Regional Sales Manager, Unattended Retail & Retail Foodservice (Western US)

Company Description

Wonderful Pistachios is the world's largest pistachio processor and marketer. Located in California's Central Valley, our nuts are Non-GMO Project Verified and sustainably harvested, providing a smart, healthy choice for consumers around the world. Wonderful Pistachios are the original plant-based protein, and are a tasty tribute to snacking done right. Wonderful Pistachios’ iconic “Get Crackin” ads demonstrate how great taste and healthy habits can go hand in hand. 

The Regional Sales Manager (RSM) for Unattended Retail & Retail Foodservice (West) reports to the National Account Director of Specialty, Discount, and Value. The RSM is responsible for driving sales growth, profitability, and customer partnerships across Vending, Pantry, Higher Education, Hospitality, Healthcare, Business & Industry, and K-12 accounts.

This role also directly manages relationships with Group Purchasing Organizations (GPOs) and Foodservice Management Companies (FSMs) to uncover new opportunities in key Unattended Retail and Retail Foodservice segments of business. Success requires entrepreneurship, self-motivation, curiosity, effective account management, and the ability to deliver distribution and promotional objectives in a competitive sales environment. 

Candidates must reside in the Western US (any state west of Minnesota and Texas). This role requires 30-50% travel for customer meetings and trade shows.

Job Description

• Territory Sales Management – Develop and execute sales plans to achieve distribution, volume, and promotional objectives across Unattended Retail and Retail Foodservice channels.
• Customer Partnerships – Build and maintain strong relationships with key operators, GPOs, FSMs, and distributors to drive growth.
• Partner Management – Direct and manage broker and/or inside sales partners, ensuring alignment with company priorities and holding them accountable for results.
• New Distribution & Merchandising – Find and secure new white space opportunities to gain points of distribution.  Ensure brand visibility and compliance with customer programs.
• Promotion & Trade Management – Use available resources to implement pricing and promotional strategies that optimize ROI and support customer requirements.
• Trade Show Participation – Manage and support customer trade shows with a focus on achieving a positive ROI for attendance.
• Business Analysis – Monitor performance, market trends, and competitor activity; provide insights and recommend actions to capture incremental growth.
• Cross-Functional Collaboration – Partner with marketing, trade planning, supply chain, and category insights teams to deliver profitable tailored programs.

Qualifications

Education / Experience

• Minimum of 5 years of sales experience in consumer-packaged goods (CPG), unattended retail, and/or retail foodservice, ideally within snacks, nuts, or better-for-you categories.
• Proven success managing unattended retail, retail foodservice accounts, GPOs, FSMs, and distributors, with a track record of delivering sales growth.
• Experience in trade spend management, forecasting, and sales reporting.
• Strong negotiation, communication, and presentation skills, with the ability to influence customers and broker partners.
• Demonstrated success in managing broker partners to deliver strong execution in the field.
• Proficiency with Excel, PowerPoint, and syndicated data tools (Circana/Nielsen).
• Bachelor’s degree from an accredited college or university; concentration in Business, Marketing, or a related field preferred.

Functional Skills

• Channel Knowledge – Strong understanding of Foodservice and operator channels, including GPOs, FSMs, and key end-user segments (Pantry, Higher Ed, Hospitality, Healthcare, B&I, K-12).
• Customer Management – Driving operator engagement, joint business planning, and account-level strategy execution.
• Trade Promotion Management – Executing promotional programs effectively while maintaining trade spend discipline.
• Sales Forecasting & Reporting – Using Excel and syndicated data (e.g., Circana) to track demand and forecast accurately.
• Presentation & Selling Skills – Creating and delivering persuasive sales presentations to secure new distribution and expand operator programs.
• Market & Competitive Analysis – Monitoring industry trends and competitor activity to leverage outside ideas for identifying opportunities and gaining share.

Critical Skills

• Creative Entrepreneurial Mindset – Using the curious, innovative thinking of a self-starter to unlock new opportunities.
• Strategic Thinking – Applying company strategies to address specific channel, segment, and operator needs.
• Relationship Building & Influence – Developing strong partnerships with operators, distributors, GPOs, FSMs, and brokers.
• Analytical Acumen – Using data to evaluate performance and make fact-based decisions.
• Negotiation & Persuasion – Securing favorable terms with operators, GPOs, FSMs, and distribution partners.
• Communication – Effectively presenting sales proposals, strategies and brand priorities to customers, brokers, and internal stakeholders.
• Adaptability – Adjusting quickly to evolving customer needs, shifts in company strategy, pricing dynamics, and competitive pressures.

Pay Range: $100,000 - $130,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience.

Additional Information

• Thriving Wellness Community: Access to top-notch medical coverage comprehensive vision and dental plans, and a 401k with match eligibility to secure your financial future and including: 
  • 24/7 online physician consultations 
  • virtual mental health resources 
  • life coaching 
  • engaging employee community groups 
  • cash rewards for healthy habits and fitness reimbursements 
  • library of on-demand fitness videos 
• Career Advancement Opportunities: Unlock your potential with clear paths for career progression and internal mobility across our diverse family of brands and business units. 
• Focused Learning and Development: Grow as a leader with our dedicated Learning and Organizational Development department, offering extensive resources like People Manager and leadership training, webinars, and eLearning courses. 
• Empowering Mentorship Program: Connect with colleagues through our company-wide mentorship program to share goals, overcome challenges, and drive your career forward. 
• Continuous Improvement Training: Participate in training that empowers all employees to learn and implement concepts that drive significant, positive change in the workplace. 
• Building a Healthy Society: To date, our co-Founders Lynda and Stewart Resnick, through their foundations and The Wonderful Company, have invested more than $2.5 billion in education, health and wellness, community development, and sustainability initiatives across California’s Central Valley, Fiji, and the world. In 2025, Wonderful ranked as #1 in PEOPLE’s “100 Companies That Care” list and was named one of Fortune magazine’s 100 Best Companies to Work For. To learn more about our corporate social responsibility efforts, visit csr.wonderful.com.
• Giving Back to the Community: Make a difference with Wonderful Giving, allowing you to allocate company-provided funds to up to three charities of your choice, and join Wonderful Neighbor to contribute to group service projects within our local communities. 

Wonderful Pistachios is part of The Wonderful Company, a successful, fast-growing privately held $6 billion company with 10,000 employees worldwide. The Wonderful Company’s connection to consumers has health at its heart and giving back in its DNA. The company has a long-standing commitment to corporate social responsibility, including more than $1 billion invested in environmental sustainability; $65 million in charitable giving, education initiatives, and innovative health and wellness programs each year; and $143 million toward the construction of two charter school campuses in California’s Central Valley. To view the current Corporate Social Responsibility report, visit csr.wonderful.com.

We’ve made Wonderful® Pistachios America’s fastest-growing snack brand. We’ve turned pomegranates and POM Wonderful® into a worldwide phenomenon. Wonderful Halos is the No. 1 mandarin orange in America. FIJI® Water is the No. 1 premium imported bottled water in America. JUSTIN® Wine produces California’s top-selling, high-end Cabernet Sauvignon. And Teleflora® is the world’s leading floral delivery service. To learn more about The Wonderful Company, its products and its core values, visit www.wonderful.com, or follow us on Facebook, Twitter and Instagram. 

The Wonderful Company is an Equality Opportunity Employer that provides opportunities for advancement. We are committed to creating a diverse workforce that embodies a deep culture of acceptance, equity, and inclusion. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, protected veteran status, or other protected categories.

#LI-AY1

EEO is the law - click here for more information