Director, Retail Tortilla Sales & Distributor Network

C.H. Guenther•San Antonio, TX

About The Position

The Director, Retail Tortilla Sales & Distributor Network leads the sales strategy, distribution strategy, and profitable growth of the company's retail tortilla business and distributor network. The role is accountable for revenue, market share, distribution expansion, customer development, and retail execution across conventional, natural, club, specialty, and distributor-managed retail channels. It serves as the primary commercial leader for distributor partners, key retail customers, brokers, and cross-functional stakeholders, and leads Customer Development Managers and Territory Sales Representatives. The Director develops and executes strategic business plans, identifies distribution opportunities, optimizes route-to-market strategies, and ensures marketplace execution across territories. The position also provides leadership in financial planning and profitability, customer and distributor management, talent development, and collaboration with internal teams. Typical work takes place in an office environment, with travel as needed, estimated at approximately 25%.

Requirements

Bachelor's degree in Business, Marketing, Sales, or a related field.
At least 10 years of progressive sales experience in consumer-packaged goods, food manufacturing, or a related industry.
At least 5 years of sales leadership and people-management experience.
Proven experience managing distributor relationships and retail sales channels.
Demonstrated success developing sales strategies and delivering profitable growth.
Strong experience in customer development, contract negotiations, forecasting, and business planning.
Strong leadership and team-development skills.
Strategic thinking and business-planning capabilities.
Advanced financial and analytical skills.
Strong customer relationship management and negotiation skills.
Excellent written, verbal, and presentation communication skills.
Ability to analyze data and translate findings into actionable business strategies.
Strong organizational, problem-solving, and decision-making abilities.
Proficiency in Microsoft Office and sales planning tools.
Ability to lift and carry 15 pounds at times.
Ability to travel as needed; travel may vary with business requirements and is estimated at approximately 25%.
Successful completion of pre-employment screening, including a drug screen and review of criminal background and other records as required.

Nice To Haves

MBA or other advanced degree.
Experience with DSD distribution models and route-to-market management.

Responsibilities

Develop and execute annual sales plans and long-term growth strategies for the Mi Rancho retail business.
Set sales objectives, distribution goals, and market share targets aligned with company objectives.
Lead the commercial strategy for the retail tortilla and distributor businesses to achieve revenue, profit, market share, and distribution objectives.
Lead annual business planning, operating plans, sales forecasting, budgeting, and long-range growth strategies.
Analyze category trends, customer insights, competitive activity, and market opportunities; monitor business performance and implement corrective actions.
Lead DSD distribution strategy and execution across North America.
Develop and manage the distributor network strategy, including partner evaluation, onboarding, performance management, capability development, and growth planning.
Set strategic priorities and performance expectations for distributor partnerships and ensure alignment with company objectives and service expectations.
Identify and secure new distribution opportunities and improve market coverage and execution.
Develop relationships with key retail customers, distributors, brokers, and strategic partners; provide executive support for customer planning, pricing, negotiations, and growth initiatives.
Set customer growth priorities and partner with Customer Development Managers on account-specific business plans and category growth initiatives.
Lead, coach, recruit, develop, and retain Customer Development Managers and Territory Sales Representatives; establish expectations and accountability measures.
Conduct performance reviews, coaching, development planning, and succession planning; foster collaboration, continuous improvement, customer focus, and accountability.
Evaluate emerging markets, channels, customers, and route-to-market opportunities; lead market expansion planning and distributor selection.
Partner with cross-functional teams to implement new business initiatives.
Manage sales budgets, pricing, trade investments, customer profitability, expenses, and resource allocation.
Deliver revenue, margin, and profit objectives; analyze financial results and identify actions to improve growth and profitability.
Evaluate the financial impact and return on investment of business development and customer initiatives.
Collaborate with Supply Chain, Operations, Finance, Marketing, Customer Service, and Product Development to align commercial objectives with operational capabilities and support innovation and portfolio strategy.
Provide market and customer insights and participate in initiatives that improve organizational effectiveness and customer satisfaction.
Lead and influence brokers, distributor sales teams, and other external partners to achieve business objectives.
Demonstrate, promote, and exemplify the Company's Core Values.