Senior Retail Sales Representative - U.S. key accounts

Job Description

Job Description

US retail & Key accounts

Location: US Remote and hybrid; preference for candidates located near major retail hubs such as Bentonville, AR, Minneapolis, MN, or Seattle, WA

Employment Type: Full-Time

Position Overview:

We are seeking an experienced and well-connected retail sales professional to grow our consumer product business with major US brick-and-mortar retailers.

This is a hands-on business development and national account sales role. The successful candidate will build relationships with retail buyers, category managers, and merchant teams; secure new product opportunities; negotiate commercial terms; and lead the account relationship from initial buyer contact through product launch and continued growth. All of which will report to the CEO and Senior Product Manager.

Target accounts may include Walmart, Sam’s Club, Costco, Target, Best Buy, CVS, Walgreens, Meijer, Lowe’s, Home Depot, Tractor Supply, Ace Hardware, Kroger, Albertsons, and other national or regional retailers.

• Develop and execute sales strategies to secure new in-store and omnichannel retail opportunities across major U.S. retailers.
• Leverage existing relationships and proactively develop new relationships with buyers, category managers, merchants, and other key retail decision-makers.
• Generate buyer meetings, line review opportunities, and new product placement opportunities.
• Manage the complete sales process, including prospecting, buyer outreach, product presentations, sample coordination, pricing discussions, contract and commercial-term negotiations, retailer onboarding, purchase order acquisition, product launch, and account growth.
• Present company-provided product decks, sales materials, pricing proposals, and other supporting materials to buyers effectively.
• Gather buyer feedback, category needs, and account requirements, then communicate them clearly to internal teams to support product development, pricing, packaging, and launch decisions.
• Provide strategic input to internal teams regarding product assortment, pricing, promotional opportunities, retailer requirements, and account-specific launch strategies.
• Negotiate key commercial terms, including pricing, margins, payment terms, promotional funding, returns, freight, chargebacks, merchandising, and display opportunities.
• Work closely with internal product, marketing, operations, finance, compliance, supply chain, warehouse, and factory teams to ensure products, packaging, certifications, inventory, and delivery plans meet retailer requirements.
• Coordinate with and manage external brokers or sales agencies when needed, including setting clear goals, monitoring activity, and driving accountability.
• Monitor account performance, sales, inventory, replenishment, promotional results, profitability, and retailer feedback; identify opportunities for growth and recommend appropriate actions.
• Attend buyer meetings, line reviews, trade shows, and retailer events as needed.

• Minimum 3~8 years of successful sales or national account management experience in U.S. consumer products, CPG, home goods, consumer electronics, small appliances, beauty/personal care, pet products, or related categories.
• Proven experience selling products into major U.S. retail accounts. Experience with at least two or more of the following retailers: Walmart, Sam’s Club, Costco, Target, Best Buy, CVS, Meijer, Lowe’s, Home Depot, Walgreens, Kroger, Albertsons, or other major national or regional retailers.
• Demonstrated track record of securing new product listings and successfully launching products in physical retail stores.
• Existing relationships with retail buyers, category managers, merchants, or buying teams are strongly preferred.
• Strong knowledge of U.S. retail sales processes, including line reviews, vendor onboarding, item setup, retail pricing and margins, promotions, compliance, packaging requirements, supply-chain requirements, returns, and chargebacks.
• Strong negotiation, business communication, relationship-building, and presentation skills.
• Ability to independently manage buyer relationships, sales opportunities, and account priorities from initial outreach through launch.
• Strong commercial judgment and understanding of pricing, gross margin, forecasting, trade spend, and account profitability.
• Proficiency in Excel, PowerPoint, and CRM systems. Experience with Retail Link, Circana/IRI, NielsenIQ, or retailer portals is a plus.
• Excellent written and verbal English communication skills.
• Experience working with imported products, overseas factories, and U.S. warehousing/supply-chain teams is preferred.
• Willingness to travel within the United States as needed.

• A true “hunter” mentality: someone who can open doors, secure buyer meetings, and convert opportunities into purchase orders.
• Proven ability to build direct buyer relationships rather than relying only on brokers or inbound opportunities.
• Experience launching products into brick-and-mortar retail—not only Amazon, Walmart Marketplace, or other online channels.
• Strong understanding of the different requirements and buying approaches of major retailers.
• Ability to work collaboratively with internal teams, using company-provided product decks, pricing, market information, and sales materials to move buyer conversations forward.
• A results-driven approach with strong ownership, follow-up discipline, and attention to profitability.

• Number and quality of buyer meetings and line review opportunities generated.
• New retail accounts and in-store listings secured.
• Number of new SKUs launched and total store distribution achieved.
• Sales revenue, gross margin, and profitability by account.
• Product launch timing and execution quality.
• Replenishment, promotional performance, and sales growth of launched products.
• Conversion rate from buyer meeting to purchase order and retail launch.

Competitive base salary plus performance-based commission and/or bonus structure. Compensation will be based on experience, retail relationships, account scope, new-account wins, revenue growth, and profitability.

Pay: $70,000 - $100,000 per year

Our Company provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, we comply with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.