Note: The job is a remote job and is open to candidates in USA. Sigma is seeking a Manager Key Account Development to expand its business with regional mainstream grocers and specialty chains. The role leads the full new-account lifecycle, from prospecting and negotiating agreements through launch, scale-up, and transition to account management, while developing market strategies and managing field execution teams.
Responsibilities
- Execute against a defined whitespace map prioritizing under-represented accounts within the regional mainstream grocery and specialty chain landscape; Identify new business opportunities; assess product-market fit for each target account, evaluating shopper demographics, store format, category dynamics, and competitive set to determine the right assortment and entry strategy
- Negotiate trading terms, promotional commitments, and distribution agreements with new retail partners; build and manage a structured pipeline from initial outreach through sell-in, contract execution, first shipment, and scale-up
- Own through the post-launch incubation period including but not limited to driving velocity, expanding assortment and distribution, and building the promotional cadence needed to establish the brand within the retailer; Refine go-to-market strategies during scale-up based on early sales data, shopper feedback, and market-level performance, adjusting assortment, placement, and promotional tactics to better match local demographics
- Develop store-level execution playbooks covering shelf standards, display priorities, and sampling protocols; Monitor competitive activity and shelf conditions to identify threats and opportunities
- Build, train, and manage store-level field teams - in-house, outsourced, or hybrid - responsible for merchandising, sampling, and in-store sales impulse activity, ensuring alignment to brand standards, execution quality, and budget
- Build and maintain strong relationships with regional buying teams, category managers, and store-level decision-makers; Partner with broker and distributor networks to extend coverage and accelerate new account activation
- Maintain pipeline, account tracking, and territory performance reporting; Track field team performance using store-level data and retail audits to identify gaps and optimize coverage; Contribute to quarterly business planning including territory forecasting, trade investment alignment, and new account revenue projections
- Other duties as assigned
Skills
- Four (4) years experience of CPG food sales with a focus on new business development within regional mainstream grocery and specialty retail
- License/Certifications
- N/A
- Bachelor's degree in business, Marketing, Sales, or a related field
- Established relationships with regional grocery and specialty chain buyers and category managers across one or more geographies
- Knowledge of contract terms, pricing strategies, or procurement processes
- Prior experience meeting or exceeding sales targets in a competitive environment
- Experience building or managing field teams, demo programs, or outsourced merchandising agencies
- Familiarity with broker and distributor management in regional markets
- Experience with regional mainstream grocery banners and specialty chains
Benefits
- 401(k)
- Dental insurance
- Employee assistance program
- Health insurance
- Paid time off
- Vision insurance
- Remote work
Company Overview