The posting
TITLE: National Sales Manager POSITION OBJECTIVE: The National Sales Manager (NSM) is responsible for driving profitable growth within the Consumer Business Unit through the development of new business, expansion of existing customer relationships, and identification and commercialization of new product opportunities. The NSM serves as the primary commercial leader for assigned national and regional retail customers, with particular emphasis on grocery, mass merchant, and other large-format retail channels. The position is responsible for developing and executing customer-specific strategies that increase sales, strengthen profitability, expand distribution, and build long-term strategic partnerships. A key component of the role is the development and management of private label consumer products. The NSM will work closely with customers and internal teams throughout the product-development and commercialization process, including identifying opportunities, responding to customer requests and competitive bids, developing product and pricing recommendations, coordinating product launches, and managing on-going business performance. The NSM also serves as an important source of market and customer intelligence for the organization, providing insight into competitive activity, consumer and retailer trends, pricing, assortment, packaging, innovation, and emerging opportunities. These insights will help guide product development, product enhancements, cost-improvement initiatives, and the overall strategic direction of the Consumer Business Unit. The position may also be responsible for directing and managing external sales brokers or representatives. QUALIFICATIONS:
Bachelor’s degree in business, Marketing, Finance, Supply Chain, Engineering, or a related field. Minimum of five years of relevant consumer products experience, including direct responsibility for managing significant retail customer relationships in the grocery, mass merchant, club, or related retail channels; or relevant sourcing, merchandising, product development, or private-label experience with a major retailer.
An MBA or other advanced degree will also be considered as meeting a portion of the requirement for relevant experience. Demonstrated experience developing and maintaining relationships with large, sophisticated retail or supplier organizations and working effectively across multiple customer functions, including merchandising, sourcing, product development, replenishment, supply chain, and quality.
Direct experience with the development, sale, sourcing, or launch of private label consumer products is strongly preferred. Demonstrated commercial and financial acumen, including experience with pricing, cost analysis, profitability, forecasting, competitive analysis, and customer negotiations. Strong analytical and problem-solving skills with the ability to convert customer, market, and financial information into actionable business strategies. Excellent written, verbal, presentation, and interpersonal communication skills. Demonstrated ability to lead projects and influence outcomes across functions without direct reporting authority. Strong organizational skills and the ability to manage multiple customers, projects, deadlines, and product-development initiatives simultaneously. High proficiency with Microsoft Excel, PowerPoint, Word, and Outlook. Experience managing independent brokers, sales representatives, or other third-party sales resources is preferred but not required. Ability and willingness to travel as required to support customers, retail market visits, business reviews, product development, and new business activities. Ensure consistent, dependable attendance and demonstrate a willingness to accommodate non-standard work hours as necessary. Capable of effectively managing job-related stress and fostering productive workplace interactions.
JOB RESPONSIBILITIES:
Develop, own, and execute strategic business plans for assigned retail customers with responsibility for profitable sales growth, customer retention, new distribution, and new-business development. Identify and pursue new customers, category, product, and private label opportunities that align with the capabilities and strategic objectives of the Consumer Business Unit. Develop a deep understanding of each customer's business, category strategy, assortment, competitive environment, pricing architecture, and strategic priorities. Build strong, productive relationships with key customer decision-makers and establish the company as a knowledgeable, responsive, and trusted business partner. Lead customer presentations, business reviews, new product proposals, pricing discussions, competitive bids, requests for proposals (RFPs), and commercial negotiations. Maintain an active pipeline of new-business and product-development opportunities and provide management with clear visibility into opportunities, timing, probability, risks, and expected financial impact. Serve as the commercial lead for private-label product development opportunities from initial customer concept through commercialization and launch. Translate customer requirements and market opportunities into clear internal product-development objectives, including product specifications, packaging, performance requirements, pricing targets, timelines, and expected volumes. Coordinate closely with Marketing, Product Development, Engineering, Quality, Supply Chain, Procurement, Finance, and Manufacturing to develop commercially viable solutions that meet customer expectations. Lead the commercial aspects of new product launches and significant product changes, ensuring alignment between customer requirements and internal operational capabilities. Identify opportunities to improve existing products through changes in product design, materials, packaging, cost, performance, sustainability, or manufacturing processes. Maintain a strong understanding of the cost structure and profitability of assigned customer programs and products. Develop pricing recommendations that appropriately balance customer competitiveness, market conditions, input costs, volume expectations, and company profitability objectives. Identify and pursue opportunities to improve customer and product profitability through pricing, product redesign, cost reduction, assortment changes, volume growth, and operational improvements. Work with management and finance to evaluate the financial attractiveness of new business opportunities before commercial commitments are made. Regularly monitor retail assortments, competitive products, pricing, promotions, packaging, claims, innovation, and other relevant market developments. Communicate significant competitive and market intelligence throughout the organization and recommend appropriate commercial or product development responses. Provide the organization with a strong voice of the customer, ensuring that customer needs, emerging retail trends, and competitive developments are considered in strategic and product development decisions. Own the sales forecasting process for assigned customers, including development of an annual volume plan by customer and item and timely updates through the monthly forecasting process. Work collaboratively with Supply Chain, Manufacturing, and customers to improve forecast accuracy and anticipate changes in demand. Monitor finished goods and material inventories associated with assigned customers and work cross-functionally to minimize excess, obsolete, and out-of-stock inventory. Proactively communicate significant changes in customer demand, promotional activity, new-product launches, product transitions, or other developments that could affect manufacturing or inventory requirements. Provide management with timely and meaningful updates regarding customer performance, new business opportunities, competitive developments, significant risks, and actions required. Prepare monthly business highlights and other reports as required, emphasizing key results, opportunities, risks, and recommended actions. Representing the customer internally while also effectively communicating and supporting the company's operational, financial, and strategic requirements with customers. If applicable, establish priorities and expectations for external brokers or sales representatives, monitor their performance, and ensure their activities are aligned with company and customer strategies. Travel as necessary to develop customer relationships, conduct business reviews, visit retail markets, support product-development activities, and pursue new business opportunities. Perform other responsibilities as required to support the objectives of the Consumer Business Unit.
Key Competencies:
Strategic customer management New-business development Private-label product commercialization Negotiation and influencing skills Financial and analytical acumen Pricing and profitability management Retail and competitive intelligence Forecasting and business planning Cross-functional leadership Project management Executive level communication and presentation skills Initiative, accountability, and a strong sense of ownership
