Director of Sales-Consumer Products

Job Description

Overview

Our client, a leading consumer products company, is seeking an experienced Director of Specialty Sales to drive revenue growth and expand distribution across a diverse range of retail channels, including drug, grocery, specialty, military, convenience stores, truck stops, home improvement, and other retail outlets.

The ideal candidate will bring strong relationships with retail buyers, a proven track record of growing sales and distribution, and experience working with rep groups and brokers.

Key Responsibilities

• Develop and execute sales strategies to increase revenue, expand distribution, and grow market share across assigned retail channels.
• Establish and maintain strong relationships with key retail buyers, category managers, distributors, and other decision-makers.
• Manage, direct, and evaluate independent sales representative groups and broker organizations, establishing sales goals, monitoring performance, and ensuring accountability.
• Identify and pursue new retail accounts, channels, and distribution opportunities.
• Lead and support internal sales personnel and external sales partners to achieve revenue and profitability objectives.
• Develop account-specific sales plans, promotional programs, and merchandising strategies.
• Prepare sales forecasts, manage budgets, analyze performance, and identify opportunities for improvement.
• Conduct business reviews and sales presentations with retail partners.
• Collaborate with Marketing, Product Development, and Operations to support product launches, promotional initiatives, and customer requirements.
• Monitor competitive activity, retail trends, and changing consumer preferences.
• Represent the company at industry trade shows, customer meetings, and other relevant events.

Qualifications

• Bachelor's degree in Business, Marketing, or a related field preferred.
• 10+ years of progressive sales experience within the consumer products industry, including experience in a sales leadership role.
• Demonstrated success selling into multiple retail channels, including drug, grocery, specialty, military, convenience, truck stop/travel center, home improvement, or similar retailers.
• Strong experience managing independent sales rep groups and/or broker networks, including setting expectations, measuring results, and driving sales performance.
• Established relationships with retail buyers and key decision-makers across relevant channels.
• Proven track record of opening new accounts, expanding distribution, and delivering consistent sales growth.
• Strong understanding of retail merchandising, promotional planning, category management, and distribution strategies.
• Experience managing sales budgets, forecasting, and analyzing account profitability.
• Excellent negotiation, presentation, communication, and relationship-building skills.
• Ability to work independently, manage multiple priorities, and collaborate across departments.
• Proficiency with Microsoft Office and CRM systems.
• Willingness to travel up to 40%.

Key Competencies

• Strategic sales planning and execution
• Retail channel development and account management
• Broker and independent sales representative management
• New business development
• Negotiation and relationship building
• Sales forecasting and financial management
• Leadership, accountability, and results orientation