Director, Corporate Accounts (Away from Home Sales)

The J.M. Smucker Co.

2d•Remote

About The Position

The Director, Corporate Accounts is responsible for developing and executing the strategic growth agenda across national and regional Away from Home (foodservice) distribution customers, including broadline distributors, redistributors, and other key channel partners. The role owns executive-level customer relationships, negotiates strategic agreements, and drives profitable sales growth through account management, category leadership, and collaborative business planning and execution. The Director leads a team of Corporate Account Executives and serves as a liaison among Sales, Marketing, Finance, Supply Chain, Customer Service, Revenue Management, and Category Leadership teams. The role develops long-term account strategies, identifies growth opportunities, and delivers sustainable business results while strengthening strategic partnerships across the Away from Home ecosystem. This is a remote position in the USA, with approximately 30%–40% travel. The employee should reside near a major airport.

Requirements

Bachelor's degree in Business, Marketing, Sales, Finance, or a related field.
At least 10 years of progressive sales leadership experience within Consumer-Packaged Goods (CPG), Away from Home, or related industries.
At least 5 years of experience managing national or regional foodservice distribution accounts.
Proven experience leading and developing high-performing sales teams.
Demonstrated success managing complex customer negotiations and strategic business partnerships.
Strong financial acumen, including experience managing budgets, trade investments, and P&L performance.
Experience leading cross-functional teams and influencing senior stakeholders.
Ability to travel to support customer and business needs.

Nice To Haves

MBA or advanced business degree.
Extensive experience working with major broadline distributors, such as Sysco, US Foods, Performance Food Group, Gordon Food Service, or regional distributors.
Experience in Away from Home operator engagement, category management, or revenue growth management.
Knowledge of distribution economics, supply chain management, and Away from Home channel dynamics.
Track record of leading large-scale strategic initiatives that delivered measurable business results.

Responsibilities

Oversee development and execution of multi-year strategic plans for assigned Away from Home distribution customers.
Establish and maintain executive-level relationships with key decision-makers across customer organizations.
Oversee annual business planning, growth strategies, and joint business reviews with key customers.
Identify opportunities to increase distribution, drive market penetration, and expand category presence and share.
Lead internal cross-functional teams for customer agreements, contracts, pricing programs, and strategic initiatives.
Monitor industry trends, competitive activity, and customer dynamics to inform strategic decisions.
Serve as the senior relationship owner for national and regional broadline distributors and strategic channel partners.
Drive profitable volume growth across distribution networks and ensure execution of distribution align-and-grow strategies.
Collaborate with Corporate Account Executives, Field Sales, and channel partners to improve product visibility, sales effectiveness, and customer adoption.
Develop customer-specific growth plans using category expertise and market insights.
Lead, coach, and develop Corporate Account Executives and other customer-facing professionals.
Set performance expectations and accountability measures, and establish development plans.
Foster collaboration, customer focus, and results-oriented execution; support succession planning and talent development.
Recruit, retain, and develop high-performing sales talent.
Partner with Sales, Marketing, Category Management, Revenue Growth Management, Finance, Supply Chain, Demand Planning, and Customer Service teams.
Lead internal alignment on customer priorities, investment decisions, and execution plans; influence organizational decisions using customer insights and marketplace knowledge.
Ensure operational excellence in forecasting, promotional planning, and customer support, and champion cross-functional accountability.
Deliver annual sales, volume, profit, and market share objectives.
Manage customer P&L performance and investment strategies; evaluate trade spending, promotional investments, and customer programs.
Develop accurate forecasts, proactively manage risks and opportunities, and use analytics to guide decisions and resource allocation.
Accelerate profitable growth, expand strategic partnerships, increase market share, strengthen customer engagement, and build a high-performing sales organization.
Improve forecasting accuracy, operational execution, and customer service, and establish the company as a preferred strategic partner in the Away from Home distribution industry.