Santa Cruz Nutritionals

Contract Field Sales Manager

Marketing and Sales - New York, NY - Full Time

The Contract Sales Manager will be responsible for the development and execution of the Sales & Innovation Strategy to successfully sell and promote Santa Cruz Nutritionals gummy innovation, industry leadership and capabilities to current and new consumer packaged goods organizations in the Health & Wellness space. This position will strengthen current customers and establish new relationships with growth targets located in North America.  Performance is measured on sales revenue, and EBITDA growth goals, along with assigned personal business objectives.

Commercial Responsibilities: Ownership as Key Point of Contact:

  • Deliver the assigned FY sales objectives and plan
  • Identify and develop growth opportunities at existing customers.
  • Become an expert in the customer’s business strategy and long-term planning
  • Be the advocate for the customer. Share their vision to all internal SCN stakeholders
  • Develop relationships across purchasing, regulatory, product management, marketing
  • Create business industry reviews to identify key new item opportunities
  • Perform regular retail surveys to understand competitive market, pricing and SKU opportunities
  • Collaborate with retail team to get insight as to what item segments retailers are seeking
  • Create business case for new item development. Includes pricing, volumes, substantiation.
  • Customer presentation development, working in tandem with product management
  • Lead customer meetings, own follow up/next step development with SCN product management
  • Collaborate internally to develop promotional materials for customer engagement

Prospect New Customers for Growth Opportunities:

  • Identify ideas and process for development of contract sales strategy
  • Review syndicated data (IRI) to understand growing “hot” supplement segment product forms
  • Partner with R&D team for potential for gummy development of current solid dose forms
  • Participate with Director of Upstream Innovation to vet new product ingredients for opportunities
  • Prospect, reenergize “cold or dark” customers to tell the “new Santa Cruz Nutritionals” story
  • Cold call new supplement or OTC branded manufacturers to discuss gummy opportunities
  • Attend and assist in planning sales tools for industry trade shows to network and identify new customers


  • Review all customer contracts and provide analysis/recommendations
  • Annual and monthly top line forecasting
  • Syndicated data analysis & review/reporting
  • Prepare data for monthly report recap
  • Prepare quarterly “State of the Business Reviews” for key current and potential new customers
  • Collaborate with assistant AM’s to track internal projects and communicate progress to customers
  • Partner with R&D/Regulatory team to understand nuances of product substantiation and stability
  • Work closely with plant locations to serve the customer by participating on “Track-2” calls
  • Communicate customer business issues as indicated
  • Lead ideation and solutions when customer problems/issues surface
  • Define and communicate customer business processes and identify cost savings where possible

MINIMUM REQUIREMENTS (Provide the experience and education required to perform the Essential Duties?)

Education & Experience: BA/BS degree. MBA preferred. Minimum 3 years’ experience in contract sales role. Previous experience in vitamin and mineral supplements is a plus. Project management experience is a plus. 


Sales Qualities: Likeability, positive, passionate and energetic. “Hunter for growth” mentality. Demonstrated abilities to negotiate.  Be a “doer” and behave like an owner. Ability to create own sales presentations and collateral.

Communication Skills: Excellent communication and interpersonal skills to be clear, concise and brief.  Speak and lead like “the subject matter expert” while making the opportunity simple and easy to accept. Abilities to work with diverse customer functions and internal cross-functional teams. Excellent email skills in terms of language and visual style. Bilingual (Spanish) is a plus. Demonstrate aggressive follow up tactics.

Technology Skills: Advanced MS Office with specific focus on PowerPoint and Excel. Analytical abilities to create and compile complex data for both financial reporting and customer presentation development are required. Strong financial math skills are preferred. Salesforce CRM experience a plus.

Leadership Skills:  Sound leadership skills, Effective cross functional problem-solving ability, proven organizational skills to anticipate, plan, organize and self-monitor workload in a fast-paced environment.

Location Preference: Northeast “tri-state” area. Potential of 50% travel in N. America.

Reports to: Vice President of Retail Sales


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