiation, and communication skills.
• Proficient with CRM systems, syndicated data platforms (SPINS, Nielsen), and Microsoft Office Suite.
• Willingness to travel [up to 30–50%].

Nice To Haves

• Experience in the food & beverage category is required; frozen or dairy experience is a plus.
• Proven success managing broker networks and direct customer relationships.
• Track record of scaling a brand from challenger to category leader.
• Passion for sustainability, organic products, and better-for-you brands.

Responsibilities

• Develop and execute regional and channel-specific sales strategies to achieve revenue, distribution, and profit objectives.
• Lead customer engagement and high-level negotiations with key accounts (e.g., Natural Grocers, NCG, INFRA, Raley’s, New Seasons, etc.).
• Partner cross-functionally with Marketing, Finance, Supply Chain, and Commercialization to align plans and ensure seamless execution.
• Analyze market trends, customer insights, and sales performance to identify growth opportunities and adjust strategies accordingly.
• Manage and optimize trade spend to maximize ROI and ensure budget compliance.
• Deliver accurate forecasts, business reviews, and performance analyses using Trade Promotional Management software , syndicated data (SPINS, Nielsen), and internal reporting tools.
• Represent the company at trade shows, industry events, and customer meetings.
• Coach, develop, and inspire broker partners to achieve business goals and uphold company values.

Benefits

• Join a mission-driven company where you’ll have a direct impact on our growth, culture, and category leadership.
• We offer competitive compensation, performance-based incentives, and the opportunity to work with a team that believes in doing good.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager