Director Of Sales, Non-Commercial (East)

COMPANY OVERVIEW

Sunny Sky Products is a privately held Houston-based producer of frozen cold hot and enhancer beverage solutions for foodservice hospitality healthcare education military and convenience with manufacturing facilities across the United States and private-label co-manufactured and custom programs.

POSITION OVERVIEW

The Director of Sales Non-Commercial leads the East region of the Non-Commercial channel and is accountable for its revenue volume and profitability. The role leads coaches and develops a team of Regional Sales Managers while personally owning the Easts GPO and Managed Service Partner relationships at the corporate and regional level. As a top growth engine in our plan to double the business by 2031 the charge is to scale beyond healthcare: stand up Education grow Business & Industry and Lodging & Entertainment and build Aramark Compass and Sodexo into meaningful partnerships. The successful candidate is a player-coach who wins at the contract level and converts those agreements into operator-level placements and pull-through.

CHANNELS COVERED

KEY CUSTOMERS AND PARTNERS

KEY RESPONSIBILITIES

Channel Leadership and Strategy

• Own and grow the East region across all four segments with direct accountability for revenue volume and margin targets.
• Build and execute the regional sales plan with the Executive Director: segment priorities target accounts and territory coverage.
• Lead the stand-up of Education and build-out of Lodging & Entertainment through first contract wins.
• Represent the channel in planning with Marketing R&D Operations Finance Equipment and Sales Support.

GPO and Managed Service Partner Management

• Own relationships with Premier Vizient Foodbuy/Compass Sodexo Aramark and Avendra with an engage embed expand plan.
• Lead bids RFPs renewals and pricing negotiations that protect margin; coordinate rebates and fees with Finance.
• Drive contract compliance and unit adoption and lead quarterly business reviews against a shared scorecard.

People Leadership

• Lead coach and develop Regional Sales Managers; own hiring onboarding performance management and succession.
• Set territories quotas and account assignments; run weekly one-on-ones pipeline reviews deal coaching and ride-alongs.

Forecasting Pipeline and Business Development

• Own the regional forecast to support S&OP; enforce Salesforce discipline and report results in Power BI.
• Monitor at-risk accounts and lead recovery plans; manage the regional expense budget including travel samples and trade spend.
• Personally lead the largest opportunities; deliver proposals and demos; represent the company at GPO MSP and industry events.

CORE COMPETENCIES

What it looks like in this role

Coaches in the field and in pipeline reviews; every RSM has a written development plan

Sets quotas account assignments and activity standards each RSM can track

Recognizes top performers addresses gaps early and follows through with HR

Hires to the role spec onboards with structure and develops ready-now successors for key seats

Keeps a dispersed team connected; builds a culture where issues surface early

What it looks like in this role

Maintains multi-level relationship maps and a written account plan for each key partner

Negotiates pricing rebates and multi-year terms that protect margin

Turns contract access into unit-level placements distributor stocking and measurable volume

Leads data-driven QBRs against a shared scorecard and leaves each review with agreed next steps

Spots attrition risk early recovers at the corporate level and owns escalations to root cause

Understands each segments operating model and positions the portfolio to solve operator problems

Core leadership: strategic planning and execution; forecasting and financial acumen; data-driven decision making; cross-functional collaboration; executive presence; accountability for results.

QUALIFICATIONS

• 8 years of B2B sales in non-commercial foodservice (healthcare B&I education lodging entertainment).
• 3 years leading sales teams including geographically dispersed teams with a record of developing and retaining talent.
• Direct experience managing GPO and MSP partners such as Premier Vizient Foodbuy/Compass Sodexo or Aramark.
• Proven track record winning and executing contracts including RFPs pricing rebates compliance and operator-level pull-through.
• Working knowledge of dispensed and blended beverage equipment placement programs and category economics.
• Full Salesforce discipline; proficient in Microsoft Office AI tools and Power BI (SAP preferred); strong executive presence.
• Bachelors degree preferred; equivalent senior-level commercial experience considered.
• Based in Charlotte NC Dallas TX or Houston TX; willingness to travel approximately 40%.

BENEFITS

Competitive base salary plus a bonus program rewarding company and individual sales performance; medical dental vision life and disability coverage; 401(k) retirement plan; paid time off company holidays and professional development. Physical requirements: see the Physical Requirements Checklist for Director-level field sales roles.

Sunny Sky Products is an Equal Opportunity Employer. Employment decisions are based on merit qualifications and abilities. Sunny Sky Products does not discriminate on the basis of race color sex national origin age sexual orientation or any other legally protected characteristic.

Required Experience:

Director