Director of Sales - Conventional Grocery, Mass, Natural, Club Channels [Remote]

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director of Sales - Conventional Grocery, Mass, Natural, Club Channels based in United States.

This is a senior commercial leadership opportunity focused on accelerating growth across major U.S. retail channels.
You will own revenue growth by increasing velocity, expanding distribution, and optimizing promotions and profitability across established and emerging product lines.
The role combines strategic account leadership with hands-on management of major grocery, mass, natural, and club customers.
You will directly lead a team of Sales Managers while guiding broker and distributor relationships across a complex retail network.
Using customer, category, and syndicated data, you will shape go-to-market strategies and identify opportunities to strengthen performance.
The position offers significant influence in a fast-moving functional beverage category with substantial room for continued consumer and distribution growth.
You will thrive in a high-performance, collaborative environment where curiosity, accountability, and continuous improvement are central to success.

Accountabilities:

• Lead revenue growth across Conventional Grocery, Mass, Natural, and Club channels by accelerating volume, velocity, distribution, and profitability for core and new product lines.
• Personally manage strategic relationships and negotiations with major retail accounts, including Costco, Target, Walmart, Publix, and Albertsons Corporate.
• Develop and execute customer strategies, Joint Business Plans, trade programs, and distribution initiatives that maximize sales and long-term account value.
• Optimize trade spending, promotions, shelf positioning, and assortment decisions to improve sales per store per week and overall return on investment.
• Use data from platforms such as SPINS, Nielsen, Circana, Scintilla, Symphony, and retailer portals to assess performance, identify trends, and inform commercial decisions.
• Lead, coach, mentor, and develop four Sales Managers, establishing clear goals, KPIs, sales budgets, and a culture of accountability and continuous improvement.
• Strengthen distributor relationships across partners such as UNFI, KeHE, DOT, and specialized produce, dairy, and natural distributors.
• Manage and develop regional and national broker relationships, including produce, natural, and account-specific partners.
• Partner with Sales, Marketing, Operations, Finance, and R&D to align commercial strategy, product launches, trade promotions, and supply considerations.
• Develop strategies for tradeshows and industry events in collaboration with Sales and Marketing leadership, ensuring clear objectives and effective resource allocation.
• Champion collaboration across functions to improve customer execution, strengthen market positioning, and consistently exceed revenue objectives.

Requirements:

• 7+ years of CPG sales experience, including at least 3–5 years in a leadership role with direct reports, preferably in a remote environment.
• Experience scaling emerging brands at a national level, ideally within the beverage, wellness, functional beverage, or Better-for-You categories.
• Bachelor’s degree in Business, Marketing, or a related discipline, or equivalent practical experience.
• Deep understanding of the U.S. retail landscape, including direct sales, distributors, brokers, grocery, mass, natural, and club channels.
• Proven experience managing major retailers, distributors, wholesalers, and strategic customer relationships.
• Strong track record of achieving or exceeding annual revenue targets and delivering measurable commercial growth.
• Demonstrated expertise in category management, sales analytics, retail pricing, promotion, placement, and distribution strategy.
• Strong financial acumen, including P&L management, trade-spend optimization, forecasting, and commercial decision-making.
• Excellent negotiation, persuasion, presentation, and executive communication skills.
• Experience developing and maintaining high-performing sales teams through coaching, mentoring, accountability, and professional development.
• High emotional intelligence and the ability to build trusted relationships across customers, brokers, distributors, and internal stakeholders.
• Strong analytical capabilities and experience using data to identify trends, evaluate ROI, forecast revenue, and inform customer strategies.
• Experience with refrigerated or short-shelf-life products is a plus.
• Strong proficiency with Microsoft Word, Excel, and PowerPoint; familiarity with G-Suite and CRM platforms is advantageous.
• A self-motivated, resilient, curious, and adaptable leadership style suited to a fast-paced and evolving retail environment.

Benefits:

• $180,000–$215,000 annual base salary , with eligibility for an annual bonus.
• Health, dental, and vision insurance, with 80% of premiums covered for employees and dependents.
• 401(k) plan with a 3% company match.
• $500 annual company contribution toward an FSA.
• Discretionary Time Off for eligible exempt employees.
• 12 weeks of paid primary caregiver leave.
• 4 weeks of paid secondary caregiver leave.
• Short-term and long-term disability coverage.
• Life insurance and AD&D coverage.
• Team gatherings and volunteer opportunities throughout the year.
• Opportunity to play a significant leadership role in a rapidly growing functional beverage category.
• Collaborative, high-performance culture emphasizing curiosity, accountability, wellness, and continuous improvement.
• Benefits are subject to applicable eligibility requirements.

How Jobgether works:

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.