Sales Manager, Alt Channels & Regional Grocery

Position Title: Sales Manager, Alt Channels & Regional Grocery

Reports to: Sales Director - Grocery

Location: US Flexible, Remote

Our Company:

Jeni’s Splendid Ice Creams is an American ice cream company dedicated to making better ice creams and bringing people together. Founded in 2002 by James Beard Award-winning ice cream maker Jeni Britton—who introduced a modern, ingredient-driven style of ice cream making that revolutionized the industry, forever changing the way ice cream is made —Jeni’s has emerged over the past two decades as the new standard by which all other ice creams are judged. Today, the creative-led, community-spirited company is a certified B Corporation with 80 scoop shops (and counting), an online shop with nationwide shipping at jenis.com, and distribution in top grocery stores across the country.

Our Mission:

Team Jeni's is a nationwide team of people who bring their talent, hustle, guts, resilience and empathy (lots of heart too) to making better ice creams and bringing people together. Working at Jeni's means devotion to service.  Serving by caring-about ourselves, each other, our communities, ice creams and customers. We are a force for good!

The Role:  

We are seeking a dynamic and results-driven Sales Manager to join our team at Jeni’s Splendid Ice Creams. In this role, you will work closely with the Sales Director to execute strategies that drive growth across the wholesale business, including regional grocery stores, food service outlets, convenience stores, and drug stores across the country. This position requires the ideal candidate to be scrappy and able to roll up their sleeves, and laser focused on ensuring healthy and productive performance in a highly competitive marketplace and fast paced environment.  Responsibilities include support of and oversight of sales activities across designated accounts to achieve optimal market penetration for Jeni’s portfolio of items.  This will entail working at both strategic and tactical levels to develop, implement, and manage programs that maximize both short and long-range objectives for the company’s sales growth and working in close collaboration with the Jeni’s Wholesale team & other functional leads (Operations, Marketing, Scoop Shops, Operations, Customer Service, Finance, Supply, etc.).

It is critical that the Sales Manager have a proactive approach to account management – addressing day-to-day operating issues as well as providing strategic input.  Key areas of focus will encompass collaboration  across a variety of fronts --  account & distributor management, planning and forecasting, data analysis, new product launch plans, marketing & trade programs, in-store execution, & the ability to drive significant targeted distribution gains. All business activities must be done in a way that underscores the social mission of Jeni’s Splendid Ice Creams.

The Responsibilities:

• Collaborative Strategy Development & Execution:

  • Work closely with the Sales Director to implement growth strategies across multiple channels including grocery, food service, c-store, and drug stores.

  • Help drive strategic business planning with a focus on increasing market share and expanding Jeni’s presence in existing and new strategic  markets.

• Buyer & Distributor Relationship Management:

  • Cultivate and maintain strong, long-term relationships with key buyers and distributors.

  • Serve as the primary point of contact for existing and potential wholesale customers, ensuring their satisfaction and loyalty to the Jeni's brand.

• Execution of Trade Plans:

  • Work with the Sales Director and cross-functional teams to execute trade plans that drive volume and meet financial targets.

  • Track and measure the effectiveness of promotional and trade programs, adjusting strategies as needed to maximize impact.

• New Item Launch Execution and Strategy:

  • Support the development and execution of new item launches in wholesale accounts, ensuring smooth and successful launches.

  • Collaborate with marketing, operations, and product teams to ensure alignment and maximize the impact of new product introductions.

• Market & Competitive Analysis:

  • Monitor industry trends, competitive landscape, and market conditions to proactively identify opportunities for business growth and improve sales strategies.

  • Provide insights and recommendations to the Sales Director for potential expansion and/or new product development.

• Sales Reporting & Forecasting:

  • Help analyze sales data to optimize account strategies and drive business growth.

Requirements:

• Bachelor’s degree in business administration, Marketing or related field. Graduate degree a plus.

• Minimum 3-5 years CPG experience with direct key account or channel responsibility. 

• Experience in grocery retail account management. Food Service and C-Store experience is a plus

• Premium product selling background.  Specifically in ice cream space a plus

• Established relationships and demonstrated success working with retail accounts, brokers, and distributors (UNFI, KeHE, etc), servicing these channels.

• Strong planning & organizational skills along with excellent interpersonal, written/oral communication and presentation skills, including full competence with Microsoft Office (Excel, PowerPoint, Word and Outlook), Google Suite (Google Slides, Google Meets, G-Drive).

• Proven success in sales management with respected consumer packaged goods companies, serving diverse retailers, including direct key account or channel responsibility.  

• Has demonstrated success delivering aggressive sales goals, originating strategic initiatives and building efficient “best-of-class” selling organizations.

• Experience in the expansion of distribution for core items, new categories, & the complexities of direct & distributor serviced retail distribution, while maximizing results at the lowest possible overall cost. 

• Ideally, experience in both large and small companies - understanding foundations for highly successful larger enterprises balanced with a more hands-on approach.

• Experience in trade marketing, category management, sales planning and/or brand marketing roles a plus

• Proven ability to work independently as well as collaboratively.  A roll-up the sleeves, can-do attitude.

• Demonstrated ability to excel in an autonomous, hands-on, fast-paced entrepreneurial environment.

• Highly adaptable & resourceful. Pioneering spirit. Passion for an active health & wellness lifestyle.

• Proficient in Data Tools (SPINS, Nielsen, Retailer Portal), Excel & Trade Analytics (selling price, margins, etc).

• Ability to travel throughout United States as needed, up to 30-40% of the time

BENEFITS OFFERED

• Competitive pay: base salary range for this position is from $85,000 - $120,000, plus eligibility for sales bonus

• 15 paid vacation days per year when a full year is worked

• 5 paid sick days per year when a full year is worked (or sick time accrued based on applicable state or local regulations)

• 10 paid holiday days annually

• Health, dental, vision and life insurance (single and family coverage available)

• 4% match on 401k contributions after 3 months of employment 

• One-month paid sabbatical after 3 years of continuous employment

• 8 hours of paid Volunteer Time Off annually 

• 50% discount at Jeni’s Scoop Shops and online and one free serving per shift

Jeni's is an equal opportunity employer. Said our way, we love and honor differences, and we love sharing common values such as talent, hustle, guts, resilience, and empathy. Our differences are a primary source of our team's strength and we crave having a team rich with diversity which is creativity and art in its human form.