Senior National Sales Manager, Mass & Club

About the Role

Plant People is hiring a senior sales leader to accelerate growth across mass, club, and conventional retail. This position is centered on building and strengthening partnerships with major retailers such as Target, Walmart, Sam’s Club, Costco, Publix, Kroger, and other strategic accounts. The ideal person has already scaled emerging consumer packaged goods brands in large retail environments and understands how these organizations make decisions.

This opportunity is for someone who can bring established buyer relationships, solid retailer knowledge, and a history of improving distribution, promotion performance, and velocity at shelf. It is a chance to join a fast-growing wellness brand as it moves beyond natural retail into mainstream channels. The role reports to the Director of Sales.

Key Responsibilities

You will own national account growth, lead retailer strategy, and work cross-functionally to support execution across sales, marketing, operations, finance, and supply chain.

• Manage key retail relationships across assigned mass, club, and conventional accounts.
• Create and execute annual account plans, promotional calendars, and revenue growth strategies.
• Run buyer meetings, line reviews, category reviews, and quarterly business reviews.
• Spot opportunities for additional distribution, expanded assortments, and new item launches.
• Negotiate promotional activity, merchandising placements, and retailer programs.
• Grow sales profitably while staying disciplined on trade spend.
• Identify and pursue new distribution across mass, club, and grocery channels.
• Support retailer launches and broader expansion initiatives.
• Build strong sales decks and category narratives for retail partners.
• Track competitor moves and category changes to inform strategy.
• Oversee outside brokers and sales partners.
• Set clear goals, expectations, and accountability for broker performance.
• Ensure brokers are actively representing the brand and driving retailer engagement.
• Partner with Marketing on retailer-specific activations.
• Work with Operations and Supply Chain on forecasting and inventory planning.
• Coordinate with Finance on trade spend analysis and profitability.
• Support new product introductions and retailer commercialization plans.
• Review retailer performance, promotional results, and category trends.
• Use SPINS, retailer portals, and internal reports to guide decisions.
• Recommend actions to improve velocity, productivity, and profitability.

Candidate Profile

The company is looking for someone with deep experience in CPG sales inside mass and club retail, especially in wellness, lifestyle, and food & beverage categories. You should be comfortable traveling to retailers and conferences during the year and be able to operate effectively in a fast-moving entrepreneurial setting.

• At least 5 years of CPG sales experience in mass and club channels, ideally with wellness/lifestyle and food & beverage products.
• Background managing mass, club, grocery, or conventional retail accounts.
• Proven success growing business with retailers such as Target, Walmart, Costco, Sam’s Club, Publix, Kroger, Albertsons, and Ahold Delhaize, or comparable chains.
• Strong understanding of merchandising, promotions, and trade spend management.
• Experience working with emerging or high-growth consumer brands.
• Ability to work in a fast-paced, entrepreneurial environment.
• Strong analytical, presentation, and negotiation abilities.
• Proficiency with SPINS, Circana/IRI, and retailer reporting systems.
• Willingness to travel to retailers and industry conferences throughout the year.

What You’ll Get

The company highlights a set of benefits and team advantages designed to support well-being, flexibility, and long-term growth.

• Chance to help build one of the country’s fastest-growing supplement brands.
• Equity participation program so employees can share in long-term company success.
• Competitive pay.
• Competitive vacation, PTO, and sick leave policies.
• Competitive paid parental leave.
• Company-subsidized medical, dental, and vision coverage.
• 401(k) retirement savings plan through the Benefits+ program.
• Dependent Care Flexible Spending Account to help offset eligible childcare costs.
• Annual summer work-from-anywhere policy during August.
• Extra vacation time and sabbatical opportunities for long-tenured employees.
• Wellness reimbursement for expenses such as gym memberships, groceries, meditation, and more.
• Quarterly company-wide mental health days.
• Free products and friends-and-family discounts.
• Team events, offsites, and social gatherings.
• Hybrid work structure with flexibility.
• Ongoing career development and growth opportunities.
• A collaborative team culture that values both balance and high performance.

Additional Information

This is a full-time, onsite role in the United States. The posting does not specify a fixed salary amount, number of openings, education requirement, or start date.