Business Development Manager - Mid-Tier Accounts

This is a hunter role with a book. You will open and grow chain accounts that sit between independent retail and mass market, manage them end to end, and report to the Director of Sales. You will bring your own account list and buyer relationships, and we will supply qualified leads to work alongside them. Success is measured equally on booked and shipped dollars from new, incremental accounts.

About the Mid-Tier Channel

Mid-Tier covers chain and multi-location retailers that are big enough to buy centrally but sit below mass retail. It spans many channels, including grocery, farm-and-ranch, hardware and co-op, home décor, airport stores, museum shops, tourist and destination retail, specialty retailers, and other regional chains.

The channel is run by a team of three account managers, each with defined accounts and annual booking goals. You will join that team with your own territory of new chain accounts, built to sit alongside — not overlap — the accounts already assigned.

What You'll Do

Bring your book. Convert your existing Mid-Tier chain relationships, in any of these channels, into active accounts, with a named target-account list agreed before your start date.

• Open new chains. Prospect and win chain and multi-location retailers across these channels that we don’t serve today, using your own network and qualified leads the company provides, from first buyer meeting through line review, item setup and first order.
• Grow what you open. Expand assortment, add programs and seasonal buys, and build each new account into a repeat annual customer.
• Own the account plan. Build an annual booking and shipment plan for your territory, account by account, that rolls into the channel’s budget for CEO review.

What We're Looking For

• 7+ years of B2B sales into chain retailers, with at least 3 years selling to Mid-Tier, regional or multi-location accounts in channels such as grocery, travel, tourist or specialty retail
• Current, active buyer relationships at multiple chains, and a credible path to $1M in annual bookings from them
• A track record of opening new chain accounts and growing them year over year, with numbers to show it
• Experience with line reviews, item setup, vendor compliance and retail promotional planning
• Comfortable building an account-level booking plan and forecasting against it in Excel and a CRM
• Willing to travel to buyer meetings and trade shows, roughly 25% of the time

Preferred

• Experience across more than one Mid-Tier channel — for example grocery, airport and travel retail, museum and tourist shops, specialty, hardware, farm-and-ranch or home décor — and in gift or seasonal categories
• Relationships with buying groups and co-ops
• Experience spotting and scaling trend-driven items quickly across multiple accounts
• Bachelor’s degree in business, marketing or a related field, or equivalent experience

What We Offer

• Compensation $80K–$100K+ first-year earnings (base plus uncapped commission)
• Uncapped commission on booked and shipped revenue from new accounts — your results set your income
• Medical benefits, company-paid life insurance, and long-term disability
• 401(k) with company match
• Employee discounts across our family of brands
• Comprehensive onboarding, in-field coaching, and ongoing training
• Real-time ordering system, 24/7 online resource center, and access to our 20,000 sq. ft. Richmond showroom (in person or via virtual tours)