Regional Sales Manager, Convenience (West)

Company Description

The Wonderful Company is committed to providing high-quality, healthy, and iconic brands, including Wonderful Pistachios, FIJI Water, POM Wonderful, Wonderful Halos and helping improve the lives of the people who live and work in the places where we operate. Ranked No. 1 on the 2025 PEOPLE® Companies That Care list and one of Fortune® magazine’s “100 Best Companies to Work For” in the U.S., The Wonderful Company is continually recognized for its dedication to the well-being of its workforce, their communities, and the planet.

Grown in California’s Central Valley, Wonderful Pistachios is America’s best-selling snack nut and a smart, healthy choice for consumers around the world. We oversee every stage of the process — growing, harvesting, processing, and marketing — to ensure exceptional quality from our trees to your hearts. Each year, we proudly sort, grade, roast, flavor, and package billions of pistachios, delivering healthy products that support healthier lifestyles.

The Regional Sales Manager (RSM), Convenience Channel - West, reports to the National Account Director of Convenience and is responsible for driving sales growth and profitability within the Western US territory. The RSM executes brand and channel strategies, builds and strengthens strategic customer partnerships, expands distribution, and delivers against sales, pricing, promotional, and profitability objectives.

Success in this role requires strong sales execution, effective collaboration across internal and external partners, sound business judgment, and a results-oriented mindset. The RSM must be able to identify and capitalize on growth opportunities while consistently delivering results in the fast-paced and highly competitive snacking category.

Job Description

• Territory Sales Management – Develop and execute sales plans across the assigned Convenience territory to achieve annual distribution, pricing, volume, and revenue goals. Manage business performance against established targets and identify opportunities to close gaps throughout the year.
• Customer Development – Directly manage and grow relationships with key Convenience retailers, wholesalers, and distributors. Lead customer planning, business reviews, and selling meetings to identify opportunities and secure growth.
• Distribution & Merchandising – Secure new points of distribution across core and innovation items while improving assortment, shelf presence, and merchandising execution to maximize visibility and sales.
• Pricing, Promotions & Trade Investment – Develop and execute customer pricing and promotional programs while managing trade investment against established budgets and ROI expectations. Evaluate performance and adjust plans based on results.
• Business Analysis & Planning – Use customer, shipment, and syndicated data to evaluate performance, identify opportunities, develop customer recommendations, and support annual planning and forecasting.
• Internal Collaboration – Partner with Marketing, Trade Planning, Supply Chain, Category Insights, Finance, and other internal teams to execute customer plans and resolve business needs.

Qualifications

Functional Skills

• Convenience Channel Experience – Strong understanding of the Convenience channel, including retailers, distributors, wholesalers, and independent operators. 5+ years prior Convenience or CPG sales experience in the snacks, nuts, better-for-you categories preferred.
• Customer Management – Proven experience directly managing customer relationships, developing annual customer plans, and leading business reviews and sales meetings.
• Trade Investment Management – Experience developing and evaluating pricing and promotional programs while managing customer investment against budgets.
• Sales Forecasting & Business Analysis – Strong Excel skills and experience using sales and syndicated data to analyze performance, forecast demand, and identify growth opportunities. Experience with Circana and platforms preferred.
• Presentation & Selling Skills – Demonstrated ability to develop and deliver persuasive customer presentations that translate insights into actionable recommendations.
• Market & Competitive Analysis – Ability to evaluate category and competitive trends and turn those insights into opportunities for distribution, share, and sales growth.

Critical Skills

• Strategic Thinking – Demonstrated ability to develop customer and territory strategies that translate company priorities into measurable sales growth.
• Relationship Building & Influence – Proven ability to build strong customer relationships and influence decisions across retailers, distributors, and internal partners.
• Analytical Acumen – Ability to analyze sales, category, pricing, and customer data to identify opportunities and make sound business decisions.
• Negotiation & Persuasion – Experience negotiating pricing, promotions, distribution, and other customer programs while balancing growth and profitability.
• Communication – Strong written and verbal communication skills with the ability to clearly present business recommendations and sell ideas to customers.
• Adaptability – Ability to manage changing customer priorities, competitive activity, pricing changes, and other business challenges in a fast paced environment.

Pay Range: $100,000 - $130,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience.

Additional Information

• virtual mental health resources
• life coaching
• engaging employee community groups
• cash rewards for healthy habits and fitness reimbursements
• library of on-demand fitness videos
• Career Advancement Opportunities: Unlock your potential with clear paths for career progression and internal mobility across our diverse family of brands and business units.
• Focused Learning and Development: Grow as a leader with our dedicated Learning and Organizational Development department, offering extensive resources like People Manager and leadership training, webinars, and eLearning courses.
• Empowering Mentorship Program: Connect with colleagues through our company-wide mentorship program to share goals, overcome challenges, and drive your career forward.
• Continuous Improvement Training: Participate in training that empowers all employees to learn and implement concepts that drive significant, positive change in the workplace.
• Building a Healthy Society: To date, our co-Founders Lynda and Stewart Resnick, through their foundations and The Wonderful Company, have invested more than $2.5 billion in education, health and wellness, community development, and sustainability initiatives across California’s Central Valley, Fiji, and the world. In 2025, Wonderful ranked as #1 in PEOPLE’s “100 Companies That Care” list and was named one of Fortune magazine’s 100 Best Companies to Work For. To learn more about our corporate social responsibility efforts, visit csr.wonderful.com.
• Giving Back to the Community: Make a difference with Wonderful Giving, allowing you to allocate company-provided funds to up to three charities of your choice, and join Wonderful Neighbor to contribute to group service projects within our local communities.

Wonderful Pistachios, America’s No. 1 Nut, is available in six in-shell varieties and 13 no-shells varieties for a perfect guilt-free snack. Made by the world's largest integrated pistachio processor and marketer located in California’s Central Valley, Wonderful Pistachios are Non-GMO Project Verified, providing a smart, healthy choice for consumers around the world.

Wonderful Pistachios can be found in stores globally and online. For more information about Wonderful Pistachios, please visit wonderfulpistachios.com, or follow Wonderful Pistachios on Facebook, Instagram, and TikTok.

The Wonderful Company is an Equality Opportunity Employer that provides opportunities for advancement. We are committed to creating a diverse workforce that embodies a deep culture of acceptance, equity, and inclusion.

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