Director of Sales, Retail, Grocery, Foodservice & Cold Chain

Job Description

Job Description

Purpose of Role

The Director of Sales, Retail, Grocery, Foodservice & Cold Chain is accountable for profitable growth and competitive market position across Rehrig Pacific’s Retail, Grocery, Foodservice, and Cold Chain sectors. The role sets a 3–4 year vertical strategy, executed through a 2-year rolling plan, owning account acquisition, revenue growth, revenue retention, and customer experience.

Areas of Accountabilities Team Leadership & Development

• Build a high-performing sales team aligned to the vertical strategy, and partner with Human Capital on hiring, development, retention, and succession.
• Hold sales managers accountable for delivering the multi-year strategy through the Rehrig Accountable Management System.
• Establish the solution-selling methodology and standards the team sells within — consistent needs assessments, total-cost-of-ownership modeling, and value-based positioning.

Sales Strategy & Growth

• Define and lead a 3–4 year vertical strategy, executed through a 2-year rolling plan, to achieve aggressive growth and market-share objectives, owning that strategy within the enterprise commercial strategy set by the VP of Sales.
• Prioritize and win growth across Retail, Grocery, Foodservice, and Cold Chain through tailored go-to-market strategies that expand pooled-container share and market leadership.
• Grow national and enterprise revenue through long-term, solutions-based partnerships with key retailers, distributors, and foodservice operators; for accounts that span multiple verticals or business units (e.g., a national grocer that also buys beverage), lead where the majority of account revenue sits and support elsewhere, coordinated through the VP of Sales.
• Set tactical goals and own forecast accuracy and pipeline discipline within the systems and processes maintained by Sales Operations.
• Partner with Operations, Customer Service, Marketing, and New Product Development to advance customer outcomes, shaping and executing go-to-market within the vertical, aligned to the enterprise go-to-market strategy owned by Marketing.

Customer & Partner Focus

• Partner with Operations and Customer Service to ensure superior customer experience through proactive account planning and issue resolution.
• Maintain deep expertise in the distribution-facing Retail, Grocery, Foodservice, and Cold Chain market — cold-chain compliance (FSMA, HACCP), DSD-vs-warehouse economics, pooled-container models, DC automation fit, and retailer EPR mandates — to guide channel-specific selling and shape strategy.

Knowledge, Skills, and Experience

• Bachelor’s degree or equivalent experience.
• 10+ years of progressive sales experience with a proven track record of driving significant revenue growth across small, medium, and large enterprise accounts.
• Demonstrated experience developing and executing a multi-year sales strategy that achieves aggressive growth targets.
• Experience selling into Retail, Grocery, Foodservice, or Cold Chain distribution environments, with demonstrated knowledge of channel economics, cold-chain logistics, pooled-container systems, or DSD distribution models.
• Experience with CRM systems and sales operations processes (Salesforce experience is a plus).
• Exceptional leadership skills with the ability to manage and motivate a geographically dispersed sales team.
• Strong communication, interpersonal, and relationship-building skills.
• Strong analytical and critical thinking skills with the ability to make data-driven decisions.
• Minimum 40% travel, which may include air travel.

Why Rehrig Pacific?

Rehrig Pacific is a leading manufacturer of integrated sustainable solutions for the supply chain and environmental waste industries with a diverse customer list of industry leaders. We provide end-to-end solutions including returnable plastic products, delivery lifts and sleds, technology to track those assets, and a service team to ensure their longevity. Our team is dedicated to the values, mission, and unique culture within our organization that celebrates our people. We believe in fostering an environment where employees can be their authentic selves and know that they are viewed as integral members of the Rehrig Pacific Family.