Sales Manager - Natural Products

Title: Sales Manager – Natural Products Industry
Reports to: Director of Strategic Accounts and Business Development
FLSA Status: Full-time; Exempt

Five Key Accountabilities:
• Channel Penetration
• Proactive Sales Leadership of Broker Groups
• Sales Plan Execution ($ + margin)
• Internal and External Communication
• Account Management

Channel Penetration
• Use expertise to grow an established brand into the Natural Channel, driving large YOY growth with the goal of becoming the market leader
• Requires deep understanding of the Natural Channel needs and key retailers to chase; collaborate with departments to ensure those needs are met; educate to drive change
• Evaluate current competition and market landscape. Identify opportunities to acquire new business
• Develop and implement effective sales strategies for channel penetration, establish sales objectives and annual sale goals for key accounts and regional territories
• Partner with National Sales Manager of the Gift and Apparel Channel to develop processes to manage and grow multiple channels with respect to current business; maintain constant communication, working together as one team managing multiple channels
• Plan and execute Natural Channel tradeshows; manage pre-show preparation including booth logistics, product assortment, and sales materials; represent the brand at the show to engage buyers, strengthen existing relationships, and capture new business opportunities

Proactive Sales Leadership and Broker Management
• Manage and support broker partners that assist Peepers in growing our Natural Channel businesses.
• Train broker partners on Peepers sales objectives and strategies. Ensure they have a comprehensive understanding of the Peepers program and are armed with the tools they need to maintain current business and capture new opportunities
• Work with Brokers to approach potential new customers with a comprehensive business plan and presentation to win the business
• Develop and maintain a prospect database
• Participate in ride-alongs with broker partners for continued brand education and assist with driving sales in new and/or challenged markets
• Establish productive and professional relationships with head buyers/decision makers at key accounts
• Provide monthly reporting on all key accounts and regional territories and formulate a plan of action for any shortfalls and budget deficiencies

Sales Plan Execution ($ + margin)
• Achieve sales objectives in coordination with the company's overall business plan by holding broker partners accountable to goals
• Develop and analyze monthly and yearly sales forecast and budgets. Monitor sales and business throughout the year
• Review, analyze and negotiate all costs with appropriate margins; use effective negotiation skills to create a win-win for both parties
• Monitor and analyze performance metrics and suggest improvements to drive sales
• Internal and External Communication
• Ensure leadership has clear understanding of current and future business through monthly and quarterly presentations; communicate with VP of Sales and CX on state of business in weekly meetings
• Work well inter-departmentally and cross-functionally to drive customer satisfaction and bottom-line profitability
• Establish and maintain cooperative, constructive interpersonal relationships with the company staff at all levels

Account Management
• Own and manage current account relationships, serving as the primary point of contact for buyers and decision makers at priority Natural Channel retailers; ensure satisfaction, resolve issues proactively, and drive continuous growth within the account base
• Identify, target, and pursue prospective new key accounts in the Natural Channel; develop and deliver compelling, tailored brand presentations and business proposals to win new distribution and placement
• Lead the full onboarding process for newly signed accounts; coordinate internally with Operations, Marketing, and Customer Experience to ensure seamless setup, initial orders, fixture execution, and a strong launch that positions the account for long-term success
• Track and report on key account performance against annual sales targets; proactively address gaps, identify incremental revenue opportunities

Knowledge, Skills, and Abilities
• Bachelor’s degree strongly preferred
• 2 years of experience managing broker groups
• 5 years of sales experience in Natural Products Industry
• Must be dynamic, performance driven sales professional with a proven track record of building business and overcoming barriers to entry
• Must have outstanding leadership, presentation and communication skills
• Must be an energetic, results-oriented, self-starter and team player
• Able to define problems, collect data, establish facts and draw valid conclusions
• Competent with computer software such as Microsoft Office (Excel, Word, PowerPoint)
• Strong critical thinking and logical reasoning skills
• Excellent organizational, time management and project management skills
• Strong skills in problem identification and solutions-based problem-solving
• Solid customer service attitude with excellent negotiation skills.
• Excellent skills managing multiple competing priorities on a daily basis
• Excellent verbal and written communications skills
• Ability to lead and a strong team player

Travel Requirements
• 20% +/- travel (depending on the season and/or sales cycle)