Doug Clemons

Overseeing all aspects of Retail Sales in Natural, Specialty, Grocery, Drug, & Mass channels. Leading key account strategy, distributor relations, oversight of external sales teams. Develop and lead the strategic framework for all channels, ensuring clarity of goals and regular communication with cross functional partners. Representing and advocating for the needs of each channel while also balancing broader business goals and considerations. Developing and leading an external team to deliver against brand objectives. Elevate relationships across key channel retailers well as distributors. Directly manage key account business to ensure distribution, ordering, programming, and brand familiarity. Leading overall trade spending performance for all channels. Growing distribution and TDP’s aligned with organizational goals.

PNW Natural Consulting assists brands in bringing natural, organic and specialty products to market across a myriad of classes of trade. Specializing in go-to market strategies, strategic planning, sales & marketing initiatives, trade spend analysis, pricing structures, distribution networks, broker management, organizational development, branding, ingredients, and data analytics.

Overseeing all aspects of the Retail Sales Division, including key account strategy, oversight of 33 internal team members, 26 broker teams and nearly 100 field representatives and support staff. Ensuring sales objectives are met across all regions through the leadership of Key Account Managers, Regional Sales Managers, and field sales teams. Overseeing national retail sales planning: inclusive of key account management, budgetary oversight, promotional activity, marketing support, co-op advertising, retail demonstrations, and executing and managing sales strategies. • Leading and setting strategy for Key Account Managers, Regional Sales Managers, Strategic Support Staff, Education Department, Retail Operations, and Inside Sales Teams, ensuring sales targets are met through successful leadership and coaching. • Implementing creative and innovative sales strategies, including enhanced commission structures & compensations plans, enhanced promotional offerings, and improving discounts & margins for the company while ensuring all department objectives are met. • Developing strategic objectives for field sales team, including oversight of monthly, quarterly, and yearly sales goals for department leaders, Eastern & Western regions, and individual territories. • Lead Regional Sales Manager’s and Key Account Managers in negotiating partnerships, on-going discounts, promotional programs, and advertising with key retailers. • Positively impacting regional key account oversight by designing and implementing field sales strategies, including promotional programs, co-op adverting initiatives, and in store demonstrations. • Develop and implement Promotional and Co-op Advertising programs, including Retail Partner and Chain Partner programs. • Collaborate with Marketing to develop strategies and collateral to successfully drive promotional initiatives and brand engagement. • Partnering with Product Development on innovation, ingredients, and go-to market strategy.

Overseeing all Sales and Marketing in Oregon, Washington, California, Arizona, Idaho, Montana, Nevada and Utah. Representing a portfolio of over 50 brands in the organic, natural, specialty, supplement, and body care industries. Brokering sales between retailers and distributors while ensuring sales growth and increased market share for manufacturers. Negotiating and implementing all sales and marketing plans with manufacturers while developing and maintaining excellent supply chain and distributor relationships (UNFI, KeHE, Threshold). • Designing and executing all territory sales strategies to meet regional targets: developing territory sales plans as well as prospecting new opportunities in target markets while promoting all product offerings. • Complete ownership of regional sales process, including tradeshow coverage, lead generation, product positioning, sales opportunity evaluation, customer procurement, and post-sales support. • Directing all sales activities, inclusive of supply chain management, product distribution, and customer interactions while prioritizing effectively and in accordance with corporate objectives. • Evaluating SPINS and syndicated data provided by retailers, brands, and manufacturers • Negotiating distributor placements, promotional plans, and forecasting on behalf of manufacturers. • Recruiting, hiring, retaining, and developing a team of TSM’s and Associates to achieve excellence in all areas of measured performance while meeting or exceeding company business objectives. • Leading Territory Sales Managers and Administrative staff: inclusive of assigning duties, managing performance, coaching, mentoring, hiring and career development. • Managing the reporting process to manufacturers, distributors, and company executives.