Position: Retail Sales Manager, Natural Channel

Company: Little Sesame

Location: Remote, (Travel ~15x per year)

Reporting to: Director of Retail Sales

Start Date: September 2026

Who We Are

Little Sesame is a fast growing Washington, DC based CPG company built by a team of accomplished chefs who want to reimagine grocery store shelves and bring restaurant quality food into people's homes. We are focused on delivering high-quality, thoughtfully produced products to a broad consumer base. Our team is built on a strong foundation of collaboration, accountability and continuous improvement. As we scale, we are committed to investing in our people and building systems that support long-term growth and operational excellence.

The Job

As our Retail Sales Manager, Natural Channel, you will own a portfolio of natural and specialty retail accounts, building and deepening relationships with key buyers, distributors, and broker partners. You'll be the face of Little Sesame in the field, equal parts strategic thinker and relationship builder, responsible for driving revenue, expanding distribution, and building a strong foundation for success in the Natural Channel.

You'll collaborate closely with our marketing, supply chain, demand planning, and finance teams to develop integrated sales plans and ensure Little Sesame is set up for success at every level of the retail journey.. This role is ideal for someone who thrives in a fast-paced, entrepreneurial environment, loves the natural products industry, and brings a deep network and genuine passion for better-for-you food.

Key Responsibilities

Account Management & Revenue Growth

Design and implement a Strategic Sales Plan with a methodical approach for prospecting and calling on new accounts.
Develop, build, and nurture customer relationships focused on driving revenue growth through expanded ACV and increased items carried.
Travel to prospective and existing customers to lead cuttings, sales presentations, and account-building opportunities.
Hold regular status calls and face-to-face meetings with existing accounts to foster long-term relationships and drive organic growth.
Determine and codify sales targets based on market opportunity and company business

Trade Planning & Forecasting

Manage active trade, forecasting, and replenishment budgets to ensure efficient resource allocation in alignment with sales and inventory goals.
Participate in the planning and monitoring of promotional activity supporting all Little Sesame retailer and distributor programs.
Assist in creating fully integrated trade plans with clearly defined business objectives.
Influence demand planning processes to enhance forecasting accuracy.
Support the development of fully integrated sales plans for key customers.

Cross-Functional & Partner Collaboration

Collaborate cross-functionally with marketing, supply chain, demand planning, finance, and other team members to meet sales objectives.
Engage internal marketing and product development resources effectively to support the sales agenda.
Support leadership in managing external broker and distributor relationships; work closely with brokers and distributors on a day-to-day basis.
Attend trade shows and relevant customer meetings to represent Little Sesame and stay connected to the market.

Data Analytics & Market Intelligence

Work with current data partners to analyze trends, spot opportunity gaps, and continue to develop a robust sales and performance story for Little Sesame.
Weekly reporting and tracking across key retail partners - item and brand level performance.
Work cross-functionally to build a strong selling story that positions Little Sesame as the brand of the future for key Natural Channel retailers.

Keep a pulse on emerging trends, new products, and competitive activity within the natural and specialty retail landscape.

Who You Are

A seasoned natural channel sales professional with a proven track record of growing brands at natural and specialty retailers, including Whole Foods Market, Sprouts, NCG accounts, INFRA accounts, Erewhon, Bristol Farms, The Fresh Market, Raley's, Natural Grocers, and independent natural retailers.
Deep familiarity with the distributor landscape, including hands-on experience working with UNFI, KeHE, and Rainforest Distribution.
A strategic and analytical thinker who can build a territory plan, set targets, and execute against them with discipline.
An exceptional relationship builder, someone who invests in the long game and earns trust with buyers, brokers, and distributor reps alike.
Comfortable working in a lean, entrepreneurial environment where you wear many hats and don't wait for someone else to get things done.
A clear and compelling communicator who can craft a great story in a buyer meeting and follow it up with rigorous execution.
Highly organized, with strong forecasting and trade management chops. you know how to manage a budget and hold yourself accountable to the numbers.
Collaborative by nature, you work well with cross-functional teams and see internal partners as force multipliers, not obstacles.
Passionate about better-for-you food and the mission behind it; you want to be part of something that matters.

Compensation & Benefits

Base Salary: $105,000- $120,000
Performance Bonus Eligibility
Health Insurance and 401(k) match
Flexible PTO
Clear path for growth as Little Sesame grows

Little Sesame is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Little Sesame

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