Southwest Regional Sales Manager, Grocery & Natural

Position Summary

The Southwest Regional Sales Manager is responsible for driving sales growth and executional excellence across the Southwest region, with a focus on Grocery and Natural retail channels. This role leads key customer relationships and broker partners to deliver results in volume, distribution, market share, and profitability.

This individual brings a strategic, data-driven approach to identifying growth opportunities, strengthening customer partnerships, and executing go-to-market strategies that expand Calbee America’s presence and support sustainable, profitable growth.

Key Responsibilities

Strategic Sales Growth

• Develop and execute regional sales strategies aligned with company objectives and customer priorities.
• Identify opportunities to expand distribution, assortment, and velocity across key Southwest retailers.
• Drive growth across multiple channels including grocery, natural/specialty, multicultural, and regional accounts.
• Monitor market trends and competitive activity to inform strategy and drive market share growth.

Customer Distributor Management

• Manage key regional accounts across Grocery and Natural channels.
• Lead customer negotiations including pricing, promotions, assortment, and new item authorizations.
• Partner with distributors (e.g., KeHE, UNFI, DSD partners) to ensure strong execution, inventory management, and promotional compliance.
• Build and maintain strong relationships with buying teams, merchandising partners, and supply chain stakeholders.

Broker, Leadership & Execution

• Lead and manage broker partners across the region, ensuring alignment on priorities and execution standards.
• Conduct regular business reviews, calls, and in-market visits to drive performance and accountability.
• Ensure excellence in retail execution including distribution, shelf placement, displays, pricing, and promotions.

Innovation & Brand Growth

• Partner with Marketing and Innovation teams to support successful product launches and line extensions.
• Leverage category insights and shopper data to support innovation and promotional strategies.
• Position Calbee as a leader in better-for-you snacking and Asian-inspired innovation through compelling, data-driven selling.

Sales Planning & Forecasting

• Own regional forecasting, demand planning, and trade spend management.
• Analyze performance metrics and promotional results to develop actionable sales plans.
• Partner with Finance and Operations to align forecasts, inventory, and long-term growth strategies.

Collaboration & Leadership

• Collaborate cross-functionally with Marketing, Supply Chain, Operations, and Finance teams.
• Deliver clear, data-driven presentations and business reviews to internal and external stakeholders.
• Promote a culture of accountability, teamwork, and results-driven execution.

Qualifications

• Bachelor’s degree or equivalent experience required.
• 5–7+ years of experience in sales within Grocery, Natural, and/or DSD channels.
• Proven track record of driving sales growth and expanding distribution.
• Strong strategic planning, forecasting, and relationship management skills.
• Excellent communication and presentation skills.
• Proficiency with syndicated data tools (e.g., SPINS, IRI, Nielsen) preferred.
• Experience in snack food or better-for-you categories preferred.
• Ability to work from a home office with up to 50% travel across the Southwest region.
• Self-motivated, results-driven, and able to thrive in a fast-paced environment.

Calbee North America is an equal opportunity employer dedicated to a policy of non-discrimination in employment on the basis of race, color, age, sex, religion, national origin, disability, veteran status, citizenship, ancestry, genetic information, sexual orientation, gender identity, marital or familial status or any other legally protected status.