Q&B Foods, Inc. · 2 months ago
Sales Manager - U.S. Club Store Channel
Irwindale, CA
Full-time
Onsite
Senior Level
7+ years expQ&B Foods, Inc. is a division of Kewpie Corporation, Japan's leading manufacturer of mayonnaise and related products, with over 60 years of experience in the food industry. They are seeking a Sales Manager for the U.S. Club Store Channel to achieve sales targets and manage broker networks, while building strong relationships with club store buyers and executing data-driven business plans.
Food and BeverageManufacturing
Responsibilities
Develop and Execute Annual Business Plans (JBP): Formulate and implement detailed annual business plans for each club store chain, including sales forecasts, promotion plans, and SKU strategies
P&L Management and Profitability Assurance: Achieve set targets for sales, profit margins, and market penetration. Specifically, strictly manage sales costs such as broker commissions and promotional expenses to maximize profit contribution
Sales Data Analysis: Regularly analyze detailed sales data provided by club stores (POS data, inventory data, store-level performance, etc.) to extract fundamental business insights
Maximizing Return on Investment (ROI): Thoroughly conduct ROI analysis before and after implementing sales promotion investments such as promotions, demonstrations, and couponing, and propose efficient and data-driven expense allocation
Financial Models and Forecasting: Create highly accurate sales forecasting models and minimize inventory risk and prevent stockouts through collaboration with the supply chain
Contract and Expense Management: Ensure contract terms are adhered to and strictly manage rebates, chargebacks, and other expense deductions in collaboration with the finance department
Broker Performance Management: Regularly review broker activity targets (KPIs) and performance, identify areas for improvement based on data analysis, and provide coaching and training
Strategic Collaboration: Collaborate with brokers to make data and financially backed proposals to buyers, maximizing product adoption and growth opportunities for our company
Buyer Negotiation: Lead negotiations with club store buyers regarding product assortment, pricing, securing promotional slots, and packaging specifications
Cross-functional Collaboration: Work closely with finance, marketing, operations, and packaging development teams to meet the unique high-volume sales and cost-efficiency demands of club stores
Qualification
Required
7+ years of progressive sales experience in the Food/CPG industry, with a minimum of 3 years directly managing brokers and/or accounts within the Club Store channel (Costco, Sam's Club, BJ's Wholesale Club)
Proven ability to manage a Trade Spend/Trade Promotion budget
Advanced proficiency in Excel (pivot tables, VLOOKUP, financial modeling) and experience analyzing retail POS/syndicated data
Documented success in recruiting, training, motivating, and managing third-party sales brokers to exceed defined targets
Exceptional strategic selling, negotiation, and communication skills, with the ability to present complex financial and analytical data to both internal leadership and external buyers
Hands-on proficiency with retailer-specific data portals (e.g., Retail Link, DSS/Costco Data, Circana) is required
Company
Q&B Foods, Inc.
Q&B Foods, Inc.
51-200 employees
Funding
Current Stage
Growth StageCompany data provided by crunchbase