Sales Manager, Natural & Grocery Channels

Concord National LLP is a leading Canadian food brokerage with over 50 years of experience helping brands grow. Through its three divisions, Concord National, Indigo Natural Products, and Stack Merchandising, we provide sales, retail coverage, import, distribution, and coast-to-coast merchandising services to support Consumer Packaged Goods (CPG) brands in major chains and independent stores nationwide.

Our Indigo Division is a leading national broker specializing in natural and organic products, representing top brands across all channels of the Canadian market. We manage an outstanding portfolio of trusted natural brands, many of which you’ll recognize from your own pantry.

We are currently seeking a Manager, Natural Channel to lead, coach, and develop a high‑performing sales team while driving execution and results across key natural health food and independent grocery accounts.

If you are a confident, people‑focused leader who thrives in a fast‑paced CPG environment and is comfortable making decisions, leading through change, and holding teams accountable, this is an exciting opportunity to make a meaningful impact.

Why Join Us?

At Concord National LLP, you’ll work with iconic brands, collaborate with passionate professionals, and make a measurable impact on the Canadian food industry. We offer:

• A dynamic, collaborative environment where leadership and initiative are valued
• Competitive compensation and comprehensive benefits
• Opportunities for long term career growth and leadership development

Our core values—Passion, Integrity, Adaptability, Initiative, Organizational Excellence, and Teamwork—guide everything we do.

The Opportunity

As the Manager, Natural Channel, you will own the performance, capability, and execution standards of Indigo’s Natural Channel sales team.  This role blends hands‑on people leadership with account ownership, strategic planning, and disciplined execution.

You will play a key role in driving sales results, building leadership capability within the team, navigating change, and ensuring consistent execution across regions. Success in this role requires strong judgment, the ability to lead through complexity, and the confidence to make decisions while maintaining trusted relationships with customers and internal partners.

Primary Duties:

• Lead and develop the Natural Channel sales team, building a high-performance culture through clear expectations, coaching, and performance management
• Own results across assigned territories and accounts, driving execution against sales targets, distribution goals, and trade investment plans
• Lead annual business planning for key accounts and support the team in planning discipline, forecasting, and customer engagement
• Manage trade spend strategy and ROI, ensuring investments are effective, measurable, and aligned to business priorities
• Partner with the Senior Director, National Sales to execute national priorities, strengthen sales operating rhythm, and raise execution standards across the channel
• Design and improve sales processes, tools, and reporting, creating consistency, visibility, and scalability across regions
• Coach the team to solve complex retail issues quickly and effectively, delivering practical solutions that move the business forward
• Build senior-level relationships with key customers and internal stakeholders, representing Indigo with credibility, consistency, and commercial acumen
• Represent Indigo at trade shows and industry events, strengthening market presence and account relationships
• Monitor competitive activity and market trends, translating insights into clear priorities and actionable direction for the team
• Ensure compliance with company policies and Standing Operational Procedures
• Act as an Indigo ambassador, modeling leadership, professionalism, and our values in all internal and external interactions

Qualifications

• Education: Bachelor’s degree, or an equivalent combination of education and progressive experience in the CPG industry
• Experience: 8+ years of progressive experience in sales, account management, or channel leadership
• Proven experience leading, coaching, and developing sales teams, including performance management and capability building
• Demonstrated experience managing key accounts and business planning (customer planning, trade spend, promotional effectiveness/ROI)
• Experience in CPG, grocery, and/or natural health food channels strongly preferred
• Valid driver’s license with a good driving record

Skills & Attributes

• A people-first leader who sets a strong performance bar and builds accountability through coaching, clarity, and follow-through
• Strong emotional intelligence and leadership presence, with the ability to adapt style across diverse personalities and experience levels
• Confident decision-maker who can navigate change, address sensitive issues directly, and lead through ambiguity
• Commercially strong with the ability to connect plans, execution, and results; comfortable with trade spend, ROI, and performance analytics
• Highly organized and execution-focused, able to prioritize competing demands and drive outcomes at pace
• Strong communicator and relationship builder who can influence across functions and represent the business with credibility
• Advanced proficiency with Microsoft Office, particularly Excel, with comfort interpreting sales reporting and trend insights

Compensation & Benefits

We offer a competitive total rewards package designed to attract and retain experienced sales leaders, including:

• Base salary range of $100,000 - $130,000, commensurate with experience
• Annual performance-based bonus
• Comprehensive health and dental benefits
• Paid time off, including vacation and personal days
• Ongoing leadership development and professional growth opportunities

Ready to Make an Impact?

If you are a commercially-minded leader who thrives on building strong teams, raising execution standards, and delivering measurable results, we want to hear from you.

Join Indigo and play a key leadership role in shaping the future of the Natural Channel across Canada. Your leadership, judgment, and ability to drive performance through people will directly influence customer outcomes, team capability, and business growth.

Apply today and help lead the next chapter of Indigo’s Natural Channel success.