National Channel Sales Manager

Maple Valley Cooperative offers a flexible schedule, a health savings account, and paid time off, backing a healthy work-life balance. As a cooperative grounded in integrity, transparency, and collaboration, we craft certified organic maple products for food manufacturers, distributors, retailers, and consumers nationwide.

The National Channel Sales Manager role leads multi‑channel growth through broker networks, e-commerce platforms, ingredient sales, and national distributor partnerships. This position shapes channel strategies, drives revenue, and fosters strong customer relationships to support the company’s long‑term growth. Location for this onsite role is Cashton, Wisconsin.

Compensation for this role includes a salary range of USD 68,000 to 78,000 per year.

Responsibilities

• Serve as the primary liaison for broker partners and agencies.
• Set broker performance goals, sales targets, and KPIs.
• Hold periodic business reviews with brokers to assess results and opportunities.
• Ensure clear communication of promotions, launches, pricing changes, and strategic initiatives by brokers.
• Deliver broker training on product attributes, certifications, positioning, and brand messaging.
• Assess broker coverage, performance, and ROI; advise on assignments and market strategy.
• Collaborate with Field Sales to ensure consistent channel execution and account priorities.
• Develop and implement the company’s e-commerce strategy across marketplaces, direct-to-consumer, and retail channels.
• Manage relationships with online retailers and e-commerce service providers.
• Partner with Marketing to optimize digital content, promotions, and online merchandising.
• Monitor sales performance, consumer trends, conversion metrics, and online competition.
• Identify opportunities to broaden online distribution and grow digital revenue.
• Support forecasting, inventory planning, and promotions for e-commerce channels.
• Analyze channel profitability and customer acquisition trends to inform decisions.
• Grow ingredient and foodservice opportunities with manufacturers, bakeries, beverage brands, operators, and industrial buyers.
• Identify and pursue new ingredient and regional distributor prospects aligned with growth goals.
• Build and maintain long-term relationships with ingredient buyers, R&D, procurement, and product developers.
• Manage ingredient sales pipeline from lead generation through contract execution.
• Coordinate samples, specifications, pricing proposals, and technical documentation.
• Collaborate with Operations to ensure fulfillment of customer requirements.
• Develop annual growth plans for ingredient sales and regional distributor channels.
• Lead CRM administration and champion its use across the organization.
• Establish CRM best practices, reporting standards, and user accountability.
• Keep customer records, opportunities, forecasts, and activities accurate.
• Develop dashboards and reports to support forecasting, pipeline management, and performance measurement.
• Train the sales team on CRM usage and process compliance.
• Identify opportunities to improve sales processes and CRM capabilities.
• Produce monthly and quarterly sales performance reports for leadership.
• Create annual channel plans aligned with growth objectives.
• Analyze market trends, competitive activity, and emerging opportunities.
• Support new product launches with coordinated channel planning.
• Recommend pricing, promotions, and channel investments to maximize revenue.
• Collaborate with Leadership on annual sales planning and forecasting.
• Oversee channel budgets, trade spending, and promotional investments.
• Monitor broker performance against revenue, distribution, and profitability goals.
• Evaluate sales ROI across e-commerce, ingredient, and broker channels.
• Analyze deductions, pricing variances, and promotional performance.
• Support revenue forecasting and annual budgeting processes.
• Align national channel priorities with field execution through close collaboration with Field Sales.
• Work with Marketing on promotions, trade marketing programs, and customer communications.
• Coordinate with Operations and Production to meet demand and plan inventory.
• Contribute to organizational initiatives and continuous improvement efforts.
• Represent the company at industry events, broker meetings, and customer presentations.
• Uphold cooperative values through collaboration, integrity, and a culture of respect and accountability.
• Stay informed on natural foods, organics, e-commerce trends, and ingredient markets.
• Maintain knowledge of organic certification standards and industry regulations.
• Perform additional duties and special projects as assigned.

Requirements

• Bachelor's degree in Business, Marketing, Sales, Agriculture, Food Science, or a related field; equivalent experience may be considered.
• At least five years of progressive sales experience in consumer packaged goods, food manufacturing, ingredient sales, natural foods, or specialty foods.
• Experience managing broker relationships and indirect sales channels.
• Experience using and administering CRM systems and sales reporting platforms.
• Proven success in business development, account management, and channel growth.
• Strong analytical, forecasting, and sales planning capabilities.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Proficiency with CRM software, Google Workspace, Microsoft Office, and sales analytics tools.
• Ability to travel up to 30 percent as needed.

Technologies

• CRM platform and related software
• Google Workspace
• Microsoft Office
• SPINS
• Circana (IRI)
• Nielsen
• Sales analytics tools