What are the responsibilities and job description for the National Sales Manager, B2B & Retail position at Best Choice Products?
Position: National Sales Manager, B2B & Commercial
FSLA Status: Full-time/Exempt
Location: Newport Beach, CA
Travel: up to 25% domestic travel
Salary Range: $150,000 - $180,000 USD annually
About Us
At Best Choice Products, our mission is to develop the world's best-selling products inspired by real people. For over 20 years, our e-commerce retail brand has been committed to developing products for families everywhere. Our diverse catalog includes outdoor living, lawn & garden essentials, toys & games, home furniture, and even seasonal decor. As we like to say, there's something for everyone in the family! Our success is best defined by a collaborative culture full of inspired minds and a willingness to contribute new ideas. Some of our most rewarding moments include being part of the Inc. 5000 list of fastest-growing private companies in America and a Top Workplace (2022) by the Orange County Register! Please visit our website for more information.
Scope of the Role
The National Sales Manager, B2B & Retail is responsible for driving incremental revenue across two primary channels: (1) direct-to-business (end-user) sales to organizations that purchase and use our products—such as hospitality, commercial, government, and non-profit sectors—and (2) retail and wholesale partnerships, including national and regional retailers. This role owns identifying new opportunities, building strategic relationships, and converting them into profitable, repeatable revenue streams. This is a hands-on role responsible for both strategy and execution. The position will define BCP’s multi-channel go-to-market approach, actively prospect and close new business, and build scalable sales processes to support long-term growth. The role also manages key B2B marketplace platforms, partners cross-functionally on product and assortment strategy, and supports the expansion of the sales function as the channel grows.
Reporting Structure
The National Sales Manager, B2B & Retail is a member of the Channel Sales Team and reports to the CEO. This position also partners with cross-functional stakeholders and leaders within the organization.
Essential Functions & Key Responsibilities
- Own the national B2B commercial sales channel, driving bulk purchases and building long-term relationships with enterprise customers (e.g., hospitality, commercial, government, non-profit)
- Identify and pursue new revenue opportunities through proactive prospecting, outreach, and leveraging industry contacts
- Build and maintain strong relationships with key decision-makers and procurement teams to secure repeatable sales
- Lead the full sales cycle, including needs assessment, product presentations, proposals, pricing discussions, negotiations, and closing
- Develop pricing frameworks, volume discounts, and contract structures in collaboration with Finance and leadership
- Develop and execute a retail/wholesale sales strategy, including identifying, pitching, and onboarding retail partners (e.g., Target, Walmart, club, and specialty retail)
- Build and manage relationships with retail buyers and merchants, leading line reviews, assortment planning, and category expansion initiatives
- Own retail account performance, including pricing strategy, margin optimization, promotional planning, and sell-through performance
- Partner with internal teams to ensure compliance with retailer requirements (e.g., routing guides, packaging, labeling, OTIF standards)
- Collaborate with Supply Chain and Demand Planning to support retail forecasting, replenishment, and inventory planning
- Analyze POS data, sell-through trends, and category insights to inform account growth and product strategy
- Manage and optimize key B2B marketplace platforms (e.g., Amazon Business, Walmart Business), driving bulk order volume and account performance
- Establish and maintain scalable sales processes, CRM workflows, and reporting for pipeline management, forecasting, and performance tracking
- Work strategically with liquidators to sell through excess or discontinued inventory
- Partner with Marketing to develop sales materials, presentations, and go-to-market initiatives aligned to target customer segments
- Work cross-functionally with Operations and Supply Chain to ensure accurate forecasting, inventory availability, and smooth onboarding for new accounts
- Analyze market trends, customer demand, and competitive activity to identify new growth opportunities
- Act as the internal subject matter expert on B2B and retail sales, providing insights on market opportunities and customer needs
- Reverse engineer sales data to inform product development and collaborate with Product Management on new commercial and retail-ready products
- Support the development of scalable processes and, over time, contribute to building and managing additional sales resources
- Perform other duties as assigned
Qualifications & Required Experience
- Bachelor’s degree in Business, Marketing, or related field; MBA preferred but not required
- 7–10 years of experience in B2B, retail, or channel sales, preferably in CPG, consumer goods, or related industries
- Proven experience driving revenue through both commercial enterprise accounts and/or retail partners
- Experience working with major retailers (e.g., Target, Walmart, Costco, or similar), including buyer engagement and line reviews preferred
- Strong understanding of retail merchandising, pricing strategy, and promotional planning
- Experience with B2B sales cycles, including prospecting, presentations, proposals, negotiations, and closing
- Demonstrated ability to build new channels and generate revenue independently
- Strong commercial acumen, including pricing, margin management, and contract negotiation
- Ability to operate independently while building scalable processes for long-term growth
- Excellent communication, relationship-building, and negotiation skills
- Comfortable collaborating with Marketing, Finance, and Operations teams
- Proficiency in Microsoft Office 365, CRM systems, and reporting tools
- Strong analytical, forecasting, and problem-solving capabilities
Benefits & Perks
Join us and experience a workplace where benefits and perks are designed with you in mind.
- Flex Fridays: Enjoy the flexibility of working from home and kick off your weekends early with half-day Fridays, all year long.
- Comprehensive Health Coverage: Inclusive medical, dental, vision, life, and supplemental insurance plans to keep you and your family healthy.
- Support When You Need It: Our Employee Assistance Program is here to provide confidential support for personal and work-related issues.
- Future-Forward Financials: Secure your future with our 401k plan, complete with up to a 3.5% company match.
- Time to Recharge: Enjoy vacation time, paid holidays, and sick days to rest and recharge.
- Fuel Your Day: Delight in a variety of snacks and drinks to keep you energized, including the occasional catered lunch.
- Exclusive Discounts: Take advantage of our generous employee discount on our products, plus occasional product giveaways and raffles.
- Play Hard: Unwind with our on-site arcade games and ping pong to connect with colleagues.
- Stay Fit: Access our onsite gym, fitness classes, or bicycles-for-borrow to keep your fitness goals on track.
- Celebrate Together: Join us for milestone and birthday celebrations, as well as happy hours, quarterly team bonding events, and our annual holiday party.
The base salary range for this full-time position is $150,000-$180,000 USD annually. You will also be eligible to participate in BCP’s benefits and bonus programs. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by additional factors, including job-related skills and experience.
Where to Find Us
www.bestchoiceproducts.com
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At BCP, we are committed to building a diverse and inclusive workplace where everyone can thrive. Best Choice Products proudly provides equal employment opportunities to all employees and applicants, embracing differences in race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, and gender identity. Discrimination and harassment of any kind have no place here.
Salary : $150,000 - $180,000