Director of Sales - Convenience & Drug Store

Musco Olive Products Co • Tracy, CA

37d • Hybrid

About The Position

The Director of Sales – Convenience, Value and Drug is responsible for driving new business development across the convenience and value channels while accelerating national sales growth within the drug channel through effective broker management. This role also oversees SKU rationalization, schematic enhancements, and the implementation of trade channel strategies that support sustained account growth. Territory assignments may be adjusted from time to time to align with evolving business priorities. Success in this role is defined by consistent achievement of sales, gross margin, and market share targets within approved trade spending. This position is also accountable for strengthening and expanding strategic customer relationships, including ongoing engagement with senior-level stakeholders to support long-term business planning. Key Responsibilities include identifying and developing new customer partnerships, expanding distribution, and driving profitable growth across the region. This role also leads efforts to improve supply chain efficiency and collaborates closely with internal teams and external sales agents to execute growth strategies and deliver sustained business performance.

Requirements

• Bachelor’s degree in Business Administration, Marketing, or a related field (MBA preferred).
• Minimum of 5 years of experience managing grocery channel customers within the Eastern U.S. (10+ years at a senior level preferred).
• Experience in retail or consumer packaged goods, including both branded and private label products (olive or food category experience preferred).
• Strong category management orientation with demonstrated application of category insights.
• Proficiency in interpreting syndicated data sources (e.g., Nielsen IQ, Circana, Numerator, 84.51, Scintilla, Dunnhumby).
• Advanced proficiency in Microsoft Office (Excel, PowerPoint, Word, Outlook) and trade planning tools (e.g., AR7, Blue Planner).
• Demonstrated sales management capability, including strategic planning, execution, and performance against financial targets.
• Excellent presentation and communication skills, with the ability to effectively engage diverse audiences and senior-level stakeholders.
• Strong interpersonal skills with a demonstrated ability to collaborate across functions and with external partners.
• Highly organized, analytical, and results-driven, with the ability to manage multiple priorities and meet deadlines.
• Ability to work effectively across all levels of the organization and influence cross-functional teams.
• Willingness to travel frequently (50%–60%) and reside within or near Musco’s Eastern markets, with proximity to a major airport (preferred).

Nice To Haves

• Prior military service or experience in similarly structured, leadership-oriented environments is a plus.
• Passion for consumer products and the retail food industry (olive category enthusiasm a plus).

Responsibilities

• Achieve and exceed annual sales, revenue, and profitability targets across assigned customers and territory.
• Develop and execute annual sales plans in partnership with Trade Marketing, Category Management, and Marketing, leveraging business performance data, market trends, and customer insights.
• Lead and manage broker relationships to ensure strong execution, customer growth, and achievement of sales objectives.
• Develop and deliver compelling customer presentations incorporating category insights, retail analysis, forecasting, and joint business planning.
• Own delivery of financial and volume objectives through disciplined execution and performance against annual goals and MBOs.
• Maintain a strong understanding of marketplace dynamics, including competitive activity and consumer trends, and translate insights into actionable strategies.
• Oversee administration and execution of customer business plans, ensuring alignment with organizational objectives.
• Manage trade funds and promotional investments to ensure accurate tracking, effective allocation, and strong return on investment.
• Build and maintain strategic relationships through participation in customer, broker, and industry events to identify and advance business development opportunities.
• Travel frequently (approximately 50%–60%) to support customer engagement and market execution.
• Promptly report all food safety, quality, environmental, and social compliance concerns to management.
• Other duties as assigned.

Benefits

• Family-owned business with a long-standing commitment to quality, tradition, and sustainability.
• Positive work environment where teamwork and integrity are at the forefront.
• Workplace that values safety, responsibility, and a shared passion for excellence.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior