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Once Upon a Farm · 6 days ago

Regional Sales Manager, Natural Channel and Distributors

United States

Full-time

Hybrid

Senior Level, Lead/Staff

$120K/yr - $145K/yr

8+ years exp

Once Upon a Farm is dedicated to improving childhood nutrition through organic snacks and meals. The Regional Sales Manager will oversee sales initiatives across multiple categories, focusing on maximizing market penetration in the Natural Channel, particularly with Sprouts, KeHE, and UNFI.

E-CommerceFood and BeverageOrganic FoodSnack Food

No H1B

Responsibilities

Have a proactive and organized approach to sales development, addressing day-to-day operating issues as well as providing strategic direction for the Natural Channel business

Key areas of focus will encompass leadership across a variety of fronts: account management, broker management, distributor management, planning and forecasting, data analysis and reporting, new product launch and in-store execution, and the ability to help drive significant distribution gains

Drive Gross Sales

Achieve volume targets by flawlessly executing against strategic priorities

Lead the broker and distributor team members to overdrive sales execution and results

Build an accurate forecast and ensure its implementation across UNFI and KeHE

Grow market share, have expert knowledge of category and competition

Proactively communicate and develop plans for sales/share/category/competition

Identify business opportunities and help close white space opportunities

Increase TDP growth and achieve optimal placement

Define and secure new business and TDP growth

Plan and manage all merchandising activities

Develop, foster, and maintain strong internal and customer/distributor relationships while ensuring proper communication of vital information

Regularly update and communicate progress to management

Develop and monitor business scorecards; define clear account penetration, sales, share, and highlight opportunities

Pull, analyze, and report weekly data and insights to the organization regarding Once Upon a Farm’s sales performance across each product category at both the retailer and distributor level

Closely monitor inventory through the UNFI Supplier Portal and KeHE Connect; provide forecast updates and recommendations to retailers and distributor partners as needed

Analyze retailer and distributor trends to identify key areas for focus and work with the broker team to execute

Qualification

Sales ManagementNatural Channel ExperienceData AnalysisAccount ManagementForecastingBroker ManagementPassion for NutritionMicrosoft SuiteSPINs Data ProficiencyRetail Execution KnowledgeInterpersonal SkillsCommunication SkillsOrganizational SkillsPresentation SkillsCollaboration

Required

Minimum 8-10 years of retail sales with at least two years spent directly selling and/or providing sales support to Sprouts, KeHE, and UNFI

Strong planning and organizational skills, along with excellent interpersonal, written/oral communication, and presentation skills

Extensive experience working directly in the Natural Channel and collaborating with broker partners to drive business initiatives

Must be proficient in leveraging SPINs data to monitor category performance and have a deep understanding of the UNFI Supplier Portal and KeHE Connect

Proven success with respected consumer packaged goods companies with direct Natural Channel retailer experience

Ideally, experience in both large and small companies, thereby possessing the vision for the elements of a highly successful larger enterprise, balanced with a more hands-on approach

Strong knowledge base for successful retail execution

Solid knowledge of Microsoft Suite, Outlook, Slack, and other professional platforms

Ability to travel up to 50% (or more). This role is required to be out in the market with retailers and broker partners. Additionally, we 'Farmers' do meet as a company and/or as a department a few times a year

Genuinely passionate about improving childhood nutrition for a healthier and happier planet

Desire to contribute to a dynamic, high-growth, purpose-driven work environment

Must reside in the United States to be considered for this position

Please note that visa sponsorship is not available for this position

Preferred

Residence in Phoenix, Arizona, preferred

Bachelor's degree in Business, Marketing, or a related field preferred, or equivalent professional experience

Previous exposure to cross-functional work between Sustainability and Sales preferred

Benefits

Remote-first work environment

Annual Bonus

401(k) program + 4% company match after three months

New Hire Remote Life Stipend + annual Nourish and Nurture Allowance

Monthly auto, cell, and internet stipend

Quarterly Farm-to-Fridge home deliveries and Employee Discounts

New Parents: Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of Once Upon a Farm products, and breast milk shipping service and support for those who travel after birth for the duration of your breastfeeding journey

Unlimited Paid Time Off

Paid Volunteer Time

Paid Time Off to fulfill civic responsibilities, including jury duty and voting in local, state, and national elections

Medical Insurance for the employee is covered at 100% on select plans, with additional plan options at a reduced cost to the employee

Vision and Dental Insurance are covered at 100% for the employee and dependents

Life insurance

Flexible spending account (Medical & Dependent Care) and Health Savings Accounts for applicable plans

Employee assistance program (EAP)

All other benefits, leaves, and insurance as required by law, based on your specific residence