Director of Grocery Sales & Corporate Accounts

H&H Group•Orlando, FL

About The Position

This role leads strategic customer relationships with national and regional grocery retailers, driving profitable growth across the company’s pet food and pet supplement brands. The position serves as the commercial leader for assigned accounts, developing long-term growth strategies, leading joint business planning, and partnering cross-functionally to deliver effective commercialization and execution. The ideal candidate has a customer-first mindset, strong commercial acumen, and the ability to influence internal and external stakeholders to create sustainable value for customers, consumers, and the business. The role requires 25%–30% travel based on business needs.

Requirements

At least 8 years of progressive sales or account management experience within consumer packaged goods (CPG).
Demonstrated success managing national or regional grocery retail customers.
Experience leading Joint Business Planning with major retail customers.
Strong commercial and financial acumen, including experience managing customer P&Ls, pricing strategy, and trade investment.
Proven ability to negotiate complex customer agreements while delivering profitable growth.
Experience launching and commercializing new products within large retail environments.
Strong analytical skills and experience using Nielsen, retailer POS data, and category insights.
Excellent project management and communication skills.
Ability to thrive in a fast-paced, entrepreneurial environment.
Positive can-do attitude and results-oriented approach, with demonstrated outperformance.

Nice To Haves

Experience calling on retailers such as Kroger, Albertsons, Publix, Meijer, or other leading grocery organizations.
Strategic thinker who is also a hands-on executor and has a test-and-learn mindset.
Passion for consumer brands and understanding of shopper behavior.

Responsibilities

Own commercial relationships with assigned national and regional grocery retailers and serve as the primary contact for strategic planning and business development.
Develop and execute multi-year customer growth strategies aligned with company priorities and retailer objectives.
Lead annual Joint Business Planning processes to identify shared growth opportunities, define success metrics, and strengthen strategic partnerships.
Build senior-level relationships across merchandising, category management, procurement, marketing, supply chain, and operations.
Position the company as a trusted category partner by presenting consumer insights, category trends, and growth solutions.
Drive sustainable, profitable revenue growth by expanding distribution, increasing assortment, improving shelf productivity, and maximizing promotional effectiveness.
Lead customer negotiations involving annual agreements, pricing, trade investments, promotional calendars, and new item authorizations.
Champion innovation commercialization in partnership with Marketing, Insights, and Category Management, including new product launches and retail activation programs.
Identify whitespace opportunities in the grocery channel and develop strategies to accelerate penetration and market share.
Align commercialization plans with demand planning, supply chain, and customer service to support operational execution from launch through replenishment.
Monitor sales, distribution, velocity, promotional ROI, trade investment effectiveness, and profitability.
Provide accurate forecasts and proactively identify business risks and opportunities.