Sales Manager, Retail & Broker Management

The Sales Manager, Retail & Broker Management is responsible for leading and directing broker retail sales teams to drive retail execution, product visibility, and sales performance for HP Hood’s portfolio of branded, licensed, and private label dairy products within an assigned geography. This role will serve as the primary liaison between HP Hood’s regional/key account teams and retail broker partners, ensuring successful execution of sales initiatives, promotional programs, merchandising standards, and store-level objectives.  Regular travel to assigned retail locations within the territory is required. As much as 3 weeks per month.

 Territory includes Western US States covering CA, WA, OR, NV,UT,MT,WY,AZ, NM, TX.  Preferably, candidate would reside in/near Texas.

Essential Duties and Responsibilities: 

Broker & Field Team Management

• Manage, direct, and motivate broker retail sales personnel to achieve sales, distribution, and merchandising goals.
• Train and develop broker teams on product knowledge, sales strategies, and execution standards.
• Provide clear direction on company initiatives, product launches, promotions, and retail priorities.

Retail Execution & Store Audits

• Conduct regular in-store visits and audits to ensure proper product placement, inventory levels, and promotional compliance.
• Work with store-level personnel to correct distribution voids, address stock-outs, and optimize shelf space and positioning.
• Lead and monitor Speed to Shelf execution and item cut-ins, ensuring timely market availability of new items.

Communication & Collaboration

• Serve as the communication conduit between HP Hood’s internal sales team and broker/retail partners.
• Relay promotional details, operational updates, and retail objectives to the field.
• Attend and lead broker and internal sales meetings to align on priorities and strategies.

Data Analysis & Reporting

• Analyze syndicated data (e.g., Nielsen, IRI), internal sales reports, and store-level movement to identify opportunities and guide field strategy.
• Monitor competitive activity and market trends, reporting findings to senior leadership.
• Maintain detailed records including store call reports, route lists, competitive intelligence, and other field documentation.

Education and Experience:

• Bachelor’s degree in Business Administration, Marketing, or a related field, preferred. MBA a plus.
• 5 years of sales experience or retail experience with a consumer package goods manufacturer, major food broker, or retail services company desirable but not required.
• Proven track record of sales growth, customer relationship management, and territory development.
• Proficiency in Microsoft Office Suite (Excel, Word, PowerPoint).
• Experience with CRM and merchandising software. (e. Nielsen, IRI etc.)

Skills and Competencies:

• Utilizes CRM tools and analytics to organize, track, and analyze sales data, supporting strategic planning and performance evaluation.
• Applies basic negotiation skills, manages objections, and delivers tailored presentations to address customer needs and strengthen engagement.
• Manages simple sales projects, leverages systems for process optimization, and supports category management and planning activities aligned with business goals.
• Leverages deep product, market, and industry knowledge to identify trends, position offerings effectively, and stay ahead of competitors.
• Applies strong business acumen and structured decision-making to uncover growth opportunities and align customer needs with financial value and long-term strategy.
• Builds strong, trust-based relationships, leads with confidence and humility, fosters teamwork, resolves conflicts, and supports team success through collaboration and influence.
• Thrives in ambiguity, adapts quickly to change, manages crises effectively, demonstrates perseverance, and maintains a positive, growth-oriented mindset in challenging environments.
• Aligns actions with business strategy, uses critical thinking and market insights to guide decisions, and drives scalable, high-impact solutions with autonomy and accountability.
• Uses persuasive, empathetic communication and active listening to build trust, manage emotions, and influence outcomes across stakeholders and customer interactions.
• Demonstrates strong attention to detail, time management, quality control, and continuous learning to consistently deliver exceptional results

Other:

• Ability to lift and carry products, boxes, and promotional materials as needed (up to 30-50 lbs).
• Ability to stand and walk for extended periods during store visits.
• Regular travel to assigned retail locations within the territory is required. As much as 3 weeks per month.
• Must have a valid driver’s license and reliable transportation.