Role Overview for National Sales Manager (Natural Specialty)
JRG Partners, a premier executive search firm specializing in the Consumer Packaged Goods (CPG) sector, is thrilled to partner with a trailblazing brand at the forefront of the natural and specialty food & beverage industry. We are seeking a dynamic, results-oriented, and visionary National Sales Manager (Natural Specialty) to lead and expand our client’s market presence across the United States.
This pivotal role is perfect for a seasoned sales leader with an unyielding passion for natural products, a proven track record of driving significant growth in the specialty channel, and the strategic acumen to build and nurture high-performing teams.
In an increasingly competitive yet rapidly expanding natural products landscape, our client stands out for its commitment to quality, innovation, and sustainability. As the National Sales Manager, you will be instrumental in shaping the future of their brand. You will be responsible for developing and executing comprehensive national sales strategies that align with the company’s ambitious growth objectives, fostering strong relationships with key retail partners, and inspiring a team of dedicated sales professionals.
This position offers a unique opportunity to make a profound impact, not just on sales figures, but on the broader mission of bringing healthier, more sustainable products to consumers nationwide. If you thrive in an environment that values entrepreneurial spirit, strategic thinking, and a hands-on approach to leadership, we invite you to explore this exceptional career-defining opportunity.
This is a remote position, requiring significant travel to meet with key accounts, attend industry events, and connect with your distributed team. The ideal candidate will possess a deep understanding of the natural, organic, and specialty food & beverage ecosystem, including an intricate knowledge of brokers, distributors, and major retailers such as Whole Foods Market, Sprouts Farmers Market, Fresh Market, and various independent natural grocers.
Your leadership will directly influence market share expansion, brand visibility, and the overall commercial success of a beloved natural brand.
Key Responsibilities of National Sales Manager (Natural Specialty)
The National Sales Manager (Natural Specialty) will be tasked with a broad range of strategic and operational duties critical to achieving and exceeding sales objectives. Your responsibilities will include, but are not limited to:
Strategic Sales Leadership
Develop, refine, and execute a robust national sales strategy for the natural and specialty channels, aligning with overall company objectives and revenue targets. Identify new market opportunities, analyze sales data, and adapt strategies to evolving market trends and competitive landscapes.
Team Management & Development
Recruit, train, mentor, and manage a high-performing team of regional sales managers and account executives. Foster a culture of accountability, continuous improvement, and collaborative success. Conduct regular performance reviews, set clear KPIs, and provide ongoing coaching and professional development opportunities.
Key Account Management
Cultivate and maintain strong, strategic relationships with top-tier national and regional natural and specialty retailers (e.g., Whole Foods Market, Sprouts, Fresh Market, Earth Fare, Natural Grocers, independent co-ops). Negotiate favorable terms, promotional calendars, and merchandising agreements that drive mutual growth.
Broker & Distributor Management
Oversee and optimize relationships with national and regional brokers and distributors. Ensure effective communication, clear objectives, and consistent execution of sales and marketing initiatives across all channels. Conduct regular business reviews to assess performance and identify areas for improvement.
Financial Planning & Budgeting
Develop and manage the national sales budget, including forecasting, expense management, and P&L responsibility for the natural specialty division. Monitor sales performance against budget, identifying variances and implementing corrective actions as needed.
Market Analysis & Insights
Stay abreast of the latest natural products industry insights, consumer trends, and competitive activities. Leverage market data (e.g., SPINS, Nielsen) to identify opportunities, inform strategic decisions, and refine product positioning.
New Product Introduction (NPI)
Collaborate closely with marketing and product development teams on new product launches, ensuring successful market entry, optimal shelf placement, and effective promotional support within the natural specialty channel.
Trade Show & Event Participation
Represent the company at key industry trade shows, conferences, and events (e.g., Natural Products Expo West/East), networking with industry leaders, prospective clients, and partners.
Promotional Planning & Execution
Strategize and execute effective trade promotions, merchandising programs, and in-store activations that drive sales velocity and enhance brand visibility within the natural specialty retail environment. Ensure ROI analysis for all promotional activities.
Reporting & Communication
Provide regular, comprehensive reports on sales performance, market conditions, and strategic initiatives to senior leadership. Maintain open and transparent communication channels with all internal and external stakeholders.
This role demands a proactive leader who can balance strategic vision with hands-on execution, adapting swiftly to market dynamics while maintaining a consistent focus on long-term growth and profitability.
Requirements for the National Sales Manager (Natural Specialty)
To excel in this critical leadership role, candidates should possess a robust blend of experience, skills, and personal attributes:
Experience
Minimum of 8-10 years of progressive sales experience within the Consumer Packaged Goods (CPG) industry, with at least 5 years specifically in a national sales management or senior leadership role focused on the natural, organic, or specialty food & beverage sector.
Channel Expertise
Demonstrated expertise and established relationships within the natural and specialty retail channels (e.g., Whole Foods Market, Sprouts, Fresh Market, independent natural grocers, co-ops) and with key distributors and brokers serving this market.
Leadership & Team Building
Proven ability to recruit, develop, motivate, and manage a high-performing remote sales team. Strong coaching and mentorship skills are essential.
Strategic Acumen
Exceptional strategic thinking capabilities with a track record of developing and executing successful national sales plans that drive significant revenue growth and market share.
Financial Proficiency
Solid understanding of P&L management, budgeting, forecasting, and ROI analysis. Ability to make data-driven decisions and manage financial resources effectively.
Communication & Negotiation
Superior written and verbal communication skills, with the ability to articulate complex strategies clearly and persuasively. Expert negotiation skills with a history of securing advantageous agreements with major retailers.
Analytical Skills
Proficient in using sales analytics tools (e.g., SPINS, Nielsen, CRM systems) to identify trends, measure performance, and inform strategic decisions.
Education
Bachelor’s degree in Business Administration, Marketing, or a related field is required. An MBA or equivalent advanced degree is highly preferred.
Travel
Ability and willingness to travel extensively (up to 50-60%) across the United States for client meetings, trade shows, and internal team engagements.
Entrepreneurial Spirit
A self-starter with a strong sense of urgency, high initiative, and the ability to thrive in a fast-paced, dynamic environment.
Passion for Natural Products
Genuine passion for the natural, organic, and specialty food & beverage industry, with an understanding of its unique consumer base and market dynamics.
The ideal candidate will be a visionary leader who can inspire confidence, drive innovation, and consistently deliver exceptional results in a competitive and evolving market.
Benefits & Perks Offered
Our client understands that attracting and retaining top talent requires a comprehensive and competitive benefits package. As a valued member of their leadership team, you will enjoy:
Competitive Compensation
A highly attractive base salary commensurate with experience, paired with a robust performance-based bonus structure tied to achieving sales targets and strategic objectives.
Comprehensive Health & Wellness
Full medical, dental, and vision insurance coverage for you and your family, ensuring peace of mind regarding your health needs.
Retirement Planning
A generous 401(k) retirement plan with company matching contributions, designed to help you build a secure financial future.
Paid Time Off
Ample paid vacation, sick leave, and company holidays to ensure a healthy work-life balance.
Remote Work Flexibility
The advantage of a remote-first work environment, providing flexibility and autonomy, while still fostering a strong team connection through regular virtual meetings and in-person gatherings.
Professional Development
Opportunities for continuous learning, professional growth, and career advancement through workshops, industry conferences, and leadership training programs.
Product Perks
Enjoyment of company products and employee discounts.
Dynamic Culture
Join a passionate, collaborative, and innovative team dedicated to making a positive impact on the natural food landscape.
Technology & Resources
Equipped with the latest technology and resources to ensure you have everything you need to succeed in a remote and national role.
We believe in investing in our people, recognizing that your success is our success. This role offers not just a job, but a career path with a company that values your contributions and supports your professional journey.
How to Apply
If you are a proven sales leader with a deep passion for the natural and specialty products industry and are ready to take on a challenging yet rewarding role, we encourage you to apply. This is a unique opportunity to join a growing brand and make a significant impact.
Please submit your resume and a compelling cover letter outlining your relevant experience, key achievements in the natural specialty channel, and why you are the ideal candidate for this National Sales Manager position. Your cover letter should highlight your strategic approach to sales leadership and your ability to drive aggressive growth.
JRG Partners is committed to connecting top-tier talent with industry-leading companies. We look forward to reviewing your application and discussing how your expertise aligns with our client’s vision. For more information on how JRG Partners excels in recruitment for this sector, please visit our Consumer Packaged Goods Recruitment practice area page.
Apply today and take the next step in your distinguished career!
