The Sales Manager is responsible for leading an assigned portfolio of natural, regional, emerging, and select international retail accounts while delivering Tofurky’s sales, distribution, and profitability objectives.
This position independently develops and executes customer business plans, manages customer and broker relationships, leads pricing and promotional negotiations, and identifies opportunities to expand distribution and secure new business. The Sales Manager owns account-level forecasting, trade investment, promotional effectiveness, and financial performance.
Working cross-functionally with Marketing, Finance, Supply Chain, Customer Service, Operations, and Innovation, this role ensures the successful execution of customer programs, new product launches, and broader commercial initiatives.
This role is ideal for an experienced consumer packaged goods sales professional who can independently manage a meaningful customer portfolio, influence internal and external partners, and contribute to the continued development of Tofurky’s commercial capabilities.
Customer and Business Management
Own an assigned portfolio of natural, regional, emerging, and select strategic retail accounts.
Develop and execute annual customer business plans that deliver net sales, distribution, margin, and trade investment objectives.
Serve as the primary commercial contact and strategic business partner for assigned customers.
Build and maintain strong relationships with buyers, category managers, distributors, and other customer decision-makers.
Lead customer presentations, annual business reviews, new item sell-in meetings, pricing discussions, and promotional negotiations.
Identify opportunities to expand distribution, improve product velocity, optimize assortment, and secure incremental merchandising.
Develop and maintain a pipeline of prospective customers and channel expansion opportunities.
Monitor customer performance and profitability, identify risks and opportunities, and implement appropriate actions.
Negotiate pricing and promotional programs within established company parameters.
Broker and Distributor Leadership
Establish priorities, objectives, and performance expectations for assigned broker and distributor partners.
Lead regular broker business reviews and hold partners accountable for distribution, promotional, and execution objectives.
Ensure brokers have the information, tools, samples, and commercial direction necessary to represent Tofurky effectively.
Evaluate broker performance and recommend changes to account coverage or market strategy when appropriate.
Coordinate customer meetings, sales presentations, and follow-up activities with broker partners.
Commercial Planning and Financial Management
Own account-level sales forecasts, trade budgets, promotional calendars, and customer financial plans.
Manage trade investment within approved budgets and evaluate promotional effectiveness and return on investment.
Analyze syndicated data, retailer portals, shipment information, and internal reporting to identify business opportunities and risks.
Provide accurate and timely forecasts to support production, inventory, and financial planning.
Lead pricing implementation and collaborate with Finance and Customer Service to address deductions, claims, and customer discrepancies.
Prepare customer presentations, monthly account updates, business reviews, and performance analyses.
Contribute to annual sales planning, budget development, and longer-range commercial strategy.
International Business Management
Manage assigned international customers, distributors, or markets.
Lead commercial planning, forecasting, customer communication, and product launch execution for assigned international business.
Coordinate internally on supply chain, packaging, pricing, regulatory, and market-entry requirements.
Identify opportunities to expand international distribution and improve distributor performance.
Cross-Functional Leadership
Lead cross-functional execution of customer programs, new product launches, pricing initiatives, and promotional activity.
Represent customer requirements, marketplace trends, and competitive insights in internal planning discussions.
Partner with Marketing and Innovation to translate customer and category insights into commercial opportunities.
Proactively identify execution risks and coordinate solutions across departments.
Participate in customer meetings, broker meetings, trade shows, sales meetings, and industry events.
Provide informal coaching and guidance to less-experienced commercial team members as needed.
Qualifications
Bachelor’s degree in Business, Marketing, or a related field preferred.
Minimum of five years of progressive experience in consumer packaged goods sales, account management, or a related commercial function.
Demonstrated experience directly managing retail customers, brokers, distributors, or customer business plans.
Experience managing sales forecasts, promotional plans, trade spending, and customer performance.
Proven ability to negotiate pricing, promotions, assortment, and new item placement.
Strong commercial and financial acumen, including an understanding of net sales, margin, trade investment, and promotional return on investment.
Strong communication, presentation, negotiation, and relationship-management skills.
Strong analytical capabilities and proficiency with Microsoft Excel, PowerPoint, Word, and Teams.
Ability to manage multiple priorities, operate independently, and influence cross-functional partners.
Willingness to travel approximately 25–30%.
Preferred Qualifications
Five to seven years of progressive CPG sales or account-management experience.
Experience within the grocery, natural foods, refrigerated, frozen, or plant-based food industries.
Established relationships with natural or regional grocery retailers.
Experience managing broker or distributor networks.
Experience using syndicated data and retailer platforms, including SPINS, Circana, or comparable tools.
Experience with international customers or distributor-managed markets.
Supervisory Responsibility
This position does not initially have direct employee reports. However, the Sales Manager provides leadership and direction to assigned broker and distributor partners and may provide informal coaching to other members of the commercial team. Direct supervisory responsibility may be added as the business grows.
Work Environment
This position operates in a hybrid environment, combining home-office work with regular time at Tofurky’s Hood River office. Preference will be given to candidates residing in the Portland–Hood River region who can work from the Hood River office approximately one to two days per week.
Regular travel to customer locations, broker meetings, company meetings, trade shows, and industry events is required. A company laptop and required business technology will be provided.
Compensation
The anticipated base salary range for this position is $110,000–$125,000 annually, depending on experience, qualifications, and location. The position is also eligible for an annual performance-based incentive with a target opportunity of 15% of base salary, along with Tofurky’s comprehensive employee benefits package.
Work Authorization
Candidates must be authorized to work in the United States.
About Tofurky
Founded in 1980, Tofurky is one of North America’s leading plant-based food brands, offering a broad portfolio of plant-based meats and cheeses sold through retail, foodservice, and international channels. As part of the Morinaga Group, Tofurky combines more than 40 years of category leadership with the resources of a global food company to drive innovation and expand the future of plant-based foods.
Headquartered in Hood River, Oregon, Tofurky is committed to developing high-quality, great-tasting products that meet the evolving needs of consumers and retail partners. Our collaborative culture, entrepreneurial mindset, and passion for innovation create opportunities for employees to make a meaningful impact while helping shape the future of the business.
