About the company
This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for an Alternative Channels Sales Manager based in the United States.
Responsibilities
- Build and maintain productive relationships with foodservice and vending distributors, including national and regional partners.
- Develop monthly and quarterly promotional activities to increase product placement, close distribution gaps, and generate incremental sales.
- Conduct regular business reviews with distributor representatives, monitor performance, identify opportunities, and implement joint business plans.
- Educate distributor sales teams on the product portfolio, key selling points, and brand positioning.
- Manage distributor deductions, credits, and promotional programs in accordance with established guidelines.
- Grow sales within value and dollar retail accounts by developing tailored product assortments and value-pack configurations.
- Collaborate with trade marketing teams on promotional programs and pricing strategies.
- Open, manage, and expand accounts across health and wellness retailers, including specialty nutrition stores, independent retailers, cooperatives, and regional natural chains.
- Secure prominent shelf placement and in-store promotional support while leveraging distributor relationships.
- Partner with brokers to strengthen market coverage, increase account penetration, and accelerate growth.
- Manage and develop a diverse portfolio of headquarter-level accounts across off-price and discount retail, hardware, farm and ranch, automotive, sporting goods, travel, entertainment, foodservice, office, and education markets.
- Navigate channel-specific buying processes, including opportunistic and closeout programs, dealer-market buying shows, and distributor-managed concession and micro-market programs.
- Negotiate prominent checkout, front-end, and planned product placements, as well as promotional opportunities and account-specific programs.
- Use distributor partnerships to drive product replenishment, strengthen retail execution, and activate new accounts.
- Identify, pursue, and convert new business opportunities across alternative and specialty channels.
- Monitor weekly and monthly sales performance against targets using CRM platforms and distributor portals.
- Analyze sell-in and sell-through data to identify trends, distribution gaps, and opportunities for improvement.
- Prepare accurate sales forecasts and account-level volume projections for sales leadership.
- Maintain timely call reports, expense reports, and account activity summaries.
Requirements
- A bachelor's degree in Business, Marketing, or a related field is preferred.
- At least five years of experience in consumer packaged goods (CPG) sales, ideally within alternative, drug, value, or specialty retail channels.
- Demonstrated success managing distributor relationships and developing multi-channel retail accounts.
- Strong commercial and analytical capabilities, including the ability to interpret sales data, identify growth opportunities, and translate insights into actionable sales strategies.
- Proficiency with sales reporting and analytics tools, such as Power BI, Exceedra, IRI, and Microsoft Office applications.
- Excellent verbal and written communication skills, with the ability to deliver persuasive presentations, negotiate effectively, and build lasting relationships with customers and partners.
- A self-motivated, entrepreneurial mindset and the ability to manage a broad territory independently while prioritizing multiple accounts and opportunities.
- Strong collaboration and influencing skills, particularly when working with cross-functional teams, brokers, distributors, and retail partners.
- Experience working with specialty distributors is an advantage.
- Knowledge of health and wellness trends, functional foods, beverages, and active nutrition products is beneficial.
- A valid driver's license and willingness to travel up to 40% of the time.
Conditions
- Competitive compensation and benefits package.
- The opportunity to lead a commercially important function within a growing consumer packaged goods business.
- A collaborative, entrepreneurial work environment that encourages initiative and ownership.
- Opportunities for professional development, career progression, and long-term growth.
- The chance to build strategic partnerships, expand market presence, and contribute directly to brand and business performance.