National Sales Manager, Wholesale Grocery & Emerging Accounts

Company Overview

Since 1951, Hickory Farms has connected people through savory flavors and memorable food experiences. Our specialty cured meats and cheeses are available online, in catalogs, through leading mass merchants and supermarkets, and in seasonal retail locations across the U.S. and Canada.


As a privately held company with 75 years of delivering quality food gifts and charcuterie essentials, every member of our nimble, dynamic team makes an impact in a high-energy, results-driven culture.


Our Values lead the way. They are: The customer is our focus. Integrity and respect. We own it. Everyone has a place at the table. We embrace change. We savor the journey together.

As Hickory Farms continues to evolve and grow, we are building a collaborative and energized sales organization focused on long-term growth across grocery, wholesale, mass, and emerging channels.


Requirements

Essential Duties and Responsibilities

• Develop and execute annual sales plans to achieve revenue, profitability, and growth targets
• Manage and grow relationships across assigned grocery, wholesale, mass, regional retail, and emerging accounts
• Identify and pursue new business opportunities and channel expansion
• Lead customer negotiations, including pricing, promotions, assortment, item selection, and contract execution
• Manage broker relationships, including performance oversight, training, and contract management
• Collaborate with Marketing, Product Development, Operations, Supply Chain, Finance, and Customer Service to support account needs and execution
• Analyze syndicated data, sales trends, and market performance to identify growth opportunities and inform strategy
• Manage forecasting, reporting, and account performance tracking to support business planning
• Oversee customer execution requirements including item setup, portal management, routing guides, labeling, EDI compliance, and other retailer-specific processes
• Ensure accurate and timely execution of pricing, promotions, and product updates across customer systems
• Support trade shows, customer meetings, food shows, and industry events as needed
• Ensure high levels of customer service and execution excellence across all assigned accounts
• Uphold and demonstrate Hickory Farms' core values in all aspects of the role

Qualifications

• Bachelor's degree in Business, Marketing, or related field preferred
• 5+ years of progressive CPG sales experience in grocery, wholesale, mass, or regional/national accounts
• Proven experience managing brokers, distributors, and key customer relationships
• Strong understanding of grocery, wholesale, and mass retail channels
• Experience with sales planning, forecasting, promotions, and account analytics
• Strong analytical, communication, negotiation, and problem-solving skills
• Proficiency in Microsoft Office Suite and syndicated data tools (IRI, Nielsen, or equivalent)
• Ability to manage multiple priorities in a fast-paced environment
• Ability to travel as needed (approximately 10%)

Preferred Experience

• Experience in food, snack, gift, seasonal, or specialty CPG categories
• Familiarity with retailer systems, item setup platforms, and syndicated data tools
• Experience managing emerging or alternative retail channels

Physical Requirements

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA, and other federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards.
• Must be able to complete the "essential job functions" with "reasonable accommodations" and meet all the mandatory qualifications under the ADA guidelines.
• Must be able to lift and carry up to 25 lbs.
• Must be able to perform essential physical activities such as lifting, climbing, standing, stooping, or typing.
• Must be able to talk, listen, and speak clearly on the telephone.

Hickory Farms is an Equal Opportunity Employer committed to creating a diverse and inclusive culture that does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, national origin, veteran status, or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need.


Compensation: $120K-$150K annually


Benefits: We offer a comprehensive benefits package designed to support your health, financial well-being, and work-life balance, including:

• Medical, dental, and vision insurance
• Employer-paid life insurance
• Short-term and long-term disability coverage
• 401(k) retirement plan with company match
• Paid time off (vacation, sick time, and holidays)
• Flexible/hybrid work schedule
• Employee assistance program (EAP)
• Paid parental leave
• Employee discounts and perks

This is a hybrid role.