National Sales Manager

11 hours ago

Seattle, Washington, United States Carter Support Services Full time
Job Title: National Sales Manager – Retail West / Natural
Location: Washington
Reports To: Vice President of Sales
Department: Sales
FLSA Status: Exempt Job Summary:
The National Sales Manager – Retail West / Natural is responsible for leading and expanding our  business across key Western and Natural Channel retailers and distributors. This role combines strategic leadership with hands-on customer management — setting sales strategy, driving revenue and margin growth, and cultivating deep customer and broker relationships.
The ideal candidate has a proven track record in CPG sales leadership, excels at building customer-first strategies, and thrives in a fast-paced, entrepreneurial environment where collaboration and accountability drive success. Key Responsibilities:
  • Develop and execute regional and channel-specific sales strategies to achieve revenue, distribution, and profit objectives.
  • Lead customer engagement and high-level negotiations with key accounts (e.g., Natural Grocers, NCG, INFRA, Raley's, New Seasons, etc.).
  • Partner cross-functionally with Marketing, Finance, Supply Chain, and Commercialization to align plans and ensure seamless execution.
  • Analyze market trends, customer insights, and sales performance to identify growth opportunities and adjust strategies accordingly.
  • Manage and optimize trade spend to maximize ROI and ensure budget compliance.
  • Deliver accurate forecasts, business reviews, and performance analyses using Trade Promotional Management software , syndicated data (SPINS, Nielsen), and internal reporting tools.
  • Represent the company at trade shows, industry events, and customer meetings.
  • Coach, develop, and inspire broker partners to achieve business goals and uphold company values.

Qualifications:
  • Bachelor's degree in Business, Marketing, or related field (MBA preferred).
  • 8–12+ years of progressive CPG sales experience, with at least 3–5 years in a leadership role managing major retail accounts.
  • Demonstrated success managing major national retail accounts and growing market share.
  • Strong understanding of CPG fundamentals: pricing, promotions, category management, and trade marketing.
  • Exceptional analytical, negotiation, and communication skills.
  • Proficient with CRM systems, syndicated data platforms (SPINS, Nielsen), and Microsoft Office Suite.
  • Willingness to travel [up to 30–50%].
Preferred Experience:
  • Experience in the food & beverage category is required; frozen or dairy experience is a plus.
  • Proven success managing broker networks and direct customer relationships.
  • Track record of scaling a brand from challenger to category leader.
  • Passion for sustainability, organic products, and better-for-you brands.
Why Us?
Join a mission-driven company where you'll have a direct impact on our growth, culture, and category leadership. We offer competitive compensation, performance-based incentives, and the opportunity to work with a team that believes in doing good.

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