Sales Manager (61288)

Sales Manager – Regional, Natural & Emerging Accounts

Position Summary

The Sales Manager is responsible for leading an assigned portfolio of natural, regional, emerging, and select international retail accounts while delivering Tofurky’s sales, distribution, and profitability objectives.

This position independently develops and executes customer business plans, manages customer and broker relationships, leads pricing and promotional negotiations, and identifies opportunities to expand distribution and secure new business. The Sales Manager owns account-level forecasting, trade investment, promotional effectiveness, and financial performance.

Working cross-functionally with Marketing, Finance, Supply Chain, Customer Service, Operations, and Innovation, this role ensures the successful execution of customer programs, new product launches, and broader commercial initiatives.

This role is ideal for an experienced consumer packaged goods sales professional who can independently manage a meaningful customer portfolio, influence internal and external partners, and contribute to the continued development of Tofurky’s commercial capabilities.

Key Responsibilities

Customer and Business Management

• Own an assigned portfolio of natural, regional, emerging, and select strategic retail accounts.
• Develop and execute annual customer business plans that deliver net sales, distribution, margin, and trade investment objectives.
• Serve as the primary commercial contact and strategic business partner for assigned customers.
• Build and maintain strong relationships with buyers, category managers, distributors, and other customer decision-makers.
• Lead customer presentations, annual business reviews, new item sell-in meetings, pricing discussions, and promotional negotiations.
• Identify opportunities to expand distribution, improve product velocity, optimize assortment, and secure incremental merchandising.
• Develop and maintain a pipeline of prospective customers and channel expansion opportunities.
• Monitor customer performance and profitability, identify risks and opportunities, and implement appropriate actions.
• Negotiate pricing and promotional programs within established company parameters.

Broker and Distributor Leadership

• Establish priorities, objectives, and performance expectations for assigned broker and distributor partners.
• Lead regular broker business reviews and hold partners accountable for distribution, promotional, and execution objectives.
• Ensure brokers have the information, tools, samples, and commercial direction necessary to represent Tofurky effectively.
• Evaluate broker performance and recommend changes to account coverage or market strategy when appropriate.
• Coordinate customer meetings, sales presentations, and follow-up activities with broker partners.

Commercial Planning and Financial Management

• Own account-level sales forecasts, trade budgets, promotional calendars, and customer financial plans.
• Manage trade investment within approved budgets and evaluate promotional effectiveness and return on investment.
• Analyze syndicated data, retailer portals, shipment information, and internal reporting to identify business opportunities and risks.
• Provide accurate and timely forecasts to support production, inventory, and financial planning.
• Lead pricing implementation and collaborate with Finance and Customer Service to address deductions, claims, and customer discrepancies.
• Prepare customer presentations, monthly account updates, business reviews, and performance analyses.
• Contribute to annual sales planning, budget development, and longer-range commercial strategy.

International Business Management

• Manage assigned international customers, distributors, or markets.
• Lead commercial planning, forecasting, customer communication, and product launch execution for assigned international business.
• Coordinate internally on supply chain, packaging, pricing, regulatory, and market-entry requirements.
• Identify opportunities to expand international distribution and improve distributor performance.

Cross-Functional Leadership

• Lead cross-functional execution of customer programs, new product launches, pricing initiatives, and promotional activity.
• Represent customer requirements, marketplace trends, and competitive insights in internal planning discussions.
• Partner with Marketing and Innovation to translate customer and category insights into commercial opportunities.
• Proactively identify execution risks and coordinate solutions across departments.
• Participate in customer meetings, broker meetings, trade shows, sales meetings, and industry events.
• Provide informal coaching and guidance to less-experienced commercial team members as needed.