National Sales Director - Strategic Channels

External • Irwindale, CA

14d • $150,000 - $175,000 • Remote

About The Position

This position will ideally be based out of the Irwindale, CA office or Remote and report to the Vice President of Strategic Channels. This key position on the Sales Team will be focused on several strategic national customers in mass, grocery, natural, and convenience channels. It will involve strategic fact-based selling as well as project management. It will require extensive collaboration with internal marketing, product development, R&D, production and category management teams. The responsibility will be to develop and guide the implementation of account specific business plans that achieve profitability and sales targets. The National Sales Director, Strategic Channels, will be responsible for the overall sales performance and strategic growth across top key accounts. This role will manage and develop relationships with existing and potential customers, driving revenue growth, and ensuring alignment between our manufacturing capabilities and the needs of our retail partners. The ideal candidate will have a proven track record in managing large national accounts, particularly in the food and beverage sector, and will work closely with internal teams to develop and execute strategies that enhance market penetration and profitability. They will have experience ‘hunting’ and building a business in identified strategic channels and have a strong network with key customers and distributors.

Requirements

• Experience: 10+ years of experience in sales leadership, with a focus on large national accounts, specifically in the food manufacturing, fresh produce, or CPG sectors.
• Proven track record in managing major retail relationships in mass, grocery, natural and convenience channels (e.g., Walmart, Kroger, Albertsons, Whole Foods, Sprouts, UNFI, Kehe, etc.).
• Experience in negotiating large-scale contracts, pricing, and promotional agreements.
• Deep knowledge of the food industry, including trends, distribution models, and customer behavior.
• Skills & Abilities: Strong leadership skills, with the ability to lead and inspire a team to achieve sales targets.
• Excellent communication and interpersonal skills, capable of building strong relationships with senior executives and internal stakeholders.
• Strong analytical skills with the ability to interpret market data and sales trends.
• Proven ability to develop and implement sales strategies that drive growth and profitability.
• Strategic thinking, problem-solving, and decision-making capabilities.
• Experience with CRM systems, sales forecasting, and budget management.
• Education: Bachelor’s degree in Business, Marketing, or a related field.
• Demonstrate excellence in the areas of time management, communications, decision making, negotiations and project management skills
• Ability to lead projects through cross functional teams
• Ability to analyze sales trends and develop sales plans based on opportunities
• Strong business acumen
• Must be a team player
• Must be competitive and possess a drive to succeed
• Must be a ‘hunter of new business’
• Must be able to travel +50% of time

Nice To Haves

• MBA preferred.

Responsibilities

• Strategic Sales Leadership: Develop and execute a comprehensive national sales strategy focused on driving growth within the mass, grocery, natural and convenience channels (e.g., Walmart, Kroger, Albertsons, Whole Foods, Sprouts, UNFI, Kehe, etc.).
• Establish long-term relationships with key decision-makers at major retail and national chains, ensuring alignment with customer goals and the company’s strategic objectives.
• Account Management and Growth: Manage and grow existing relationships with key customers in the identified strategic channels.
• Identify and develop new business opportunities, ensuring that sales targets are met or exceeded.
• Negotiate contracts and terms with major accounts, including pricing, promotions, and distribution strategies.
• Collaborate with internal teams, including marketing, production, and logistics, to ensure successful execution of customer requirements and product launches.
• Market Analysis and Trend Identification: Monitor industry trends, competitive landscape, and market demands to inform sales strategies and anticipate shifts in consumer preferences.
• Analyze sales data and customer feedback to identify opportunities for growth and product development.
• Provide regular reporting on key account performance, market trends, and sales forecasts to executive leadership.
• Product Development Collaboration: Work closely with product development and innovation teams to ensure that new products and existing product lines align with customer needs and market trends.
• Advocate for customer-driven product enhancements or new offerings based on customer insights and market feedback.
• Promotions and Marketing Support: Collaborate with the marketing department to develop targeted promotions, seasonal campaigns, and point-of-sale materials that align with customer objectives and drive sales.
• Oversee the execution of joint marketing initiatives and promotional events with key accounts.
• Financial Accountability: Manage the sales budget and ensure that all initiatives remain within financial guidelines while meeting profitability goals.
• Provide forecasts and financial reports, tracking revenue performance, expenses, and ROI for key accounts.
• Cross-Functional Collaboration: Work closely with the supply chain, operations, and customer service teams to ensure customer orders are fulfilled accurately and on time.
• Foster collaboration with internal stakeholders to address customer needs and resolve any operational challenges.

Benefits

• Comprehensive benefits package, including health, dental, and vision insurance, 401(k) plan, and more.
• Opportunities for professional growth and career advancement.

What This Job Offers

• Job Type: Full-time
• Career Level: Director