Director, Retail Tortilla Sales & Distributor Network

C.H. Guenther & Son•San Antonio, TX

9d•$141,000 - $225,600

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. The Director leads Customer Development Managers and Territory Sales Representatives and serves as the primary commercial leader for distributor partners, key retail customers, brokers, and cross-functional stakeholders. The position develops and executes strategic business plans, identifies distribution opportunities, optimizes route-to-market strategies, and ensures marketplace execution across all territories. It requires leadership, financial acumen, strategic planning, customer management, and experience building high-performing consumer-packaged goods sales organizations. The role manages sales budgets, pricing, trade investments, and customer profitability; leads forecasting and business planning; and partners with Supply Chain, Operations, Finance, Marketing, Customer Service, and Product Development. The typical work setting is an office, with travel as needed (approximately 25%). The position involves prolonged periods of sitting and computer work and occasionally lifting and carrying up to 15 pounds.

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 related industries.
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 up to 15 pounds at times.
Willingness to travel as needed, approximately 25% depending on business requirements.
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 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.
Establish sales objectives, distribution goals, and market share targets aligned with company objectives.
Lead commercial strategies for the retail tortilla and distributor businesses to achieve revenue, profit, market share, and distribution objectives.
Lead annual business planning, sales forecasting, budgeting, and long-range growth planning.
Analyze category trends, customer insights, competitive activity, and market opportunities; monitor performance and implement corrective actions.
Lead DSD distribution strategy and execution across North America.
Develop the distributor network strategy, including partner evaluation, onboarding, performance management, capability development, and growth planning.
Set priorities and performance expectations for distributor partnerships and ensure execution through the sales organization.
Identify and secure distribution opportunities and new distributor partnerships; develop route-to-market opportunities and market expansion plans.
Develop relationships with retail customers, distributors, brokers, and strategic partners; provide executive support for key accounts, annual planning, pricing, negotiations, and growth initiatives.
Set customer growth priorities and partner with Customer Development Managers to develop and execute account plans.
Lead, coach, recruit, develop, and retain Customer Development Managers and Territory Sales Representatives; manage performance, development, and succession planning.
Foster a collaborative, customer-focused, accountable culture and develop a high-performing sales organization.
Manage sales budgets, pricing strategies, trade investments, customer profitability, sales expenses, and resource allocation.
Deliver revenue, margin, and profit objectives; analyze financial results and recommend actions to improve growth and profitability.
Evaluate 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.
Provide market and customer insights to support innovation, product development, and portfolio strategy.
Participate in strategic initiatives to improve organizational effectiveness and customer satisfaction.
Lead and influence brokers, distributor sales teams, and other external partners to drive business objectives.
Demonstrate, promote, and exemplify the Company's Core Values.