Sales Manager - Natural Products

We’re a 4th generation, family- run company that began with a quest to find upbeat eyewear. From our exclusive handcrafted design inspired by trends, dedication to quality, and thoughtful customer experience; our family’s legacy is dedicated to empowering our customers to express their unique sense of style season after season with trend-setting eyewear. Our Main Office and Distribution Center is located in Michigan City, Indiana on the shores of beautiful Lake Michigan.

We have been named one of Indiana's Best Places To Work - 9 years running. This recognition comes directly from employee testimony and survey results based on engagement, working environment, and overall employee satisfaction! 

We are seeking a Sales Manager to join our team from Michigan City, Indiana or remotely.

Reports to: Director of Strategic Accounts and Business Development
FLSA Status: Full-time; Exempt

Five Key Accountabilities:

• Channel Penetration
• Proactive Sales Leadership of Broker Groups
• Sales Plan Execution ($ + margin)
• Internal and External Communication
• Account Management

Channel Penetration

• Use expertise to grow an established brand into the Natural Channel, driving large YOY growth with the goal of becoming the market leader
• Requires deep understanding of the Natural Channel needs and key retailers to chase; collaborate with departments to ensure those needs are met; educate to drive change
• Evaluate current competition and market landscape. Identify opportunities to acquire new business
• Develop and implement effective sales strategies for channel penetration, establish sales objectives and annual sale goals for key accounts and regional territories
• Partner with National Sales Manager of the Gift and Apparel Channel to develop processes to manage and grow multiple channels with respect to current business; maintain constant communication, working together as one team managing multiple channels
• Plan and execute Natural Channel tradeshows; manage pre-show preparation including booth logistics, product assortment, and sales materials; represent the brand at the show to engage buyers, strengthen existing relationships, and capture new business opportunities

Proactive Sales Leadership and Broker Management

• Manage and support broker partners that assist Peepers in growing our Natural Channel businesses.
• Train broker partners on Peepers sales objectives and strategies. Ensure they have a comprehensive understanding of the Peepers program and are armed with the tools they need to maintain current business and capture new opportunities
• Work with Brokers to approach potential new customers with a comprehensive business plan and presentation to win the business
• Develop and maintain a prospect database
• Participate in ride-alongs with broker partners for continued brand education and assist with driving sales in new and/or challenged markets
• Establish productive and professional relationships with head buyers/decision makers at key accounts
• Provide monthly reporting on all key accounts and regional territories and formulate a plan of action for any shortfalls and budget deficiencies

Sales Plan Execution ($ + margin)

• Achieve sales objectives in coordination with the company's overall business plan by holding broker partners accountable to goals
• Develop and analyze monthly and yearly sales forecast and budgets. Monitor sales and business throughout the year
• Review, analyze and negotiate all costs with appropriate margins; use effective negotiation skills to create a win-win for both parties
• Monitor and analyze performance metrics and suggest improvements to drive sales
• Internal and External Communication
• Ensure leadership has clear understanding of current and future business through monthly and quarterly presentations; communicate with VP of Sales and CX on state of business in weekly meetings
• Work well inter-departmentally and cross-functionally to drive customer satisfaction and bottom-line profitability
• Establish and maintain cooperative, constructive interpersonal relationships with the company staff at all levels

Account Management

• Own and manage current account relationships, serving as the primary point of contact for buyers and decision makers at priority Natural Channel retailers; ensure satisfaction, resolve issues proactively, and drive continuous growth within the account base
• Identify, target, and pursue prospective new key accounts in the Natural Channel; develop and deliver compelling, tailored brand presentations and business proposals to win new distribution and placement
• Lead the full onboarding process for newly signed accounts; coordinate internally with Operations, Marketing, and Customer Experience to ensure seamless setup, initial orders, fixture execution, and a strong launch that positions the account for long-term success
• Track and report on key account performance against annual sales targets; proactively address gaps, identify incremental revenue opportunities

Knowledge, Skills, and Abilities

• Bachelor’s degree strongly preferred
• 2 years of experience managing broker groups
• 5 years of sales experience in Natural Products Industry
• Must be dynamic, performance driven sales professional with a proven track record of building business and overcoming barriers to entry
• Must have outstanding leadership, presentation and communication skills
• Must be an energetic, results-oriented, self-starter and team player
• Able to define problems, collect data, establish facts and draw valid conclusions
• Competent with computer software such as Microsoft Office (Excel, Word, PowerPoint)
• Strong critical thinking and logical reasoning skills
• Excellent organizational, time management and project management skills
• Strong skills in problem identification and solutions-based problem-solving
• Solid customer service attitude with excellent negotiation skills.
• Excellent skills managing multiple competing priorities on a daily basis
• Excellent verbal and written communications skills
• Ability to lead and a strong team player

Travel Requirements

• 20% +/- travel (depending on the season and/or sales cycle)