Regional Sales Manager, Unattended Retail & Retail Foodservice (Western US)

Company Description

Wonderful Pistachios is the world's largest pistachio processor and marketer. Located in California's Central Valley, our nuts are Non-GMO Project Verified and sustainably harvested, providing a smart, healthy choice for consumers around the world. Wonderful Pistachios are the original plant-based protein, and are a tasty tribute to snacking done right. Wonderful Pistachios’ iconic “Get Crackin” ads demonstrate how great taste and healthy habits can go hand in hand. 

The Regional Sales Manager (RSM) for Unattended Retail & Retail Foodservice (West) reports to the National Account Director of Specialty, Discount, and Value. The RSM is responsible for driving sales growth, profitability, and customer partnerships across Vending, Pantry, Higher Education, Hospitality, Healthcare, Business & Industry, and K-12 accounts.

This role also directly manages relationships with Group Purchasing Organizations (GPOs) and Foodservice Management Companies (FSMs) to uncover new opportunities in key Unattended Retail and Retail Foodservice segments of business. Success requires entrepreneurship, self-motivation, curiosity, effective account management, and the ability to deliver distribution and promotional objectives in a competitive sales environment. 

Candidates must reside in the Western US (any state west of Minnesota and Texas). This role requires 30-50% travel for customer meetings and trade shows.

Job Description

• Territory Sales Management – Develop and execute sales plans to achieve distribution, volume, and promotional objectives across Unattended Retail and Retail Foodservice channels.
• Customer Partnerships – Build and maintain strong relationships with key operators, GPOs, FSMs, and distributors to drive growth.
• Partner Management – Direct and manage broker and/or inside sales partners, ensuring alignment with company priorities and holding them accountable for results.
• New Distribution & Merchandising – Find and secure new white space opportunities to gain points of distribution.  Ensure brand visibility and compliance with customer programs.
• Promotion & Trade Management – Use available resources to implement pricing and promotional strategies that optimize ROI and support customer requirements.
• Trade Show Participation – Manage and support customer trade shows with a focus on achieving a positive ROI for attendance.
• Business Analysis – Monitor performance, market trends, and competitor activity; provide insights and recommend actions to capture incremental growth.
• Cross-Functional Collaboration – Partner with marketing, trade planning, supply chain, and category insights teams to deliver profitable tailored programs.

Qualifications

Education / Experience

• Minimum of 5 years of sales experience in consumer-packaged goods (CPG), unattended retail, and/or retail foodservice, ideally within snacks, nuts, or better-for-you categories.
• Proven success managing unattended retail, retail foodservice accounts, GPOs, FSMs, and distributors, with a track record of delivering sales growth.
• Experience in trade spend management, forecasting, and sales reporting.
• Strong negotiation, communication, and presentation skills, with the ability to influence customers and broker partners.
• Demonstrated success in managing broker partners to deliver strong execution in the field.
• Proficiency with Excel, PowerPoint, and syndicated data tools (Circana/Nielsen).
• Bachelor’s degree from an accredited college or university; concentration in Business, Marketing, or a related field preferred.

Functional Skills

• Channel Knowledge – Strong understanding of Foodservice and operator channels, including GPOs, FSMs, and key end-user segments (Pantry, Higher Ed, Hospitality, Healthcare, B&I, K-12).
• Customer Management – Driving operator engagement, joint business planning, and account-level strategy execution.
• Trade Promotion Management – Executing promotional programs effectively while maintaining trade spend discipline.
• Sales Forecasting & Reporting – Using Excel and syndicated data (e.g., Circana) to track demand and forecast accurately.
• Presentation & Selling Skills – Creating and delivering persuasive sales presentations to secure new distribution and expand operator programs.
• Market & Competitive Analysis – Monitoring industry trends and competitor activity to leverage outside ideas for identifying opportunities and gaining share.