Manager, Small Format
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Skills
About the role
About Unreal
Our story began when two kids asked a simple question: Why does everything that tastes so good have to have so much junk?
They set out to prove that unbelievably delicious chocolate snacks could be made with real, simple ingredients and way less sugar. In doing so, they sent a bold message to the whole category: do better.
More than a decade later, that same ambitious spirit still drives Unreal. What started as a simple question has grown into a beloved national brand, raising the bar for snacking in over 35,000 stores including Target, Whole Foods Market, Costco, Sprouts, Kroger, and Publix. We're also sold online through Amazon, Thrive Market, and at unrealsnacks.com.
Job Summary
The Manager, Small Format will lead the development and growth of Unreal’s business across Convenience, Drug, Off-Price, and Military channels. This role will be responsible for expanding distribution, winning new national and regional accounts, building strong customer and route-to-market partnerships, and building channel-specific sales strategies that drive sustainable velocity. The ideal candidate will bring a builder's mindset and strong commercial initiative to help establish the strategies, programs, and partnerships needed to build Small Format into a meaningful, scalable, and sustainable growth channel for Unreal.
The Manager, Small Format will be a vital member of the Unreal Field Sales team and report to the Director, Foodservice. In this role, you will collaborate closely with internal cross-functional partners across Customer Strategy & Planning (CS&P), Operations, Finance, Demand Planning, and Marketing. This is a remote position that requires approximately 25% travel for in-person customer meetings, distributor shows, industry trade events, field visits, and company offsite events.
What You’ll Do
- Develop and execute comprehensive growth strategies across Convenience, Drug, Off-Price, and Military channels.
- Build and maintain a robust pipeline of prospective national and regional account opportunities to win incremental distribution placements.
- Establish, manage, and grow direct relationships with key retail buyers, category managers, brokers, distributors, wholesalers, and military partners.
- Lead the day-to-day operational relationships with key route-to-market partners, distributors, and redistributors.
- Design channel-specific product assortment, pricing models, promotional planners, and merchandising solutions that increase velocity and drive repeat purchase.
- Manage volume forecasting, trade spend planning, verification of deductions, and performance reporting.
- Analyze syndicated data (SPINS, IRI, Nielsen) and distributor reports to identify market voids, competitive risks, and growth opportunities, translating insights into compelling customer presentation decks.
- Collaborate cross-functionally with Customer Strategy & Planning (CS&P), Marketing, Operations, and Finance to ensure seamless execution from account sell-in through product launch.
- Represent Unreal at food shows, distributor/foodservice events, retailer meetings, and industry conferences.
- Build a repeatable Small Format sales playbook to establish the foundation for scalable, long-term channel expansion.
Who You Are
- Demonstrated key account management experience in CPG food or beverage sales required, with direct experience selling into Convenience (C-Store), Drug, Off-Price, Military, or Away From Home channels a strong plus.
- Demonstrated success building new account business from prospecting through launch and ongoing management.
- Hands-on experience managing external broker networks, wholesalers, and redistributors.
- Strong understanding of channel pricing structures, trade spend management, promotional planning, forecasting, and product assortment strategies.
- Skilled in utilizing syndicated data sources (SPINS, IRI, Nielsen) and market insights to build data-backed sales narratives and buyer presentations.
- Excellent verbal and written communication skills.
- Experience working with Trade Promotion Management (TPM) software (Modus or similar) is a plus.
- Experience working within spreadsheets (Excel/Google Sheets) and presentation tools (PowerPoint/Google Slides).
- Demonstrated ability to prioritize account pipelines and execute sales goals independently.
- Valid driver's license and vehicle for field visits.
The base compensation range for this position is between $93K - $111K annually. This position is also eligible for a 15% bonus. The salary range listed reflects the minimum and maximum target for new hire salaries for this position. Individual compensation is determined by additional factors, including role-related experience and relevant education and certifications. Bonus payout is pro-rated to start date. Employees must be employed by September 30 of the calendar year to be eligible for bonus for that calendar year.
While Unreal’s culture is remote-first, our team highly values occasional in-person collaboration. As a result, Unreal team members get together for departmental and company-wide events a few times per year. Employees at Unreal are expected to attend apart from extenuating circumstances.
Our Commitment
At Unreal, we're committed to creating a world where all food is 100% real. That takes curiosity, creativity, and a team of people who all bring different perspectives to the table.
We invite everyone to apply, even if your past experience doesn't perfectly align with every bullet in the job description. We'd love the opportunity to review your application and see how your unique skills can help us build a better food future!
Work Authorization & Location
In order to be considered for this position, candidates must reside in the United States. Applicants must be authorized to work for any employer in the United States. Unreal is unable to sponsor or take over sponsorship of an employment visa at this time.
Equal Opportunity Employer
Unreal Brands, Inc. is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee based on race, color, religion, creed, national origin or ancestry, ethnicity, sex (including gender, pregnancy, sexual orientation, and gender identity), age, physical or mental disability, veteran or military status, genetic information, citizenship, or any other legally recognized protected basis under applicable federal, state, or local law.
What We Offer
At Unreal, we are dedicated to providing our employees with a comprehensive array of benefits and perks that resonate deeply with our Core Values. We believe in nurturing our team members, ensuring they feel supported and valued, and enabling them to bring their best selves to work. Below, you'll find an overview of what each Unreal employee enjoys.
- Competitive salary and bonus
- Unlimited PTO & all federal holidays off
- Health, Dental, and Vision insurance - employee and dependent premiums are 100% covered for Dental and Vision
- Health Reimbursement Account & Health Savings Account with company contribution
- Flexible Spending Accounts
- 401(k) with company match (eligible to participate after 6 months from hire)
- Up to 18 weeks Paid Parental Leave
- Maven Family-Building, Maternity, & Menopause Support
- Paid Caregiver, Medical, & Bereavement Leave
- Employer-paid Basic Life & AD&D, Short-Term Disability, and Long-Term Disability insurance
- Tuition Reimbursement & Professional Development Stipend
- Wellness Stipend
- Fitness & Weight Loss Reimbursement through Health Plan
- Monthly Home Office Stipend
- Coworking Stipend
- Donation Matching Program
- Paid Volunteer Days
- Unlimited chocolate
- Great teammates and team culture - including department & team events
- Exposure to exciting opportunities at a rapidly growing brand!
Our Core Values
At Unreal, our values guide everything we do:
Do The Right Thing
By our consumers, our retailers, our farmers, our partners, and our world. Integrity is everything.
Endlessly Pursue Better
Challenge the status quo, sweat the small stuff, and don’t settle.
Always a Teacher, Always a Student
We share what we know while staying open to what we don’t.
Radiate Good Vibes
This is a biggie. We approach everything we do with positivity and our energy is contagious.
Make Every Bite Matter
We are creating the best bites ever, without sacrificing taste, health, or the planet to do it.