Sales Manager, Specialty/Alternative Channels

Jeni's Splendid Ice Creams

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Jeni's Splendid Ice Creams is searching for a Specialty/Alternative Channels Sales Manager. This role will work closely with, and report directly to, the Vice President of Sales to provide targeted account management and executional focus throughout the country. Position requires the ideal candidate to be scrappy, and able to roll up their sleeves & hit the ground running to get our ice creams sold into a highly competitive marketplace. Responsibilities include oversight of all sales activities across their defined channels – building out the Food Service business, Military, C-Store, & Specialty -- to achieve maximum market penetration for all the company’s products. This will entail working at both strategic and tactical levels to develop, implement, and manage programs that maximize both short and long-range objectives for the company’s sales growth; managing and motivating a broker sales team; and working cross-functionally with internal Jeni’s leads (marketing, Scoop Shops, customer service, finance, supply, etc).

It’s critical that the Specialty/Alternative Channels Sales Manager have a proactive approach to sales development – addressing day-to-day operating issues, providing strategic input, leading and finding new customer opportunities. He/she will be involved in both personal account selling, as well as managing and motivating the company’s independent broker salesforce. Key areas of focus will encompass leadership across a variety of fronts -- key account management, in-store execution (including store-level audits and merchandising), planning and forecasting, new product launch plans, marketing & trade programs, identifying channel go-to-market strategies including broker partners, & the ability to drive significant distribution gains. All company activities must be done in a way that underscores the social mission of Jeni’s Splendid Ice Creams.

Key Responsibilities:

Set strategic direction and performance expectations, and manage appointed brokers and distributors to influence distribution, merchandising, shelving, and pricing objectives at key accounts.
Manage relationships with key account buyers and supporting teams in the territory. Penetrate new channels of distribution such as Food Service, Hotels, Cafes, Colleges & Universities, Military, C-store, & Specialty.
Achieve volume targets within authorized funding.
Collaborate cross-functionally to build strategic annual support plans (trade, shopper marketing, etc) across retail customers.
Develop and maintain sales forecast to ensure optimal order fulfillment.
Conduct store-level audits to ensure merchandising standards are adhered to and promotional programming is being executed. Ensure that all coolers and POS are being utilized effectively in the marketplace.
Leverage data tools to uncover key insights and build effective sales presentations that will allow us to optimize the business and drive sales. 
Identify and attend trade shows and other events to represent the brand and develop sales opportunities. Build connections with key individuals and form meaningful and impactful relationships that benefit the Jeni’s brand (from consumers to buyers and everyone in between).


Bachelor's degree in Business Administration, Marketing or related field. Graduate degree a plus.
Minimum 5-7 years CPG experience in the Emerging Food Service channels, Natural & Grocery a plus, with direct key account or channel responsibility. Mission-based selling background appreciated.
Established relationships and demonstrated success working with key Food Service and retail accounts, along with the leading specialty brokers and distributors servicing these channels (Vistar, DOT, McLane, US Foods), and Non-Comms (Aramark, Sodexo, Compass). Having Military and C-store experience a plus.
Strong planning & organizational skills along with excellent interpersonal, written/oral communication and presentation skills, including full competence with Microsoft Office (Excel, PowerPoint, Word and Outlook).
Has demonstrated success delivering aggressive sales goals and originating strategic initiatives. Comfortable with contract pricing discussions and ability to negotiate.
Ideally, experience in both large and small companies, thereby possessing the vision for elements of a highly successful larger enterprise balanced with a more hands-on approach.
Strong foundational experiences in trade marketing, category management, sales planning and/or brand marketing.
Proven ability to work independently, as well as collaboratively. A roll-up the sleeves, can-do attitude and demonstrated ability to excel in a fast-paced entrepreneurial environment.
Highly adaptable & resourceful. Pioneering spirit.
Proficient in data tools (SPINS, Nielsen, Retailer Portal) & trade analytics.
Ideally located centrally or near our Columbus OH HQ Office, with the ability to travel extensively throughout the United States, up to 50% of the time (post-Covid).

Please email cover letter, resume, and salary expectations to to be considered.
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