Position Summary
NuCal Foods is seeking a motivated, results-drivenKey Account Managerto manage and grow our business throughoutSouthern California, Arizona, and Nevada. This position will be responsible for developing strong customer partnerships, expanding market presence, identifying new business opportunities, and delivering profitable sales growth.
The ideal candidate brings a strong understanding of the grocery and consumer packaged goods (CPG) industries, established relationships within the Southern California retail market, and a demonstrated ability to execute strategic sales initiatives.
While the position will primarily focus on retail grocery accounts, responsibilities may also include foodservice, wholesale, and other distribution channels.
Success in this role requires an entrepreneurial mindset, strong business acumen, exceptional relationship-building skills, and the ability to work collaboratively with sales leadership, marketing, operations, and other internal stakeholders.
Key Responsibilities
Strategic Account Management & Customer Relationships
- Develop, maintain, and strengthen long-term business relationships with key customers and decision-makers at all organizational levels.
- Serve as the primary point of contact for assigned accounts, ensuring exceptional customer service, responsiveness, and follow-through.
- Build trusted partnerships by understanding customer objectives, identifying opportunities, and delivering solutions that support mutual growth.
- Establish yourself as a category expert, providing customers with valuable insights into market conditions, consumer trends, product innovation, and category performance.
- Represent NuCal Foods professionally at customer meetings, trade shows, industry events, and other business functions.
Sales Growth & Business Development
- Develop and execute strategic account plans designed to achieve sales objectives, expand distribution, and increase market share.
- Identify and pursue new business opportunities within existing accounts and prospective customers.
- Lead customer presentations, joint business planning sessions, and periodic business reviews using fact-based selling, customer performance, category insights, and clearly defined follow-up actions.
- Leverage sales data, market intelligence, and customer insights to develop compelling business proposals.
- Establish measurable goals and actionable initiatives that support profitable, sustainable growth.
- Proactively identify competitive threats, customer challenges, and emerging opportunities within the territory.
Business Planning & Execution
- Manage assigned customer business plans, promotional activities, and account performance, ensuring customer programs support profitable growth.
- Develop and maintain credible customer forecasts, communicating anticipated volume changes, promotions, new-item activity, distribution gains or losses, and other demand drivers to support supply, inventory, production, and service planning.
- Partner with Pricing & Sales Operations and sales leadership to develop customer pricing, promotional programs, trade investments, and commercial proposals consistent with approved pricing strategies and profitability expectations.
- Partner with Customer Service, Finance, and Pricing & Sales Operations to resolve customer deductions, pricing discrepancies, claims, and other account-related financial issues.
- Understand and evaluate sales trends, customer profitability, product mix, trade investment, freight and service requirements, deductions, product performance, and market conditions to identify opportunities for profitable growth and improved account economics.
- Collaborate with internal teams to ensure customer pricing, promotions, product commitments, and service expectations are clearly documented, appropriately aligned internally, and executable based on product availability and operational capabilities.
- Take ownership of customer issues and work proactively to develop timely, effective solutions.
- Demonstrate accountability for achieving established sales objectives and key performance indicators.
Communication & Collaboration
- Maintain consistent, accurate, and timely communication with sales leadershipand cross-functional teams.
- Provide regular updates regarding customer activity, sales performance, competitive developments, and market opportunities.
- Work collaboratively with operations, marketing, customer service, and other departments to support customer needs and company objectives.
- Demonstrate professionalism, integrity, and a team-first approach in all business interactions.
Professional Development & Leadership
- Maintain a strong understanding of the food industry, retail landscape, and evolving consumer trends.
- Continuously develop selling, negotiation, analytical, and leadership capabilities.
- Demonstrate initiative, adaptability, accountability, and a commitment to continuous improvement.
- Represent the company and its values with professionalism and enthusiasm.
Travel & Additional Responsibilities
- Travel throughout the assigned territory as necessary to support customer relationships and business objectives.
- Attend customer meetings, industry events, and company functions as required.
- Maintain a valid driver's license and acceptable driving record.
- Perform additional duties and responsibilities as assigned.
Qualifications & Experience
Required Qualifications
- Minimum of five years of successful sales or account management experience within the grocery, food, CPG, or related retail industries.
- Demonstrated ability to manage key customer relationships, develop business plans, and achieve sales objectives.
- Strong negotiation, presentation, communication, and relationship-building skills.
- Excellent analytical and problem-solving abilities, with experience using data to support business decisions.
- Ability to work independently, prioritize effectively, and manage multiple customer relationships across a geographically dispersed territory.
- Proficiency in Microsoft Office applications, including Excel, PowerPoint, and Word.
- Bachelor's degree in business, marketing, or a related field, or an equivalent combination of education and relevant professional experience.
Preferred Qualifications
- Established relationships and direct account management experience with Southern California grocery retailers.
- Strong understanding of retail grocery merchandising, category management, promotional planning, and distribution.
- Experience managing regional or national retail accounts within the fresh food, dairy, egg, or perishable food categories.
- Proven history of expanding distribution, securing new business, and delivering profitable sales growth.
What Success Looks Like
The successful candidate will demonstrate the ability to:
- Grow sales volume, distribution, and market share across assigned accounts.
- Build lasting, trusted relationships with customers and key decision-makers.
- Identify and convert new business opportunities into measurable results.
- Execute account strategies that balance customer needs with company profitability.
- Anticipate customer challenges and deliver proactive, solutions-oriented support.
- Operate independently while remaining highly engaged and aligned with the broader NuCal Foods team.
Physical Requirements
The physical requirements described below are representative of those necessary to perform the essential functions of this position. Reasonable accommodations may be provided to qualified individuals with disabilities.
The position requires regular sitting, standing, walking, and use of computers and other office equipment. Occasional lifting of lightweight materials may be necessary. The employee must also be able to travel by automobile and other means of transportation to conduct business throughout the assigned territory.
Compensation & Benefits
NuCal Foods offers a competitive compensation and benefits package designed to attract and retain talented sales professionals, including:
- Competitive base salary commensurate with experience and qualifications.
- Company-provided vehicle.
- Comprehensive employee benefits package.
- 401(k) retirement savings plan.
- Opportunity to manage and grow an established business within a respected food industry organization.
Equal Employment Opportunity
NuCal Foods is an Equal Opportunity Employer committed to providing a professional and inclusive workplace. Employment decisions are made without regard to legally protected characteristics, consistent with applicable federal, state, and local laws.