Sales Manager, Independent Retail – South Mid-Atlantic

About the job

• The Sales Manager has responsibility over FIJI Water as the main contact between assigned Independent large and small format Chain customers. Manage all assigned Chain Retailers, Non-Exclusive Direct Store Delivery (DSD), Grocery Wholesalers and Broadliner Partners with the goal of increasing share of mind and retail execution.
• Conduct regular field visits to customer accounts, partnering with the FIJI Water Retail Trade Execution (RTE) team, distributor representatives, or independently.
• Identify and develop new business opportunities, as well as drive SKU expansion and incremental distribution within existing accounts.
• Develop and deliver fact-based selling presentations incorporating actionable business, category, and market insights for retailers, distributors, and internal stakeholders.
• Lead and participate in customer and sales meetings with appropriate frequency to increase share of mind, distribution, programming, and feature activity.
• Communicate key brand priorities, brand performance, and category/market insights to internal and external customers.
• Drive execution of merchandising, assortment, pricing, and shelving objectives in alignment with portfolio and brand strategy, customer objectives, and trade investment goals.
• Sell in incremental displays, equipment, and promotional programs while ensuring execution and compliance at the store level.
• Evaluate and negotiate CMAs (Customer Marketing Agreements) in alignment with business objectives and trade investment strategies.
• Analyze, interpret, and communicate data and insights from Power BI, VIP, IDIG, IRI, and other syndicated sources to inform customer recommendations and internal business decisions.
• Transport, install, replace, and maintain point-of-sale materials and advertising as appropriate for each account.
• Collaborate cross-functionally with Retail Trade Execution, Marketing, Operations, and other internal teams to drive customer and business objectives.

• 5+ years of food and/or beverage sales experience, including distributor management and key account management.
• Bachelor’s degree in Business, Finance, or a related field preferred.
• Demonstrated experience leveraging syndicated data and analytics to develop fact-based selling stories and achieve business objectives; experience with IRI, Nielsen, Mintel, or similar platforms preferred.
• Analytical and problem-solving skills, with the ability to interpret data and translate findings into clear, actionable recommendations.
• Excellent presentation and communication skills, with the ability to effectively sell to customer needs and build relationships with internal and external stakeholders.
• Experience with sales planning and business management, including evaluating post-event performance and applying learnings to future customer programming.
• Effective organizational and project management skills, with the ability to prioritize and manage multiple initiatives in a fast-paced environment.
• Advanced proficiency in Microsoft Office, particularly Excel and PowerPoint.
• Customer-service mindset with a commitment to providing high-quality support to internal and external partners.
• Demonstrated market and category knowledge, with the ability to adapt to changing business needs.
• Collaborative, flexible, and team-oriented approach.
• Ability to travel up to 50%.
• Pay Range: $88,000 - $100,000 and may include a discretionary bonus. Final compensation will be dependent upon skills & experience.

The Wonderful Company is committed to providing high-quality, healthy, and iconic brands, including FIJI Water, POM Wonderful, Wonderful Pistachios, Wonderful Halos and helping improve the lives of the people who live and work in the places where we operate. Ranked No. 1 on the 2025 PEOPLE® Companies That Care list and one of Fortune® magazine’s “100 Best Companies to Work For” in the U.S., The Wonderful Company is continually recognized for its dedication to the well-being of its workforce, their communities, and the planet.
Since 1996, FIJI Water has embodied what it means to be Earth's Finest Water®. Sourced from the islands of Fiji, FIJI Water is the No. 1 premium imported bottled water brand in the United States, and America’s Favorite Bottled Water Brand. FIJI Water is sold in more than 80 countries worldwide, known for its iconic square bottle, unique mineral profile, and soft smooth taste. Sourced from a natural artesian aquifer in the islands of Fiji, the difference is the source – FIJI Water gathers natural electrolytes and minerals and maintains a perfectly balanced pH.
FIJI Water is committed to doing business responsibly and seeking opportunities to make a difference. That commitment extends to the FIJI Water Foundation – one of the largest philanthropic organizations in Fiji – which focuses its efforts and investments on education, clean water access, environmental sustainability, health and wellness, emergency relief, and community development.
The Sales Manager - Independent Retail is a key player on the FIJI Water Team and is expected to be a strategic, pro-active creative problem solver and with a demonstrated track record of professional & persuasive sales skills. We are looking for someone who understands healthy, high-quality products, has a positive attitude, and embraces the challenge of capturing opportunities. As the Sales Manager - Independent Retail, you will be managing assigned Chain Retailers, Broadliners, Grocery Wholesalers, and DSD customers with the goal of growing FIJI Water sales, share of mind and retail execution. Strong Collaboration with internal cross-functional teams within Wonderful Company and providing first class customer service to our business partners. This position reports to the Sales Director – East Division.
Territory Responsibility: Georgia, North Carolina, and South Carolina