DIRECTOR OF SALES, DISTRIBUTION

Job Description

Job Description

Position Overview: The Director of Sales, Distribution leads Sunny Sky Products in the Broadline channel, directing a team of four Regional Sales Managers calling on national and regional distributors. This position owns the partnership strategy for the channel, along with key corporate relationships, program development, and commercial agreements. A strong distribution background is critical to success in this role and central to the value this leader delivers to Sunny Sky Products and its partners.

Key Responsibilities:

• Lead the corporate relationships with broadline distributors and redistributors, including US Foods, Performance Food Group, Gordon Food Service, Sysco, Dot Foods, Ben E Keith, Shamrock, and Vitco.
• Serve as the senior voice in these partnerships, leading top-to-top reviews and quarterly joint business planning with each major partner.
• Set the growth strategy for the Distribution business, prioritizing partner investments and defining a clear plan to win with each.
• Grow the business by winning new operators, expanding items and brands across the network, and opening emerging channels, securing gains through assortment, stocking authorizations, and new item setup.
• Lead, coach, and develop the Regional Sales Manager team through a consistent operating rhythm of one-on-ones, pipeline reviews, and account planning; partner with Human Resources on talent development and succession.
• Deliver the team’s aggregate budget with year-over-year growth, protect and expand existing business, and forecast accurately by brand, product line, and partner.
• Negotiate commercial terms at each distributor in partnership with Finance, including deviated pricing, allowances, marketing funds, service fees, and program agreements, and lead RFP and bid responses that win business and protect margin.
• Collaborate with Operations and Supply Chain to deliver excellent service levels, order management, and fulfillment for our partners.
• Monitor competitor activity, distributor consolidation, and category trends, and represent Sunny Sky Products at industry trade shows and customer meetings.

 

Key Competencies:

• Business Acumen – Applies knowledge of the marketplace, competition, and distributor economics to advance commercial strategy.
• Strategic Agility – Anticipates market trends accurately; creates competitive, breakthrough growth strategies for the channel.
• Customer Focus – Dedicated to meeting distributor partner and operator expectations; builds trusted relationships.
• Decision Quality – Makes sound, timely decisions grounded in analysis, experience, and judgment.
• Drive for Results – Consistently meets and exceeds goals; pushes self and team to deliver results.
• Interpersonal Savvy – Relates well at all levels; builds constructive rapport with executive stakeholders.
• Building Effective Teams – Creates strong morale and team spirit; fosters open dialogue.
• Developing Direct Reports and Others – Provides challenging assignments and development discussions to build future leaders.

Qualifications:

• Minimum 5 years of experience in Foodservice and minimum 10 years in the On-Premise channel.
• Proven success leading a sales team, including hiring, developing, and retaining talent, and driving cross-functional collaboration in a matrixed organization.
• Demonstrated ownership of a broadline distributor relationship at corporate headquarters level, including commercial terms.
• Established credibility with VP- and SVP-level Category, Merchandising, and Supply Chain leadership at major US distributors.
• Distribution background is critical: deep, demonstrated knowledge of distributor operations, redistribution, route to market, and broker networks.
• Working fluency with dispensed and blended beverage equipment, ingredient systems, and category economics.
• Operates with full CRM discipline in Salesforce; proficient in Microsoft Office, AI, and reporting tools such as Power BI. SAP experience preferred.
• Executive-level communication and presentation skills.
• Bachelor’s degree preferred; advanced degree a plus.
• Willingness to travel up to 40%.

Benefits:

• Competitive base salary plus a bonus program rewarding company and individual performance.
• Comprehensive benefits package including medical, dental, vision, life, and disability coverage.
• 401(k) retirement plan.
• Paid time off, company holidays, and opportunities for professional development.

Join us at Sunny Sky Products and help shape the future of beverage in foodservice distribution!