Product Line Retail Sales Manager

Position Summary

We are seeking an experienced and results-driven Product Line Retail Sales Manager to lead sales growth across a portfolio of retail accounts throughout the Northeast. This role combines hands-on account management, new business development, and leadership of a small retail sales team.

The position is approximately 20% office-based inside sales and 80% daytime travel throughout the Northeast, with limited overnight travel of approximately 3–4 nights per year.

The ideal candidate has a strong background in selling wholesale products to retailers, developing long-term customer relationships, expanding existing accounts, and identifying new revenue opportunities. This individual will be responsible for achieving sales targets, strengthening market presence, and developing a high-performing sales team.

Key Responsibilities

Sales & Account Management

• Develop and execute sales strategies to achieve revenue and growth objectives across assigned retail accounts and territories.
• Manage and expand relationships with existing retail customers while identifying opportunities to increase product penetration and account revenue.
• Identify and pursue new retail accounts and business development opportunities throughout the Northeast.
• Conduct regular client visits, product presentations, and sales meetings to strengthen relationships and generate new business.
• Provide consultative product recommendations based on customer needs, market trends, and sales opportunities.
• Serve as a key point of contact for customers, ensuring responsive service and timely resolution of account-related issues.

Sales Team Leadership

• Lead, coach, and develop a small retail sales team to consistently achieve individual and company sales objectives.
• Establish sales goals, performance expectations, and account-development strategies.
• Conduct regular coaching, performance reviews, and sales planning sessions.
• Foster a culture of accountability, customer service, collaboration, and continuous improvement.

Product & Market Development

• Maintain strong knowledge of the company's product lines, competitive landscape, and industry trends.
• Partner with customers to introduce new products, identify growth opportunities, and maximize sales across product categories.
• Support product launches, promotions, demonstrations, and customer education initiatives.
• Gather customer and market feedback to identify emerging trends and potential business opportunities.

Sales Strategy & Reporting

• Monitor sales performance, account activity, revenue trends, and key performance indicators.
• Analyze territory and customer data to identify opportunities and adjust sales strategies as needed.
• Maintain accurate customer and sales activity within the company's CRM system.
• Collaborate with marketing, operations, warehouse, and senior leadership to support customer needs and company growth initiatives.

Qualifications

• 7+ years of B2B product sales experience selling wholesale products to retailers, including at least 2 years of sales management or team leadership experience.
• Demonstrated success managing and growing retail accounts and achieving sales targets.
• Strong business development, relationship management, negotiation, and consultative selling skills.
• Proven ability to coach, motivate, and develop sales professionals.
• Excellent communication, presentation, organizational, and interpersonal skills.
• Experience with CRM, sales reporting, and related business systems.
• Knowledge of relevant product categories and retail markets is a plus.
• Ability and willingness to travel approximately 80% throughout the Northeast, primarily during normal business hours, with limited overnight travel.