Director, Grocery Sales-Central

About the Role:

The Sales Director, Grocery – Central is responsible for leading Kinder’s Grocery business across the Central United States, driving profitable growth through strategic customer partnerships, disciplined execution, and strong team leadership. This role oversees a team of Business Development Managers (BDMs) and is accountable for delivering sales, distribution, market share, and profitability objectives across a diverse portfolio of grocery customers.

As a key commercial leader, the Director develops and executes regional growth strategies, builds senior-level customer relationships, and partners cross-functionally with Sales Strategy, Sales Planning, Shopper Marketing, Category Management, Brand, Supply Chain, Demand Planning, and Finance to deliver exceptional results. This role combines strategic leadership, customer engagement, and operational excellence to accelerate Kinder’s growth and strengthen its position within the grocery channel.

Key Responsibilities Include:

Commercial Leadership & Customer Strategy

• Develop and execute the Central Region grocery strategy to deliver sales, profit, distribution, and market share objectives.
• Build and maintain senior-level relationships with key grocery customers, wholesalers, and strategic partners across the region.
• Lead annual business planning, Joint Business Plans (JBPs), customer negotiations, and strategic growth initiatives.
• Identify opportunities to expand distribution, optimize assortment, and accelerate velocity across existing and emerging customers.
• Partner with Revenue Growth Management and Finance to ensure profitable growth through effective pricing, trade investment, and promotional strategies.
• Represent the voice of the customer internally, ensuring customer needs are reflected in business decisions and growth plans.

Team Leadership & Development

• Lead, coach, and develop a high-performing team of Business Development Managers responsible for regional customer relationships and execution.
• Establish clear objectives, performance expectations, and development plans that drive accountability and growth.
• Foster a culture of collaboration, ownership, continuous improvement, and customer-centric decision-making.
• Provide strategic guidance and support during customer negotiations, line reviews, and critical business discussions.
• Build organizational capability by identifying talent, developing future leaders, and creating succession plans.

Business Planning & Execution

• Lead customer planning processes including annual operating plans, forecasting, promotional planning, and investment management.
• Ensure alignment between customer plans and Kinder’s broader commercial, brand, and operational objectives.
• Monitor sales performance, market trends, inventory health, and forecast accuracy to proactively identify risks and opportunities.
• Drive best-in-class execution of new item launches, promotional programs, merchandising initiatives, and seasonal activations.
• Partner closely with Supply Chain and Demand Planning to optimize service levels, inventory management, and customer fill rates.

Analytics & Insights

• Leverage Circana, retailer POS, syndicated data, shopper insights, and internal analytics to identify growth opportunities and inform strategic decisions.
• Translate data into actionable business recommendations that improve customer performance and strengthen category leadership.
• Lead business reviews and executive presentations with compelling, insight-driven storytelling.
• Monitor competitive activity and market dynamics to ensure Kinder’s remains positioned for sustainable growth.

Cross-Functional Leadership

• Collaborate with Marketing, Category Management, Revenue Growth Management, Finance, Supply Chain, and Operations to deliver integrated customer strategies.
• Influence internal stakeholders to align resources, priorities, and investments behind key growth opportunities.
• Drive process improvements that enhance planning, forecasting, execution, and customer service.

What You Bring To The Table:

• Bachelor’s degree required; MBA preferred.
• 12+ years of progressive CPG sales leadership experience, including significant experience within the grocery channel.
• Proven success leading regional or national customer portfolios and delivering profitable growth.
• Demonstrated experience leading and developing high-performing sales teams.
• Strong understanding of grocery retail dynamics, customer planning, trade investment management, and category management principles.
• Experience working with syndicated data sources such as Circana, NielsenIQ, and retailer POS systems.
• Strong financial and analytical acumen with the ability to translate insights into strategic action.
• Exceptional communication, negotiation, and executive presentation skills.
• Proven ability to influence across functions and lead within a fast-paced, entrepreneurial environment.
• Strong strategic thinking coupled with a hands-on, results-oriented approach.
• Willingness to travel approximately 25–35%.

Location and Travel:

This role is remote and should be based near a major airport within the Central United States to support customer engagement and regional travel. Preferred locations include major metropolitan areas such as Dallas-Fort Worth, Chicago, Minneapolis, Kansas City, or St. Louis. Regular travel throughout the Central Region, as well as periodic travel to Kinder’s headquarters in Walnut Creek, CA, will be required. Approximately 25–35% travel is expected.

Pay Transparency:

The expected starting salary range for this role is $215,000-$240,000 per year. We may ultimately pay more or less than the posted range based on the location of the role. The amount a particular employee will earn within the salary range will be based on factors such as relevant education, qualifications, performance and business needs.