Retail Sales Territory Manager - West

Riega Foods is a Kansas City-based organic herb and spice company out to prove that clean and flavorful aren't a tradeoff -  we bring real, recognizable ingredients to kitchens and food businesses across the country and we're a little obsessive about getting it right. As a certified organic supplier, we partner with companies who care about quality and integrity as much as we do, from sourcing to shelf. We're a hardworking, curious team that likes doing things the right way, even when it's the harder way. Whether you're on the production floor, in operations or anywhere across the team, you'll be part of a growing company that's genuinely proud of what it makes and the people who make it. Come do your best work with us!

Title:  Retail Sales Territory Manager – West

Reports To:  Retail Sales Director

Summary:  The Retail Sales Territory Manager will drive retail growth and manage broker execution across the Western half of the US. This is an execution-focused role for someone who thrives on directing broker teams to deliver results and who has experience building specialty retail and ecommerce channels. The role handles sales efforts within the territory for national distribution partners (KeHE, UNFI) and related regional distributors, and contributes to assortment and pricing proposals for both distributor and retailer customers. While mainline grocery is part of the territory, the primary growth mandate for this role is specialty retail.  You will also support ecommerce (Amazon, Walmart.com, Faire, and similar platforms). This role is ideal for a sales professional who wants ownership of a multi-channel territory and the opportunity to direct broker partners toward clear, accountable performance targets.

Essential duties and responsibilities:

Broker Leadership & Management

• Direct and manage a network of retail brokers across the Western half of the US, setting clear priorities, KPIs, and performance expectations
• Hold brokers accountable to distribution, velocity, and promotional execution targets; conduct regular business reviews and course-correct underperformance
• Manage dedicated ecommerce broker relationships (Amazon, Walmart.com, TikTok Shop, and emerging platforms), directing strategy for content, advertising, and promotional calendars
• Serve as the primary point of escalation and strategic direction-setter for all broker partners in the territory

Specialty, Natural, Independent & Ecommerce Channel Growth (Primary Focus)

• Lead new item distribution, merchandising, and promotional strategy within specialty retail accounts (e.g., natural/specialty grocery chains, co-ops, independent specialty retailers) within the territory
• Drive ecommerce channel growth in partnership with the internal marketing team and external ecommerce brokers — retail media, digital shelf optimization, and platform-specific promotional strategy
• Identify and pursue new specialty and alternate-channel distribution opportunities within the territory

National Accounts & Alternate Channel Support

• Support existing national account relationships within the territory as a secondary priority, in conjunction with the Director of Retail Sales
• Represent the brand across alternate channels as opportunities arise

Distributor Management

• Support sales efforts with national distribution partners (KeHE, UNFI) and related regional distributors within the territory, working alongside the Director of Retail Sales and broader team
• Assist with item setup, fill-rate issue resolution, and program alignment with distributor partners
• Build working relationships with distributor category managers and sales teams to support retailer sell-in

Category Reviews; Assortment & Pricing Strategy

• Prepare category reviews and manage product placement opportunities, including drafting proposals related to product assortment and pricing strategy for both distributor and retailer customers
• Analyze category and syndicated data to support the business case for new item authorization, assortment expansion, or pricing changes

Retail & Trade Execution

• Conduct in-market retail visits to assess merchandising, distribution, and competitive positioning
• Represent the company at regional and national trade shows
• Partner with marketing on regional promotional planning and new item launches

Reporting & Cross-Functional Collaboration

• Provide regular territory performance reporting to the Director of Retail Sales, including broker scorecards, distribution gains, and channel performance
• Collaborate with supply chain, marketing and finance on demand forecasting, trade spend, and promotional ROI

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: Up to 50%, including to retailer HQs, broker offices, and trade shows

Education and Experience:

• 3–5 years of experience in CPG retail sales, with experience managing or directing broker networks
• Track record of growing specialty retail and/or ecommerce channels (Amazon Vendor/Seller Central, Walmart.com, TikTok Shop, or similar)
• Exposure to national distributors (KeHE, UNFI) or similar regional distribution partners
• Experience contributing to assortment and pricing proposals for distributor and/or retailer customers
• Experience in the natural/organic food or CPG industry required
• Comfortable holding broker partners accountable to performance metrics and course-correcting as needed
• Strong analytical skills — comfortable with syndicated data (SPINS, NielsenIQ, Circana), retailer portals, and 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 $65,000-90,000/year depending on experience, skills, and qualifications. This role may also be eligible for bonuses based on sales performance. 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).