Riega Foods is a family owned and operated organic herb, spice, and spice blend manufacturer based in Kansas City, MO. Riega serves B2B industrial customers who require consistency, regulatory compliance, and supply certainty at scale. We are seeking an Industrial Sales Manager to lead and grow our Western U.S. territory.
The ideal candidate has a proven track record building new B2B industrial ingredient business in a competitive territory. Riega’s scale, demand-planning sophistication, and regulatory rigor are industry leading. This role is responsible for converting that advantage into market share, and building the business around it.
Essential duties and responsibilities:
New Business Development
- Build and execute a go-to-market plan for the Western region, targeting organic industrial buyers of herbs, spices, and spice blends.
- Identify, pursue, and close new accounts directly; this role carries its own new-business target as well as managing an existing book of business.
- Apply market and competitive intelligence to prioritize accounts and segments where Riega's scale and compliance position win.
Account & Customer Management
- Manage a portfolio of Western industrial accounts as a proactive extension of the customer's purchasing function — anticipating supply positions, spec changes, and lead times rather than reacting to them.
- Partner with demand planning and supply chain to translate customer forecasts into supply commitments, and flag gaps or risks before they affect the customer and Riega.
- Own pricing recommendations for the territory, informed by market research, cost inputs, and competitive positioning.
- Represent Riega's industrial business at trade shows, customer visits, and industry associations.
Market Intelligence & Pricing
- Conduct ongoing market research on organic and spice commodity pricing, competitor positioning, and demand trends.
- Work cross-functionally to set and defend pricing strategy, balancing new-business wins against margin protection.
Systems & Reporting
- Operate fluently in Excel and CRM software and maintain accurate data to support pipeline tracking, pricing models, and demand data as a daily working tool.
- Collaborate with supply chain, marketing and finance on demand forecasting, trade spend, and promotional ROI
- Apply AI tools to sales forecasting, account planning, and administrative work; Riega is actively investing in this and expects a leader who will use it.
Reports To: CEO
Supervisory Responsibilities: None
Position Type and Expected Hours: This is a full-time exempt position.
Location: Riega’s Kansas City office or Remote/Home-based within territory
Travel: Regular travel throughout the Western territory is required, along with periodic travel to Riega's Kansas City, MO headquarters and industry trade shows.
Education and Experience:
- Minimum 5 years of B2B sales experience selling industrial food ingredients, including direct experience selling into food/beverage manufacturers, co-packers, or other industrial buyers
- Deep experience in organic ingredients or spices/herbs specifically is strongly preferred; candidates do not need both, but real depth in at least one is ideal
- Demonstrated track record of winning new accounts in a competitive, relationship-driven B2B sales cycle, not solely managing an inherited book
- Comfort operating at the intersection of sales, purchasing, and QA/QC; candidates with a purchasing or QC/QA background who have grown into sales, or who partner closely with those functions, are strongly encouraged to apply
- Working knowledge of food safety and regulatory frameworks relevant to organic and industrial ingredient supply (SQF/GFSI, USDA Organic, customer audit processes)
- Advanced Excel skills and genuine interest in applying AI tools to day-to-day sales and planning work
- Demonstrated ability to lead, mentor, or manage others, or readiness grow into this as the role scales
- Ability to work flexible hours and travel regularly across a large territory
- Strong verbal and written communication skills; ability to present effectively to customers, peers, and executive leadership
- Strong analytical skills — comfortable with pricing/margin models
- Excellent communication, negotiation, and relationship-management skills
- Bachelor's degree preferred; equivalent experience considered
Physical Requirements:
- Ability to travel frequently within the assigned territory, including driving and air travel, with overnight stays as needed
- Ability to sit, stand, and walk for extended periods while working at customer locations, trade shows and in office and warehouse environments
- Ability to frequently use a computer, mobile device, and other standard office equipment
- Ability to occasionally lift, carry, push, or pull sales materials, displays or product samples weighing up to 50 pounds
- Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position
Compensation: The expected salary range for this role is $92,000-140,000/year depending on experience, skills, and qualifications. This role may also be eligible for bonuses based on sales performance (new business, existing account growth and margin adherence). We offer subsidized health insurance for employees and a 401(k) with employer match. Eligible employees received access to a full benefits package including paid time off, family health insurance, dental, vision, life insurance, short-term disability insurance, HSA/FSA options, CommuteGuard, pet insurance, parental leave and an Employee Assistance Program (EAP).