JOB DESCRIPTION

The Sales Manager, Retail, will oversee and grow accounts in the retail sector within the defined territory. This role is responsible for developing and executing customer-centric strategies to drive volume growth, maximize margin performance, and expand market share. The Sales Manager will act as a trusted advisor, leveraging industry expertise to align customer needs with company solutions while fostering cross-functional collaboration to deliver exceptional service.

MAIN RESPONSIBILITIES & SCOPE

•    Develop and manage relationships with key stakeholders within customer organizations.
•    Execute sales strategies that achieve annual volume and margin goals, ensuring alignment with company objectives.
•    Drive business growth by identifying and nurturing a robust pipeline of opportunities within existing and new accounts.
•    Act as the primary point of contact for customer accounts, addressing concerns and ensuring clear, timely communication.
•    Collaborate with R&D, supply chain, and marketing teams to develop tailored solutions that meet customer needs and drive innovation.
•    Monitor and track key performance indicators (KPIs) to assess performance, identify trends, and drive continuous improvement.
•    Negotiate and renew long-term contracts, fostering enduring partnerships with customers.
•    Work cross-functionally to ensure timely delivery of products, resolve supply chain challenges, and maintain high levels of customer satisfaction.
•    Represent the company at trade shows, networking events, and industry forums to enhance visibility and identify new opportunities.
•    Provide accurate sales forecasts and contribute to strategic account planning.
•    Leverage market insights to guide product development, pricing strategies, and go-to-market plans.
•    Stay informed of market trends, competitive activities, and industry developments to anticipate customer needs and drive proactive solutions.
•    Manage commercialization timelines to ensure on-time product launches, support merchandising and promotional execution.  
•    Oversee retail packaging development and updates, ensuring alignment with brand, legal, and customer-specific requirements.

EDUCATION, LANGUAGE, SKILLS & QUALIFICATIONS

•    Bachelor's degree in business administration, marketing, or a related field.
•    3+ years of account management or business development experience, preferably in a B2B food-related industry or retail.
•    Experience working directly with retailers on private label programs, including product development, commercialization, and pricing strategy.
•    Proven ability to navigate customer portals, compliance requirements, and new item setup processes within major retail accounts.
•    Strong cross-functional collaboration skills, particularly with R&D, packaging, supply chain, and regulatory teams to deliver retailer-specific solutions.
•    Excellent communication, negotiation, and presentation skills with the ability to influence stakeholders at all levels.
•    Proven ability to prospect, manage accounts, and drive new business growth creatively and strategically.  
•    Demonstrated success in building strong customer relationships and achieving revenue growth targets.
•    Strong customer focus with a solution-oriented mindset.  
•    Excellent business acumen with the ability to analyze data, identify trends, and make informed decisions.  
•    Strong communication, presentation, and interpersonal skills.
•    Familiarity with Salesforce or similar CRM platforms is preferred.
•    Knowledge of the chocolate or commodity markets is a plus.

ADDITIONAL CONSIDERATIONS OR COMMENTS 

Travel requirements: Available for overnight travel. Travel frequency will depend on where the candidate is based; 30-60% depending on business need.
Ability to prioritize and manage deadlines in a changing environment.