Retail Sales Territory Manager - West

Riega Foods•Kansas City, MO

17h•Hybrid

About The Position

Riega Foods is a Kansas City-based organic herb and spice company focused on bringing real, recognizable ingredients to kitchens and food businesses nationwide. As a certified organic supplier, they partner with quality-focused companies. This role is for a Retail Sales Territory Manager responsible for driving retail growth and managing broker execution across the Western half of the US. It's an execution-focused position for someone skilled in directing broker teams and experienced in building specialty retail and ecommerce channels. The role manages sales efforts for national distribution partners (KeHE, UNFI) and regional distributors, contributing to assortment and pricing proposals. The primary growth mandate is specialty retail, with support for ecommerce channels like Amazon, Walmart.com, and Faire. This is an ideal role for a sales professional seeking territory ownership and the opportunity to direct broker partners towards accountable performance targets.

Requirements

3–5 years of experience in CPG retail sales, with experience managing or directing broker networks.
Track record of growing specialty retail and/or ecommerce channels (Amazon Vendor/Seller Central, Walmart.com, TikTok Shop, or similar).
Exposure to national distributors (KeHE, UNFI) or similar regional distribution partners.
Experience contributing to assortment and pricing proposals for distributor and/or retailer customers.
Experience in the natural/organic food or CPG industry required.
Comfortable holding broker partners accountable to performance metrics and course-correcting as needed.
Strong analytical skills — comfortable with syndicated data (SPINS, NielsenIQ, Circana), retailer portals, and pricing/margin models.
Excellent communication, negotiation, and relationship-management skills.
Bachelor's degree preferred; equivalent experience considered.

Responsibilities

Direct and manage a network of retail brokers across the Western half of the US, setting clear priorities, KPIs, and performance expectations.
Hold brokers accountable to distribution, velocity, and promotional execution targets; conduct regular business reviews and course-correct underperformance.
Manage dedicated ecommerce broker relationships (Amazon, Walmart.com, TikTok Shop, and emerging platforms), directing strategy for content, advertising, and promotional calendars.
Serve as the primary point of escalation and strategic direction-setter for all broker partners in the territory.
Lead new item distribution, merchandising, and promotional strategy within specialty retail accounts (e.g., natural/specialty grocery chains, co-ops, independent specialty retailers) within the territory.
Drive ecommerce channel growth in partnership with the internal marketing team and external ecommerce brokers — retail media, digital shelf optimization, and platform-specific promotional strategy.
Identify and pursue new specialty and alternate-channel distribution opportunities within the territory.
Support existing national account relationships within the territory as a secondary priority, in conjunction with the Director of Retail Sales.
Represent the brand across alternate channels as opportunities arise.
Support sales efforts with national distribution partners (KeHE, UNFI) and related regional distributors within the territory, working alongside the Director of Retail Sales and broader team.
Assist with item setup, fill-rate issue resolution, and program alignment with distributor partners.
Build working relationships with distributor category managers and sales teams to support retailer sell-in.
Prepare category reviews and manage product placement opportunities, including drafting proposals related to product assortment and pricing strategy for both distributor and retailer customers.
Analyze category and syndicated data to support the business case for new item authorization, assortment expansion, or pricing changes.
Conduct in-market retail visits to assess merchandising, distribution, and competitive positioning.
Represent the company at regional and national trade shows.
Partner with marketing on regional promotional planning and new item launches.
Provide regular territory performance reporting to the Director of Retail Sales, including broker scorecards, distribution gains, and channel performance.
Collaborate with supply chain, marketing and finance on demand forecasting, trade spend, and promotional ROI.