Sr. Sales Manager, HCP & Retail

Job Title: Sr. Sales Manager, HCP & Retail

Location: Remote

Status:Full time, exempt

Reports to: Director of Sales, Natural and HCP

Salary: 100-120k

At Ancient Nutrition, we have a clear goal: harness history’s most powerful superfoods and provide them in forms that are easy to include in a modern lifestyle. We’re passionate about creating products that help fill the gaps in the everyday diet and deliver meaningful results. 

But the truth is, who we are goes beyond supplements. We embrace responsibility for our planet, from the soil that grows our food to the air that fills our lungs. That’s why we are leading the revolution of regenerative agriculture on our own farms and farms across the country. 

Through partnerships with pioneers like Regenerative Organic Certified®, groundbreaking research with Rodale Institute, and widely-recognized certifications like B Corporation®, we are developing future-focused methods that have a positive impact on the soil and the environment. These methods help reduce atmospheric carbon, minimize waste and protect biodiversity — and they result in ingredients that are richer in essential vitamins, minerals and antioxidants than conventionally farmed food.

We are harnessing the power of incredible superfoods grown through regenerative practices. We are cultivating healthy people and a healthy planet. And, ultimately, we will save the world with superfoods. 

We are seeking an experienced sales leader with a strong background in consumer packaged goods (CPG) to drive growth across the Health Care Practitioner (HCP) and Inside Sales channels. This role oversees sales teams, brokers, and key customer relationships while executing the company’s go-to-market strategy and delivering on volume and profit goals. The ideal candidate brings 6+ years of CPG experience, proven success in direct sales and B2B environments, and the ability to analyze market data to shape strategy. Strong leadership, communication, and relationship-building skills are essential, along with the ability to thrive in a fast-paced, evolving environment.

Key Responsibilities

• Team & Channel Management: Lead HCP, Inside Sales, and Sales Specialists (Specialty HCP & Retail). Supervise brokers and contractors as needed, including hiring and training.
• Sales & Profit Goals: Deliver on company volume and profit objectives while achieving results at the lowest possible selling cost (brokerage, commissions, marketing, etc.).
• Promotional & GTMS Execution: Implement channel-specific promotional programs and ensure alignment with the company’s go-to-market strategy (GTMS).
• New Product Launches: Drive the introduction of new items, manage presentations to key customers, and ensure successful adoption within assigned channels.
• Customer & Market Development: Build and maintain strong relationships with key decision-makers (e.g., category buyers). Use category management data and trends to protect and expand distribution.
• Strategic Feedback: Provide insights on the effectiveness of strategies, programs, and initiatives to the Director of Sales – Natural & HCP.
• Marketing Flywheel: Oversee HCP channel marketing initiatives, including onboarding new accounts, nurturing relationships with targeted content and assets, and strengthening the healthcare professional community.
• Trade Engagement: Represent the company at customer trade shows and events as needed.

Key Qualifications

• Cross-Functional Collaboration: Proven ability to partner across commercial departments and work effectively with wholesale customers (retailers, HCPs, distributors, pharmacies, specialty shops).
• Business Acumen & Communication: Strong commercial insight with urgency in sharing critical information. Deliver clear written and verbal feedback to the Director of Sales – Natural & HCP as needed.
• Strategic Sales Leadership: Establish and track sales targets (monthly, quarterly, annual). Translate brand and category goals into customized sales plans that drive both profit and volume.
• Problem-Solving & Adaptability: Develop pragmatic solutions to complex challenges. Thrive in fast-changing, ambiguous environments with shifting priorities.
• Organization & Prioritization: Manage multiple projects and customer needs simultaneously with strong prioritization skills.
• Compliance & Integrity: Consistently uphold company compliance standards and ethical business practices.

Experience Required:

• 6+ years of CPG (consumer packaged goods) experience, ideally within healthcare practitioner (HCP) channels, inside sales, and B2B platforms.
• Proven success in direct sales environments with strong consultative selling, presentation, and negotiation skills.
• Skilled in sales data analysis (SPINS, POS, market trends) to inform strategy and build effective sales presentations.
• Proficiency with Microsoft Office, Google Suite, CRM systems; experience with NetSuite, Shopify, and marketing platforms a plus.
• Knowledge of P&L management, trade planning, and forecasting practices preferred.
• Experienced team leader with strong organizational and interpersonal skills.
• Comfortable presenting to groups of any size and connecting with a wide range of customers.
• Bachelor’s degree preferred 

Travel Requirements:

• 25%Travel- Ability to travel throughout the U.S. and Canada.

Core Values 

• Run to win the race – do everything with excellence
• Committed to constant growth – refine and improve self and work daily 
• Take ownership – take initiative
• Be a purpose driven leader/team player – be reliable and responsible
• Play as a team- have fun and have each other’s back, be committed to our mission to transform lives and relentlessly care for those in need. 

Benefits + Culture

Work is about what you do, not where you do it. Ancient Nutrition has many team members located near Nashville, TN but we are a fully remote company and are able to hire from across the US. Ancient Nutrition is a laid back, but fast-paced place to be. We work hard because we love what we’re building. No one breathes down your neck. We hire great people who don't need to be micromanaged. 

We offer health insurance benefits, basic life insurance and access to affordable vision, dental and disability insurance. Unlimited Paid Time Off is a given for salary employees and a generous amount of paid time off accrual for hourly employees, both paid maternity and paternity leave are offered.

We are passionate about living healthy lives and offer free Ancient Nutrition products.

If you feel this role is meant for you, write us a killer cover letter telling us why you are the best fit, and why you want to work with us! We really do read them!