Director of Sales

Acosta•Springfield, IL

About The Position

The Director is critical to the current and future growth and profitability of the Company. The Director Sales is recognized by both the Management Committee and his/her peers as a key contributor to the organization. He/she exhibits high proficiency in performance of responsibilities. The designation of Director requires Management Committee approval. The Director is located in larger markets and has direct responsibility for the management of, and development of a department of Business Managers and Account Managers aligned by retail categories or departments such as Grocery, Frozen Foods, HBC, Deli/Bakery, Confection, etc. The Director is also directly responsible to the General Manager for all sales functions with his/her department. In some instances, a director may have responsibility for a particular customer team

Requirements

High School Diploma or GED required
Proven track record in a sales leadership capacity within the CPG industry, a food broker, or a national sales organization.
Experience leading tenured sales or business manager teams.
Required experience working with major distributors such as UNFI or KeHE.
Strong business planning capability with acute attention to detail and the ability to multitask in a complex, high-volume environment.
Excellent interpersonal, organizational, presentation, negotiation, and sales skills.
Ability to analyze sales and marketing data to build effective selling stories and business cases.
Proficiency in systems and tools that support sales reporting and forecasting.
Valid driver’s license.
No DUI/DWI convictions within the past 36 months (required for roles that drive on behalf of the company).
Ability to travel within the Central Region.
Ability to see, hear, and perform essential functions required for customer engagement and field work.

Nice To Haves

Bachelor’s Degree preferred

Responsibilities

Lead Regional Sales Strategy & Performance
Deliver corporate revenue goals within established budgets and timelines.
Oversee sales execution across 120+ brands, ensuring volume, share, and sales fundamentals (Merchandising, Assortment, Pricing, Shelving) are consistently met.
Develop and implement robust regional business plans that align with principal priorities and drive in‑store presence.
Distributor & Retailer Partnership Management
Serve as the primary strategic contact for key distributor partners, including UNFI and KeHE, ensuring seamless communication, accurate forecasting, and mutual business growth.
Build and sustain strong relationships with Natural and Conventional retailers throughout the Central Region.
Act as the point of contact for customer‑specific needs, including category insights, shopper behavior, and promotional strategy.
Leadership & Team Development
Lead, coach, and mentor a team of 8 Business Managers, fostering accountability, business acumen, and high performance.
Support Business Managers in managing their accounts, advancing their understanding of principal priorities, and strengthening customer engagement.
Model strong leadership aligned with company culture and expectations.
Financial & Operational Excellence
Optimize selling costs while maximizing revenue through brokerage, commissions, bonuses, and incentives.
Oversee manufacturer and customer-level expenditures responsibly.
Develop effective processes to manage trade and marketing funds in accordance with company policies, minimizing deductions.
Apply strong analytical skills—particularly around category management and business planning—to identify opportunities, improve performance, and drive profitable growth.
Strategic Growth & Opportunity Development
Represent the organization with key manufacturers to uncover new opportunities and expand existing business.
Leverage cross-functional corporate resources to strengthen client relationships and secure incremental wins.
Stay current on industry trends, Natural channel dynamics, and competitive shifts to guide strategy.
Special Projects
Participate in assigned initiatives and special projects as needed to support broader organizational priorities.