Job description
About the Role
DERMA E and ThinkSun are looking for a Sales Manager to serve as the connective tissue between our brand team and the broker, distributor, and retail partners who bring our products to shelf. This is a broad role by design: you will touch retailers across the natural channel, with your deepest day-to-day focus on managing our broker relationship with Presence Marketing & MPG and our distributor flow through UNFI, while building a direct retail relationship with Whole Foods.
Key Responsibilities
Broker & Distributor Management
- Serve as the primary day-to-day contact for Presence Marketing, providing clear direction, account priorities, and program objectives to field reps.
- Manage order flow and shipment volume with UNFI.
- Conduct quarterly business reviews with broker partners and maintain tracking reports to monitor performance against goals.
- Execute retailer and broker training sessions as needed to support sell-through and brand education.
Retail Account Management
- Own the Whole Foods headquarters relationship, including buyer calls, new item submissions, promotional planning, and follow-up.
- Provide active maintenance coverage for other Naturals retailer including Natural Grocers, INFRA, Wegmans and others --- escalating opportunities and issues as appropriate.
- Prepare and deliver PowerPoint presentations for buyer meetings; manage follow-up and next steps.
Planning & Reporting
- Plan and manage promotional budgets (gross-to-net) for assigned accounts; review and approve retail co-op opportunities within established guidelines.
- Maintain a monthly sales report presented to the VP of Sales, tracking performance versus plan across key accounts.
- Monitor market trends, competitive activity, and territory changes; communicate findings to the VP of Sales on a regular cadence.
- Pull and interpret syndicated data (Circana/SPINS) to support business reviews and identify distribution or velocity opportunities.
- Attend relevant trade shows (e.g., Expo West, ECRM).
- Travel approximately 25% of the time, including roughly two weekend events per year.
Qualifications
- 3--5 years of experience in Skincare Sales.
- Experience in the Natural Products Channel.
- Familiarity with broker and distributor-driven sales models; prior experience working with KeHE, UNFI, or Presence Marketing is a plus.
- Proficiency in Excel and PowerPoint; comfort building and presenting business reviews.
- Working knowledge of Circana (IRI), SPINS, or Nielsen syndicated data.
- Strong organizational and communication skills; able to manage multiple account relationships simultaneously without dropping details.
- Comfortable working independently from a home office with periodic travel.