Who You Are: You are a scrappy, humble, and hungry Sales Manager who is highly analytical with a deep understanding of Sprouts, KeHE, and UNFI, who lives the entrepreneurial spirit, and who wants to work in a fast-paced environment to maximize market penetration. You are someone who works collaboratively with cross-functional teams with a “we” (not “me”) mindset. You’re an expert at “rolling up your sleeves” and getting to work immediately to get products sold in highly competitive marketplaces.
The Task At Hand: The Regional Sales Manager, Natural Channel and Distributors reports directly to the Senior Director of Sales, Natural Channels, and oversees all sales initiatives across our multi-category business to achieve maximum penetration for Once Upon a Farm’s portfolio of items. This will entail working at strategic and tactical levels to help develop, implement, and manage programs that maximize short and long-range objectives for the company’s sales growth within the Natural Channel. This role will be focused on growing our business at Sprouts, KeHE, UNFI, and the broader Natural Channel. This individual will work closely with a broker team and the Sr. Director of Sales, along with other functional leads (Marketing, Business Development, Customer Service, Finance, Supply, etc.).
In This Role, You Will:
Manage financial close & reporting by leading key components of the monthly, quarterly, and annuHave a proactive and organized approach to sales development, addressing day-to-day operating issues as well as providing strategic direction for the Natural Channel business
Key areas of focus will encompass leadership across a variety of fronts: account management, broker management, distributor management, planning and forecasting, data analysis and reporting, new product launch and in-store execution, and the ability to help drive significant distribution gains
Drive Gross Sales
Achieve volume targets by flawlessly executing against strategic priorities
Lead the broker and distributor team members to overdrive sales execution and results
Build an accurate forecast and ensure its implementation across UNFI and KeHE
Grow market share, have expert knowledge of category and competition
Proactively communicate and develop plans for sales/share/category/competition
Identify business opportunities and help close white space opportunities
Increase TDP growth and achieve optimal placement
Define and secure new business and TDP growth
Plan and manage all merchandising activities
Business Relationships and Communication
Develop, foster, and maintain strong internal and customer/distributor relationships while ensuring proper communication of vital information
Regularly update and communicate progress to management
Develop and monitor business scorecards; define clear account penetration, sales, share, and highlight opportunities
Data Analytics and Reporting
Pull, analyze, and report weekly data and insights to the organization regarding Once Upon a Farm’s sales performance across each product category at both the retailer and distributor level
Closely monitor inventory through the UNFI Supplier Portal and KeHE Connect; provide forecast updates and recommendations to retailers and distributor partners as needed
Analyze retailer and distributor trends to identify key areas for focus and work with the broker team to execute
In This Role, You’ll Bring With You:
Minimum 8-10 years of retail sales with at least two years spent directly selling and/or providing sales support to Sprouts, KeHe, and UNFI
Residence in Phoenix, Arizona, preferred
Bachelor’s degree in Business, Marketing, or a related field preferred, or equivalent professional experience
Strong planning and organizational skills, along with excellent interpersonal, written/oral communication, and presentation skills
Extensive experience working directly in the Natural Channel and collaborating with broker partners to drive business initiatives
Must be proficient in leveraging SPINs data to monitor category performance and have a deep understanding of the UNFI Supplier Portal and KeHE Connect
Proven success with respected consumer packaged goods companies with direct Natural Channel retailer experience
Ideally, experience in both large and small companies, thereby possessing the vision for the elements of a highly successful larger enterprise, balanced with a more hands-on approach
Strong knowledge base for successful retail execution
Solid knowledge of Microsoft Suite, Outlook, Slack, and other professional platforms
Ability to travel up to 50% (or more). This role is required to be out in the market with retailers and broker partners. Additionally, we “Farmers” do meet as a company and/or as a department a few times a year.
Genuinely passionate about improving childhood nutrition for a healthier and happier planet
Desire to contribute to a dynamic, high-growth, purpose-driven work environment
Previous exposure to cross-functional work between Sustainability and Sales preferred
Must reside in the United States to be considered for this position
Please note that visa sponsorship is not available for this position
Compensation:
Salaried, Full-Time
The anticipated salary range for this position is $120,000.00 to $145,000.00. The actual salary offer will carefully consider a few factors, including your skills, qualifications, experience, and location. Certain positions are eligible for additional forms of compensation such as bonuses, stipends, equity, and role-specific perks.
Additional:
Remote-first work environment
Annual Bonus
Unlimited Paid Time Off
401(k) with employer match
Remote Life Stipend + Nourish and Nurture Allowance
Monthly auto, cell, and internet stipend
Paid Volunteer Time
New Parents: Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of farm-to-fridge baby food, and Milk Stork breast milk shipping service for those who travel
Medical Insurance for the employee covered at 100% on select Kaiser and PPO plans, as well as offer additional plan options at a reduced cost to the employee
Vision and Dental Insurance covered at 100% for the employee
Employee Discounts and quarterly Farm to Fridge home deliveries
Life insurance
Flexible spending account (Medical & Dependent Care) and Health savings accounts for applicable plans
Who We Are
Our Purpose: Drive systemic improvement in childhood nutrition for a healthier, happier, and more equitable world.
Our Business: At Once Upon a Farm, a better story starts here. We're on a greater mission in providing organic, crave-worthy, snacks and meals for children of all ages. Our recipes are crafted with only the best organic ingredients – whole fruits and veggies, cold-pressed (our pouches), or freshly frozen (our meals) to perfection– to support your growing kids at every stage. Each of our organic, non-GMO, non-dairy recipes contains no added sugar and are free from artificial flavors, colors, and preservatives – just simple, real, nutritious snacks your entire family will love.
Our Team: We’re all fully remote, which makes us a highly collaborative, dynamic, and supportive bunch. We share a singular mission to make the world a better place through the highest quality, most delicious, nourishing, and nutritious products made accessible to every home, from our farms to your fridge. And while we’re invested in our product, we’re equally invested in one another's success.
Once Upon a Farm, PBC, provides equal employment opportunities to all employees and applicants in all company facilities without regard to race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental and/or intellectual disability, age, military status or status as a Vietnam-era or special disabled veteran, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer-related or HIV/AIDS-related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Please see our Privacy Policy to learn more about the data we collect.
