Who You Are:

You are a scrappy, humble, and hungry National Account Manager who is highly analytical with a deep understanding of the Natural Channel. You live the entrepreneurial spirit and thrive in a fast-paced environment, maximizing market penetration. You work collaboratively with cross-functional teams with a “we” (not “me”) mindset. You’re an expert at “rolling up your sleeves” and getting to work immediately to get products sold in highly competitive marketplaces.

The Task at Hand:

The National Account Manager’s responsibilities include oversight of all sales initiatives across our multi-category Natural Channel business to achieve maximum penetration for Once Upon a Farm’s portfolio of items. This entails working at strategic and tactical levels to help develop, implement, and manage programs that maximize short- and long-term company objectives for sales growth within the Natural Channel. This role focuses on scaling our business at Natural accounts, such as Fresh Thyme, The Fresh Market, Natural Grocers, INFRA, NCG, and Natural Independents. This individual will work closely with a broker team, the Sr. Director of Sales, and other functional leads (Marketing, Business Development, Customer Service, Finance, Supply, etc.). The NAM will closely engage with Once Upon a Farm’s distributor partners (UNFI/KeHE) to support the Natural Channel business.

In This Role, You Will: Have a proactive and organized approach to sales development, addressing day-to-day operating issues as well as providing strategic direction for the Natural Channel business. Key areas of focus will encompass leadership across a variety of fronts: account management, broker management, planning and forecasting, data analysis and reporting, new product launch and in-store execution, and the ability to help drive significant distribution gains. All business activities must be done in a way that underscores the social mission of Once Upon a Farm.

• Drive Gross Sales:

o Achieve Natural Channel volume targets by flawlessly executing against strategic priorities.

o Lead the broker and distributor team members to overdrive sales execution and results.

o Build an accurate forecast and ensure its implementation across distributor partners.

• Grow Market Share, Having Expert Knowledge of Category and Competition:

o Proactively communicate and develop plans for sales/share/category/competition.

o Identify business opportunities and help close white space opportunities.

• Increase TDP Growth and Achieve Optimal Placement:

o Define and secure new business and TDP growth.

o Plan and manage all merchandising activities within the Channel.

• Build Business Relationships and Communication:

o Develop, foster, and maintain strong internal and customer/distributor relationships while ensuring proper communication of vital information.

o Regularly update and communicate progress to management.

o Develop and monitor business scorecards; define clear account penetration, sales, share and highlight opportunities.

• Prioritize Data Analytics and Reporting:

o Pull, analyze, and report weekly data and insights regarding Once Upon a Farm’s sales performance across each product category.

o Closely monitor inventory and in-stock levels across all Once Upon a Farm products; provide forecast updates and recommendations to retailer and distributor partners as needed.

o Analyze retailer trends to identify key focus areas and work with the broker team to execute.

In This Role, You’ll Bring With You:

• Minimum 5–7 years of retail sales experience, with at least two years directly selling and/or providing sales support to Natural retailers.

• Bachelor’s degree in Business, Sales, Marketing, or a related field, or equivalent years of professional experience, preferred.

• Preferably located in the Pacific Northwest or Northern California.

• Strong planning and organizational skills along with excellent interpersonal, written/oral communication, and presentation skills.

• Extensive experience working directly with Natural Channel retailers (i.e., INFRA, NCG, Fresh Thyme, MOM’s, Earth Fare, etc.) and collaborating with broker partners to drive business initiatives.

• Proficiency in leveraging SPINs data to monitor category performance.

• Proven success with respected consumer packaged goods companies with direct Natural Channel retailer experience.

• Ideally, experience in both large and small companies, possessing the vision for the elements of a highly successful larger enterprise balanced with a more hands-on approach.

• Knowledge base for successful retail execution.

• Solid knowledge of Microsoft Suite, Outlook, Slack, and other professional platforms.

• Up to 50–60% travel required to be out in market with retailers and broker partners. Although this role is remote, anticipate company or departmental meetings a few times per year.

• Genuine passion for improving childhood nutrition for a healthier and happier planet.

• Previous exposure to cross-functional work between Sustainability and Sales preferred.

• Desire to contribute to a dynamic, high-growth, purpose-driven work environment.

• Must reside in the United States to be considered for this position.

• Please note that visa sponsorship is not available for this position.

Compensation:

• Full-Time, Salaried, Exempt.

• The anticipated salary range for this position is $100,000.00 to $130,000.00. The actual salary offer will carefully consider factors including skills, qualifications, experience, and location. Certain positions are eligible for additional forms of compensation such as bonuses, stipends, equity, and role-specific perks.

Additional:

• Remote-first work environment.

• Annual Bonus.

• 401(k) program + 4% company match after three months.

• New Hire Remote Life Stipend + annual Nourish and Nurture Allowance.

• Monthly auto, cell, and internet stipend.

• Quarterly Farm-to-Fridge home deliveries and Employee Discounts.

• New Parents: Up to 18 weeks of paid Parental Leave, Baby Steps Back To Work, 3 months’ supply of Once Upon a Farm products, and breast milk shipping service and support for those who travel after birth for the duration of your breastfeeding journey.

• Unlimited Paid Time Off.

• Paid Volunteer Time.

• Paid Time Off to fulfill civic responsibilities, including jury duty and voting in local, state, and national elections.

• Medical Insurance for the employee covered at 100% on select plans, with additional plan options at a reduced cost to the employee.

• Vision and Dental Insurance covered at 100% for the employee and dependents.

• Life insurance.

• Flexible spending account (Medical & Dependent Care) and Health savings accounts for applicable plans.

• Employee assistance program (EAP).

• All other benefits, leaves, and insurance as required by law, based on your specific residence.

• And so much more!

Who We Are

Our Purpose: Drive systemic improvement in childhood nutrition for a healthier, happier, and more equitable world.

Our Business: At Once Upon a Farm, a better story starts here. We’re on a greater mission in providing organic, crave-worthy, snacks and meals for children of all ages. Our recipes are crafted with only the best organic ingredients – whole fruits and veggies, cold-pressed (our pouches), or freshly frozen (our meals) to perfection– to support your growing kids at every stage. Each of our organic, non-GMO, non-dairy recipes contains no added sugar and are free from artificial flavors, colors, and preservatives – just simple, real, nutritious snacks your entire family will love.

We support and champion farmers who supply the highest-quality organic ingredients for our foods. We help parents keep their promise to provide the best nourishment for their children’s bodies and souls. We treat our consumers, customers, suppliers, investors, and all our valued employees with the same high level of dignity and respect that we expect from others. We will always fight for and support efforts to drive positive social change and food justice for the benefit of parents, kids, and families. Lastly, we foster an entrepreneurial and collaborative culture that values humility, honesty, passion, positive social impact, and fun.

Our Team: We’re all fully remote, which makes us a highly collaborative, dynamic, and supportive bunch. We share a singular mission to make the world a better place through the highest quality, most delicious, nourishing, and nutritious products made accessible to every home, from our farms to your fridge. And while we’re invested in our product, we’re equally invested in one another’s success.

Once Upon A Farm is a purpose-driven brand made up of an inclusive group of individuals with diverse backgrounds, passions, and beliefs. We hire self-motivated, independent thinkers, and those who are genuinely passionate about improving childhood nutrition for a healthier and happier planet. Bring your whole self to your work at Once Upon A Farm, a proud equal-opportunity employer. In your application, please feel free to note which pronouns you use.

In an effort to help us remove unconscious bias from our resume review process, we ask that you please remove all identifying information from your resume (like profile photos) before you upload it. Once Upon A Farm is committed to cultivating an inclusive environment where a diverse group of people can and want to do their best work, and that starts with our hiring practices.

Once Upon a Farm, PBC, provides equal employment opportunities to all employees and applicants in all company facilities without regard to race, color, religious creed, sex, national origin, ancestry, cast, citizenship status, pregnancy, childbirth, physical disability, mental and/or intellectual disability, age, military status or status as a Vietnam-era or special disabled veteran, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer-related or HIV/AIDS-related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

You must reside in the United States to be considered for this position.

National Account Manager

Natural Channels

Once Upon A Farm

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