Director, Retail Sales- Large Store Central
About The Position
The Director, Retail Sales – Large Store Central Retail Channel is responsible for driving sales growth, market share, and customer development across major grocery and large-format retail accounts within the Central U.S. region. This role leads the development and execution of strategic sales plans that support company objectives, customer growth, and overall business performance. As a key sales leader, the Director will build strategic relationships with National and Regional Grocery Retailers, Coca-Cola North America Customer Teams, Coca-Cola Bottling Partners, and Acosta Sales Teams to accelerate growth across the fairlife portfolio. This individual will lead a high-performing sales team, foster a culture of accountability and results, and partner cross-functionally with Marketing, Finance, Insights, Supply Chain, and Commercial teams to deliver profitable growth and best-in-class execution.
Requirements
- Bachelor’s degree in Business Administration, Sales, Marketing, Finance, or related field required; MBA preferred.
- Minimum of 8 years of progressive experience in Sales, Account Management, Customer Development, National Accounts, or Retail Sales within the CPG, food and beverage, or consumer products industry.
- Minimum of 2 years of successful sales leadership experience with responsibility for leading and developing high-performing teams.
- Strong knowledge of CPG sales strategy, customer development, category management, trade promotion management, and revenue growth management.
- Demonstrated success delivering sales growth, market share expansion, distribution gains, and customer profitability objectives.
- Strong strategic planning, negotiation, and relationship-building skills.
- Excellent written, verbal, presentation, and communication skills.
- Strong financial and business acumen, including budget management, forecasting, trade spend optimization, and P&L accountability.
Responsibilities
- Drive revenue growth, market share gains, and distribution expansion across key grocery and large-format retail customers within the Central Retail Channel.
- Lead customer development through Joint Business Planning (JBP), annual negotiations, promotional planning, and assortment optimization that align with company growth objectives.
- Partner with Marketing, Finance, Insights, Supply Chain, and Commercial teams to develop and execute customer growth strategies.
- Identify opportunities through market trends, syndicated data, shopper insights, and competitive analysis.
- Manage trade spending, customer investments, and marketing budgets to maximize ROI while maintaining fiscal responsibility.
- Build, coach, and develop a high-performing sales team through effective leadership, talent development, and performance management.
- Develop and maintain strong executive-level relationships with key customers and business partners.
Benefits
- Comprehensive medical, dental, and vision coverage, effective day one!
- Supplemental health plans (hospital indemnity, accident, and critical illness insurance)
- Paid Time Off to recharge and support work-life balance
- Paid parental leave & adoption assistance (up to $10,000)
- Parental support & family care benefits, including childcare resources and lactation support
- 401(k) to support retirement planning with up to 9% in employer match
- Wellness reimbursement (up to $500 for qualified wellbeing expenses)
- Employee Assistance Program (EAP) for emotional wellbeing and work-life support
- Company-paid life insurance and short-term disability
- Employer HSA funding (for HDHP participants)
- Tuition reimbursement (up to $10,000) and student loan repayment ($200/month)
- Learning & development programs to unlock your full potential
- Rewards & recognition, matching gifts, free product, and Business Resource Groups
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What This Job Offers
Job Type
Full-time
Career Level
Director
