Regional Sales Manager – Natural & Pureplay, Hu
About The Position
The Regional Sales Manager: Natural & Pureplay drives Hu Kitchen and Enjoy Life Foods selling efforts in the Natural Channel and Pureplay business. The role implements business strategy, develops customer-specific sales and marketing programs to grow categories, and coordinates cross-functional teams to execute customer business strategies. The manager directly oversees Natural Grocers Vitamin Cottage, INFRA, and NCG as the main customer point of contact, builds customer partnerships through joint business planning with broker partners, and seeks to grow market share in the natural channel. The position also expands business with Pureplay customers such as Thrive and Hungryroot. This role manages channel and customer P&Ls, forecasts, trade budgets, promotional plans, and customer performance. It works with distributors, brokers, field sales, internal resources, and third-party teams to achieve sales, distribution, shelf-management, pricing, and promotional objectives. The position is office-based 60% of the time and involves frequent air and ground travel 40% of the time.
Requirements
- At least 2 years as a retailer HQ-specific sales lead in the food or beverage industry.
- Excel and PowerPoint skills, including competence managing large data sets and extracting insights.
- Experience in sales planning, forecasting, and trade/P&L management.
- Ability to multitask in a fast-paced, high-demand environment.
- Self-sufficient and highly detail-oriented.
- Strong interpersonal skills and ability to interface effectively at all levels.
- Strong presentation skills.
- Results-oriented and process-driven, with high expectations of self and team.
- Collaborative mindset and ability to receive and communicate feedback.
Nice To Haves
- Bachelor's degree preferred.
- Experience managing KeHe, NGVC, INFRA, and/or other natural channel retail accounts.
- Experience managing Thrive Market is strongly encouraged.
- Familiarity with UNFI, KEHE, and/or other natural distributor relationships and cost-to-serve dynamics.
- Experience managing a natural broker network, including business reviews and performance scorecards.
- Working knowledge of syndicated data tools such as SPINS, Nielsen, or IRI.
- Creative thinking and ability to tell a story with data and insights.
Responsibilities
- Build customer businesses measured by share gains, sales targets, TDP targets, and new item introductions.
- Manage channel and customer P&Ls, focusing on topline growth, trade management, mix management, route to market, and customer profitability.
- Manage team forecast deliverables.
- Analyze display, merchandising, pricing, and assortment opportunities and develop strategies to capitalize on them.
- Implement retailer promotional plans aligned with sales and marketing plans.
- Support cross-functional business planning in category management, supply chain efficiency, shopper marketing, and finance.
- Manage natural broker relationships, including quarterly business reviews, progress tracking, priority development, and implementation.
- Direct distributors, brokers, field sales, and internal resources to accomplish sales and distribution objectives.
- Deliver distribution, shelf management, pricing, and promotional objectives for accounts.
- Use syndicated data and retailer insights to guide customer strategy and develop effective storytelling.
- Manage trade budgets to support efficient ROI and promotional efficiency, and track deductions.
- Manage third-party teams to secure secondary placements, reduce out-of-stocks, and drive incremental volume.
- Directly manage Natural Grocers Vitamin Cottage, INFRA, and NCG as the main customer point of contact.
- Cultivate customer partnerships through joint business planning with broker partners.
- Grow the business with Pureplay customers, including Thrive and Hungryroot.
Benefits
- Health insurance
- Wellness and family support programs
- Life and disability insurance
- Retirement savings plans
- Paid leave programs
- Education-related programs
- Paid holidays and vacation time
- Competitive bonus program with potential for overachievement based on performance and company results
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
