Position Summary:
We are seeking an experienced and results-driven Product Line Retail Sales Manager to lead sales growth across a portfolio of retail accounts throughout the Northeast. This role combines hands-on account management, new business development, and leadership of a small retail sales team. The position is approximately 20% office-based inside sales and 80% daytime travel throughout the Northeast, with limited overnight travel of approximately 3–4 nights per year. The ideal candidate has a strong background in selling wholesale products to retailers, developing long-term customer relationships, expanding existing accounts, and identifying new revenue opportunities. This individual will be responsible for achieving sales targets, strengthening market presence, and developing a high-performing sales team.
Key Responsibilities
Sales & Account Management:
Develop and execute sales strategies to achieve revenue and growth objectives across assigned retail accounts and territories.
Manage and expand relationships with existing retail customers while identifying opportunities to increase product penetration and account revenue.
Identify and pursue new retail accounts and business development opportunities throughout the Northeast.
Conduct regular client visits, product presentations, and sales meetings to strengthen relationships and generate new business.
Provide consultative product recommendations based on customer needs, market trends, and sales opportunities.
Serve as a key point of contact for customers, ensuring responsive service and timely resolution of account-related issues.
Sales Team Leadership:
Lead, coach, and develop a small retail sales team to consistently achieve individual and company sales objectives.
Establish sales goals, performance expectations, and account-development strategies.
Conduct regular coaching, performance reviews, and sales planning sessions.
Foster a culture of accountability, customer service, collaboration, and continuous improvement.
Product & Market Development:
Maintain strong knowledge of the company's product lines, competitive landscape, and industry trends.
Partner with customers to introduce new products, identify growth opportunities, and maximize sales across product categories.
Support product launches, promotions, demonstrations, and customer education initiatives.
Gather customer and market feedback to identify emerging trends and potential business opportunities.
Sales Strategy & Reporting:
Monitor sales performance, account activity, revenue trends, and key performance indicators.
Analyze territory and customer data to identify opportunities and adjust sales strategies as needed.
Maintain accurate customer and sales activity within the company's CRM system.
Collaborate with marketing, operations, warehouse, and senior leadership to support customer needs and company growth initiatives.
Qualifications:
7+ years of B2B product sales experience selling wholesale products to retailers, including at least 2 years of sales management or team leadership experience.
Demonstrated success managing and growing retail accounts and achieving sales targets.
Strong business development, relationship management, negotiation, and consultative selling skills.
Proven ability to coach, motivate, and develop sales professionals.
Excellent communication, presentation, organizational, and interpersonal skills.
Experience with CRM, sales reporting, and related business systems.
Knowledge of relevant product categories and retail markets is a plus.
Ability and willingness to travel approximately 80% throughout the Northeast, primarily during normal business hours, with limited overnight travel.
