Manager, Key Account Development

BARS FOODS CO

. Execute against a defined whitespace map prioritizing underrepresented accounts within the regional mainstream grocery and specialty chain landscape.

Posted 10/17/2026full-timeMilpitas • California • United StatesMid-LevelSenior💰 $95,842 - $119,802 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in new business development within the CPG food sector, focusing on relationship management with regional grocery and specialty chain buyers. Proficient in pipeline management, sales strategy refinement, and execution of go-to-market plans.

Highest-signal resume keywords

CPG Food Sales ExperienceNew Business DevelopmentRelationship ManagementSales Target AchievementField Team Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Contract Terms KnowledgePricing StrategiesProcurement ProcessesProduct-Market Fit AssessmentSyndicated Data Tools (IRI/Circana, Nielsen)Category Management PrinciplesSales ReportingPipeline ManagementPromotional Cadence EstablishmentMarket Performance Analysis

Soft Skills

Strong Communication SkillsNegotiation SkillsOrganizational SkillsProblem-Solving SkillsCustomer-Focused Mindset

Tools & Technologies

CRM SystemsSales Reporting Tools

Industry Keywords

Regional GrocerySpecialty ChainsBroker ManagementDistributor ManagementRetail Audits

About the role

Key responsibilities & impact

Execute against a defined whitespace map prioritizing underrepresented accounts within the regional mainstream grocery and specialty chain landscape.
Identify new business opportunities and assess product-market fit for target accounts.
Negotiate trading terms, promotional commitments, and distribution agreements with new retail partners.
Build and manage the pipeline from initial outreach through sell-in, contract execution, first shipment, and scale-up.
Manage post-launch incubation by driving velocity, expanding assortment and distribution, and establishing promotional cadence.
Refine go-to-market strategies using sales data, shopper feedback, and market performance.
Develop store-level execution playbooks for shelf standards, display priorities, and sampling protocols.
Monitor competitive activity and shelf conditions.
Build, train, and manage store-level field teams for merchandising, sampling, and in-store sales.
Build and maintain relationships with regional buying teams, category managers, and store-level decision makers.
Partner with broker and distributor networks to accelerate new account activation.
Maintain pipeline, account tracking, and territory performance reporting.
Track field team performance using store-level data and retail audits.
Contribute to quarterly business planning, forecasting, trade investment alignment, and new account revenue projections.
Perform other duties as assigned.

Requirements

What you’ll need

Four years of CPG food sales experience with a focus on new business development within regional mainstream grocery and specialty retail.
Bachelor's degree in Business, Marketing, Sales, or a related field (preferred).
Bilingual a plus.
Established relationships with regional grocery and specialty chain buyers and category managers.
Knowledge of contract terms, pricing strategies, and procurement processes.
Experience meeting or exceeding sales targets in a competitive environment.
Experience building or managing field teams, demo programs, or outsourced merchandising agencies.
Familiarity with broker and distributor management in regional markets.
Experience with regional mainstream grocery banners and specialty chains.
Ability to assess product-market fit and tailor commercial strategies to market demographics and shopper profiles.
Working knowledge of syndicated data tools (IRI/Circana, Nielsen) and category management principles.
Strong communication and presentation skills.
Strong organization and pipeline management skills.
Collaboration, facilitation, and negotiation skills.
Ability to build and maintain strong relationships.
Commercial awareness.
Troubleshooting, organizational, and problem-solving skills.
Ability to work effectively under pressure and meet deadlines.
Customer-focused mindset.
Experience in sales, negotiation, or customer-facing roles.
Results-driven mindset and strong closing skills.
Ability to work independently and manage multiple opportunities simultaneously.
Proficiency with CRM systems and sales reporting tools.
Ability to meet the stated physical requirements, including occasional lifting or moving of office products and supplies up to 20 pounds.

Benefits

Comp & perks

401(k)
Dental insurance
Employee assistance program
Health insurance
Paid time off
Vision insurance