Regional sales Manager
Territory: East Region
Location: Remote / Home Office – Candidate must be located within the East Region
Job Type: Full-Time
Salary: $124,000 - $130,000
Travel: Up to 70% during peak business periods
At Brown & Haley®, you will find employees who are enthusiastic and passionate about their work. As an award-winning confectionery company, we are always looking for the brightest, most creative, and talented people to join our team. Brown & Haley is growing domestically and internationally, with nearly 50% of our business in export markets. We offer an exciting opportunity to build experience across the consumer-packaged goods (CPG) industry while working with iconic confectionery products and retail partners.
Brown & Haley is committed to providing reasonable accommodation for candidates with disabilities in our recruiting process. If you need assistance or accommodation due to a disability, please let us know at the time of contact.
About the Role
Brown & Haley is seeking a driven, relationship-focused Regional Sales Manager to lead sales growth and market development throughout the East Region. This role will focus on growing Brown & Haley's confectionery business across CPG retail channels by managing customer relationships, broker and distributor partnerships, distribution opportunities, promotional programs, and regional sales initiatives.
The ideal candidate will have a strong background in CPG, food, confectionery, or consumer products sales, with an understanding of how products move through grocery, mass, club, specialty, and other retail channels. This individual will be responsible for developing and executing regional business plans, identifying opportunities to expand distribution and shelf presence, and building strong relationships with retailers, distributors, brokers, and other key business partners.
This is a highly autonomous role requiring a combination of strategic sales planning and hands-on account management. The Regional Sales Manager will spend significant time in the market meeting with customers and sales partners, reviewing business performance, identifying opportunities, and ensuring Brown & Haley products are positioned for continued growth.
What You'll Do
Sales & Business Development
Develop and execute regional sales strategies to achieve revenue, distribution, and profitability goals.
Grow Brown & Haley's confectionery portfolio across key CPG retail channels.
Identify new customers, retail opportunities, distributors, brokers, and channels to expand market presence.
Develop regional business plans, sales forecasts, account strategies, and growth initiatives.
Identify opportunities to increase distribution, shelf presence, product placement, and market share.
Monitor territory performance and adjust sales strategies based on market conditions, customer needs, and business results.
Develop and maintain a strong pipeline of new business opportunities.
Customer & Account Management
Develop and maintain strong relationships with retail customers, buyers, distributors, brokers, and other key decision-makers.
Understand customer objectives, category needs, shopper trends, and competitive activity to identify opportunities for growth.
Present products, programs, pricing, promotions, and new product opportunities to customers.
Support customer negotiations, pricing agreements, contracts, and annual business planning.
Identify opportunities to expand product assortment, distribution, displays, and promotional activity.
Work closely with customers to address business challenges and improve sales performance.
Represent Brown & Haley at customer meetings, sales presentations, trade shows, and industry events.
Broker & Distributor Management
Manage broker and distributor relationships to ensure alignment with Brown & Haley's sales objectives and brand standards.
Establish clear sales expectations, priorities, and performance goals for broker and distributor partners.
Provide product knowledge, sales tools, presentations, and ongoing support.
Monitor broker and distributor performance and develop action plans to improve results.
Collaborate with partners to identify new accounts, distribution opportunities, and retail initiatives.
Build strong working relationships with key contacts throughout the distribution network.
CPG & Retail Sales Execution
Monitor retail distribution, product placement, promotional activity, and competitive positioning.
Identify opportunities within the confectionery category based on customer needs, market trends, and consumer behavior.
Support new product launches and seasonal confectionery programs.
Develop strategies to maximize key selling periods, including holidays and other high-volume confectionery seasons.
Partner with customers and sales partners to execute promotions, displays, and merchandising initiatives.
Evaluate promotional effectiveness and recommend opportunities to improve sales and return on investment.
Sales Analysis & Strategy
Analyze sales performance, customer trends, competitive activity, and syndicated market data to identify growth opportunities.
Develop recommendations based on customer, category, and market insights.
Manage trade spending and promotional investments to maximize return on investment.
Maintain accurate sales forecasts, account information, agreements, and regional expense budgets.
Provide regular updates to leadership regarding sales performance, opportunities, challenges, and competitive activity.
Use data and market insights to make informed decisions regarding customers, products, pricing, and promotions.
Cross-Functional Collaboration
Partner with Marketing to support product launches, promotions, seasonal programs, and customer initiatives.
Work closely with Supply Chain to support customer forecasts, inventory requirements, and service expectations.
Collaborate with Sales, Marketing, Finance, Supply Chain, and other internal teams to achieve customer and business objectives.
Provide customer, category, and competitive insights to help inform product, pricing, marketing, and sales strategies.
Communicate customer feedback and market opportunities to internal leadership.
What We're Looking For
Education
Bachelor's degree in Business, Marketing, Sales, or a related field preferred.
Equivalent combination of education and relevant experience may be considered.
Experience
Minimum of 4 years of related sales experience; 5–7 years preferred.
CPG, food, confectionery, snack, grocery, or related consumer products sales experience strongly preferred.
Experience managing retail customer accounts, brokers, distributors, and sales partners.
Demonstrated success managing a sales territory and achieving revenue and profitability goals.
Experience selling into grocery, mass, club, specialty, or other retail channels preferred.
Strong understanding of retail sales, distribution, promotions, merchandising, and category dynamics.
Established relationships within the Ohio East market are highly desirable.
Skills & Competencies
Strong understanding of the CPG and retail sales environment.
Proven ability to develop and execute sales strategies and business plans.
Strong analytical skills with the ability to interpret sales, market, and customer data.
Excellent communication, presentation, negotiation, and relationship-building skills.
Strong account management and customer service skills.
Ability to identify business opportunities and convert them into measurable sales growth.
Self-motivated and comfortable working independently from a home office.
Strong organizational and time management skills.
Proficiency with Microsoft Office and standard business software.
Ability to manage multiple priorities and meet deadlines with minimal supervision.
Willingness and ability to travel extensively.
Travel Requirements
This position requires significant travel throughout the East Region, including customer visits, retail meetings, broker and distributor meetings, trade shows, sales presentations, and other business activities.
Travel may be up to 70% during peak business periods, particularly around key confectionery selling seasons and customer planning cycles.
Physical Requirements
Ability to sit for extended periods, including during travel and office work.
Regular use of hands for computer and office equipment.
Ability to communicate effectively in person and by phone.
Ability to stand and walk for extended periods during trade shows, customer visits, and other business events.
Ability to regularly lift and move up to 15 pounds.
Occasionally lift and move up to 50 pounds.
Why Join Brown & Haley?
Join Brown & Haley and help grow an iconic portfolio of confectionery products within the competitive CPG marketplace.
As a Regional Sales Manager, you'll have the autonomy to manage your territory, build customer and broker relationships, identify new retail opportunities, expand distribution, and directly influence the growth of Brown & Haley's brands.
If you're a results-driven CPG or confectionery sales professional who understands retail, thrives on building relationships, and is motivated by growing brands and business, we'd love to hear from you.
