Reporting to the Chief Executive Officer, the Sales Manager will spearhead the sales team in executing strategic initiatives to achieve ambitious revenue targets, manage ongoing client relationships, and expand distribution for our contract manufacturing services and our own brand. This role requires a proactive, hands-on leader with exceptional sales acumen, managerial expertise, and deep industry knowledge to drive performance and support organizational growth. The Sales Manager will assume responsibility for high-priority accounts, such as Costco and Sam’s Club, upon full onboarding and will collaborate closely with the Vice President of Business Development and Sales Administration to align sales efforts with strategic business development goals.
ACCOUNTABILITIES
Sales Leadership and Team Management:
- Lead, inspire, and manage the sales team to surpass individual and team sales targets, cultivating a collaborative, high-performance culture.
- Develop and implement innovative sales strategies to drive revenue growth across private label, contract manufacturing, foodservice, and our own brand.
- Mentor and coach sales team members, providing actionable guidance on advanced account management, client negotiations, and strategic sales techniques.
- Monitor and evaluate sales team performance, delivering regular feedback, establishing clear KPIs, and ensuring accountability for results.
- Manage sales team budgets, contribute to accurate revenue forecasting, and optimize resource allocation to maximize profitability and efficiency.
Account Management:
- Manage ongoing client relationships, ensuring exceptional client engagement, retention, and sustained account growth.
- Assume responsibility for high-priority accounts, such as Costco and Sam’s Club, upon full onboarding and training by the Vice President of Business Development and Sales Administration.
- Build and maintain strong relationships with key decision-makers at client organizations, proactively addressing needs and anticipating challenges.
- Collaborate with customer service, operations, and quality teams to deliver seamless client experiences and maintain operational excellence.
- Proactively identify and address potential client challenges and pinch points, ensuring timely resolution of escalated issues to uphold trust and satisfaction.
Business Development Support:
- Partner with the Vice President of Business Development and Sales Administration to secure new key accounts through customer segmentation analysis, competitive reviews, broker partnerships, and distribution channel strategies.
- Participate in client meetings, presentations, and negotiations as needed to support new business opportunities, ensuring alignment with company capabilities and goals.
- Represent the company at industry trade shows, conferences, and networking events to build relationships and promote the Walls Berry Farm brand and contract manufacturing services.
Sales Administration and Reporting:
- Develop a robust CRM tool(s) to track sales performance, monitor pipeline activity, and generate actionable insights for continuous improvement.
- Prepare and analyze comprehensive sales reports, delivering updates on key metrics, account performance, and market trends to the CEO and leadership team.
- Assist in preparing costing and pricing submittals for client proposals, ensuring competitive, profitable, and sustainable offerings.
- Maintain accurate, up-to-date sales forecasts and ensure proactive, transparent communication with Operations, Supply Chain, and Quality teams regarding material forecast changes to minimize disruptions.
- Contribute to quarterly sales performance reports for our portfolio, providing strategic, data-driven recommendations.
Market and Brand Growth:
- Drive distribution growth for our owned brand through strategic account management, broker partnerships, and distributor relationships.
- Stay ahead of market trends, consumer preferences (e.g., organic, clean label, non-GMO), and competitive landscape to position the company as an industry leader.
- Support and execute high-impact promotional campaigns for the Walls Berry Farm brand, ensuring alignment with sales strategies and brand objectives.
- Contribute to new product development by providing market insights and client feedback to align offerings with evolving consumer and retailer demands.
QUALIFICATIONS
- Bachelor’s degree in Business, Marketing, or a related field; advanced degree preferred.
- 7+ years of progressive experience in sales, account management, or business development, ideally in the food manufacturing or consumer packaged goods (CPG) industry.
- Proven track record of achieving sales targets and managing key accounts, preferably with major retailers like Costco, Sam’s Club, or foodservice clients.
- Exceptional leadership and managerial skills, with demonstrated success in mentoring and driving sales teams to achieve ambitious performance goals.
- Outstanding relationship-building and communication skills, with the ability to engage clients, brokers, distributors, and internal stakeholders effectively.
- Advanced proficiency in CRM systems (e.g., Salesforce), ERP software, data analytics tools, and sales forecasting/reporting.
- Strong knowledge of food safety regulations, certifications (e.g., FDA, USDA, organic standards), and compliance requirements in the food industry.
- Robust analytical skills, with expertise in pricing strategies, customer segmentation, market analysis, and forecasting.
- Ability to thrive in a fast-paced, dynamic environment, managing multiple priorities and client relationships with agility and precision.
- Willingness to travel for client meetings, trade shows, and industry events (estimated 20-40% travel).
Preferred Skills:
- Extensive sales experience within the food industry.
- Established relationships with major retailers, distributors, or foodservice clients in the food industry.
- Expertise in contract manufacturing processes, private label, and branded sales strategies.
- Strong command of B2B customer service best practices, issue resolution, and client relationship management.
- Proven experience executing promotional campaigns to drive brand growth and market penetration.
LOCATION
This position is based in Oregon.
