Director, Sales- Convenience (National Accounts)

The J.M. Smucker Co.

4d•Remote

About The Position

As the Director, National Accounts Sales – Convenience, you will lead strategy and execution for Smucker’s national convenience channel, driving profitable growth across key national accounts and strategic distributors. In this highly visible leadership role, you will shape long-term growth strategy, strengthen customer partnerships, and lead a high-performing team to deliver against ambitious volume, distribution, and profit targets. You’ll operate at the intersection of sales, strategy, and leadership—bringing together cross-functional partners to unlock growth and win in the marketplace.

Requirements

Bachelor’s degree (Business or related field preferred)
5+ years of experience in the CPG industry, including the Convenience channel
5+ years of experience leading direct and/or broker sales teams in a warehouse-delivered model
Demonstrated experience developing and executing national account or channel sales strategies, including Joint Business Planning (JBP), customer reviews, and growth initiatives
Strong understanding of Convenience supply chain operations, financial drivers, and customer dynamics, with the ability to translate data into actionable insights
Proven ability to drive the full sales process from strategic planning through execution and results delivery
Experience leading key industry programs and engagements (e.g., WAM/NCD programming, CDA/CDBX, NACS, Sweets & Snacks)
Advanced analytical capability, including use of sales data/tools to identify trends, risks, and opportunities (e.g., Circana, CRM, or similar platforms)
Strong financial acumen, including ability to interpret P&L and drive profitable growth
Demonstrated leadership experience, including coaching, developing, and inspiring high-performing teams
Excellent communication, negotiation, and presentation skills, including experience engaging senior and executive-level stakeholders
Proven ability to build and maintain strong cross-functional and external relationships (customers, brokers, internal partners)
Strong proficiency in Microsoft Office and ability to learn enterprise systems (e.g., CRM, analytics tools)
Ability to travel ~50% and reside near a major airport

Nice To Haves

Experience developing and executing go-to-market (GTM) strategies with broker agencies
Broad exposure across Convenience channel initiatives (NACS, Sweets & Snacks, CDA, CDBX, WAM)
Cross-functional commercial experience (Sales, Marketing, RGM, Category Management, etc.)
Strong track record of influencing stakeholders and driving alignment across complex organizations

Responsibilities

Drive Growth & Customer Strategy: Lead development and execution of national account strategies to deliver and exceed annual sales and profit targets.
Expand customer base and unlock growth opportunities across national chains and strategic distributors.
Build and sustain strong, long-term relationships with key customer stakeholders.
Represent Smucker at key industry events, including NACS and Sweets & Snacks, to strengthen market leadership.
Lead Strategic Planning & Execution: Own annual and long-range (3–5 year) business planning and forecasting for the convenience channel.
Translate data, insights, and market trends into actionable strategies that drive category and brand growth.
Partner cross-functionally (Sales, Marketing, Finance, Revenue Growth Management (RGM), Category Management, Research & Development (R&D), and others) to align on priorities and execution.
Lead Joint Business Planning, quarterly business reviews, and major customer engagements.
Deliver Analytical Rigor & Business Insights: Leverage data and analytics tools (e.g., Circana, CRM, business intelligence platforms) to identify risks, trends, and opportunities.
Own financial and performance analysis, including pre- and post-program evaluation.
Drive disciplined execution through scorecards, reporting, and continuous optimization.
Build & Lead High-Performing Teams: Lead, coach, and develop a team of National Account Managers, brokers, and support resources.
Foster a culture of accountability, collaboration, and continuous growth.
Inspire and empower teams to execute with excellence and deliver results.
Strengthen broker partnerships to ensure alignment and execution at the customer level.