Retail Sales Manager

Katzman is seeking an experienced Retail Sales Manager to lead and scale our Retail Sales division, overseeing an approximately $80M produce distribution business serving retail grocery customers.This role is designed for an external, seasoned sales leader who has managed significant revenue, led sizable teams, and operated with full ownership for results. The Retail Sales Manager is accountable for revenue growth, margin discipline, customer retention, execution consistency, and talent development.You will lead a team of approximately 14 sales professionals and partner closely with Terminal Sales, Procurement, Operations, Logistics and Finance to deliver reliable, profitable, and high-performing service to retail customers.

Responsibilities:

Business Ownership & Growth

• Full P&L-style ownership of an ~$80M retail produce portfolio.
• Driving profitable growth through disciplined pricing, product mix optimization, and account expansion.
• Identifying and mitigating risks related to customer concentration, pricing pressure, service gaps, and competitive threats.
• Leading complex customer negotiations around pricing programs, service expectations, and issue resolution.

Sales Leadership & Team Performance

• Leading, coaching, and developing a team of ~14 retail sales professionals.
• Setting clear expectations, KPIs, and performance standards; enforcing accountability for commitments and results.
• Conducting regular performance reviews, one-on-one coaching, and corrective action when required.
• Building sales capability through structured training in product knowledge, negotiation, customer communication, and execution discipline.

Cross-Functional Execution

• Partnering with Procurement to align sourcing strategies, availability, quality standards, and pricing with customer needs and market conditions.
• Collaborating with Operations and Logistics to ensure order accuracy, on-time delivery, and consistent service execution.
• Ensuring disciplined use of CRM tools, forecasting processes, and reporting to support demand planning and visibility.

Leadership Presence & Communication

• Establishing credibility quickly with customers, internal partners, and frontline sales teams.
• Communicating priorities, expectations, and performance results clearly and consistently.
• Preparing and presenting sales performance updates, forecasts, and strategic insights to senior leadership.

Governance & Standards

• Ensuring compliance with company policies, ethical standards, and operating procedures.
• Maintaining a professional, organized, and execution-focused sales environment.

Qualifications:

• Bachelor’s degree in Business, Sales, Marketing, or related field (preferred)
• 8+ years of progressive sales leadership experience
• Demonstrated success managing $50M+ revenue portfolios
• Experience leading multi-person sales teams in complex, operationally intensive environments
• Strong understanding of retail grocery customers and supply chain dynamics
  

Who You Are:

• A seasoned sales leader with a strong track record of developing high-performing teams and driving results.
• Experienced in managing and scaling operations, with a proven ability to take ownership and deliver outcomes.
• Brings structure, discipline, and accountability to sales processes and teams.
• Understands the fast-paced, operational nature of fresh produce distribution and thrives in it.
• Effectively balances customer-centric strategies with margin protection and profitability goals.
• Earns trust quickly in dynamic, high-volume environments through clear communication and sound judgment.
• Makes data-driven decisions and confidently communicates insights and strategies at the executive level.
  

Work Environment:

• Office/Remote (Hybrid) role with regular customer interaction
• Occasional travel to customer locations and company facilities
• Ability to work extended periods at a computer and in a fast-paced operating environment
  

Salary Range:

$140,000 – $160,000 per year

Job Type: Full-time

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance
  

Experience:

• sales leadership: 8 years (Required)
• managing revenue portfolios: 8 years (Required)
  

Work Location: Hybrid Remote in Bronx, NY 10474