Sales Manager Grocery Channel

Position Overview

The Grocery Channel Sales Manager at Terrapin Ridge Farms will be responsible for developing and executing sales strategies to increase the company's gourmet condiment product line presence in grocery stores. In addition to leading sales initiatives, this role will require direct sales responsibility, including opening new accounts, growing existing accounts, and maintaining an established book of business.

The ideal candidate will have a deep understanding of the retail grocery landscape, established relationships with key grocery buyers and distributor representatives, strong relationship-building skills, and the ability to both lead and sell effectively in the grocery sector. This individual will be responsible for developing new business opportunities, strengthening existing partnerships, delivering compelling product presentations, and driving sustainable sales growth across the grocery channel.

Key Responsibilities

• Create and implement strategic sales plans to achieve revenue targets and expand the customer base in the grocery sector.
• Leverage established relationships with key grocery buyers, grocery chain decision-makers, distributors, and distributor representatives to facilitate introductions, secure new business opportunities, and expand product distribution.
• Develop and maintain strong relationships with key grocery retailers, distributors, distributor representatives, and other decision-makers.
• Open new accounts and maintain and grow an existing book of business, driving direct sales growth in the grocery channel.
• Prepare and execute professional sales presentations for key accounts, grocery chain buyers, and other strategic customers to secure new placements, expand distribution, and increase sales.
• Travel to meet with distributor representatives in the field to present products, support sales initiatives, and conduct presentations to their customers.
• Attend and travel to industry trade shows, work shows, and other relevant industry events to showcase Terrapin Ridge Farms products, build relationships, and identify new business opportunities.
• Conduct occasional product demonstrations and in-store presentations for major grocery chains to increase product awareness, encourage trial, and drive sales.
• Forecast sales volumes and profitability for existing and new products.
• Manage the sales budget effectively, including travel and entertainment expenses.
• Collaborate with senior management to establish revenue goals, pricing strategies, and sales priorities.
• Maintain expert knowledge of the company's gourmet condiment products, competitive advantages, and unique selling points.
• Stay informed about food industry trends, particularly in the specialty and gourmet food segments.
• Prepare and present regular sales reports and performance analyses to senior management.
• Monitor key performance indicators (KPIs) and adjust sales strategies as needed to achieve business objectives.
• Provide insights on market dynamics and the competitive landscape to inform product development and marketing strategies.
• Analyze market trends and competitor activities to identify new opportunities and refine sales strategies.
• Recommend effective promotional programs and trade marketing initiatives that deliver the best return on investment.
• Navigate the complexities of distributor fees and ensure agreements are structured to minimize unnecessary costs and inefficiencies.

Requirements

• Bachelor's degree in business, marketing, or a related field.
• 7+ years of experience in sales management within the food industry.
• Proven track record of successfully selling into grocery channels and achieving sales targets.
• Established relationships with key grocery buyers, grocery chain decision-makers, and distributor representatives are strongly preferred and considered a key qualification for this role.
• Strong understanding of retail grocery operations, category management, distribution, and trade marketing.
• Demonstrated ability to open new accounts, grow existing business, and manage an established book of business.
• Excellent communication, negotiation, and presentation skills, with the ability to confidently present products to buyers, distributor representatives, and customers.
• Strong relationship-building skills and the ability to develop productive partnerships with retailers and distributors.
• Proficiency in CRM software and the Microsoft Office Suite.
• Willingness to travel frequently, approximately 30% of the time, including travel to customer meetings, distributor representatives, trade shows, industry events, and occasional in-store product demonstrations.

What We're Looking For

We are seeking a results-driven, strategic, and relationship-oriented Sales Manager with a passion for gourmet food products and a strong understanding of the grocery sector. The ideal candidate will bring an established network of key grocery buyers and distributor representatives, along with the ability to leverage those relationships to open doors, secure new accounts, expand product distribution, and drive sales growth.

This individual must be equally comfortable developing sales strategies, managing customer relationships, presenting products to grocery chain buyers, supporting distributor sales efforts in the field, and conducting occasional product demonstrations. A proactive, hands-on approach to sales, combined with strong analytical, problem-solving, communication, and interpersonal skills, is essential to navigating a dynamic and competitive market and achieving ambitious sales goals.

Why Join Us?

At Terrapin Ridge Farms, you will be part of a dynamic team dedicated to crafting exceptional gourmet products. We value creativity, collaboration, and a commitment to excellence, offering an exciting opportunity to grow professionally while contributing to a company passionate about quality, innovation, and delivering outstanding products to consumers.

As Grocery Channel Sales Manager, you will have the opportunity to make a meaningful impact on the company's growth by building strong retail partnerships, expanding distribution, developing new business, and bringing Terrapin Ridge Farms' distinctive gourmet products to more grocery customers.