Director of Sales - Conventional Grocery, Mass, Natural, Club Channels

• Key Account Management

  • Accelerate Velocity: Optimize trade spending, promotions, and shelf positioning to maximize sales per store per week.

  • Expand Distribution: Secure new shelf placements for core shots and new product lines.

  • Build Relationships: Negotiate contracts and Joint Business Plans (JBPs) with top grocery, mass, natural, and club accounts.  Support your direct reports in leveling up the relationships at each retailer.

  • Data Analysis: Use data platforms (SPINS, Nielsen, Circana, Scintilla, Symphony, Retailer Portals) to track velocity, ROI, and performance.

  • Specific Accounts to Manage: Costco, Target, Walmart, Publix, and Albertsons Corporate*

• Team Leadership

  • Develop Sales Management Team: Train, mentor, coach, and develop Sales Managers/Direct Reports. 

  • Collaborate with Sales team leadership for alignment, strategy and support for the Sales team

  • Set Team Goals: Establish annual goals, KPIs, and sales budgets for you and your sales managers.

  • Tradeshow and Events: partner with Sales & Marketing Project Lead to create the strategy for events including who attends, specific needs and key objectives

• Distributor, Broker, & Trade Management

  • Distributor Relationships: UNFI, KeHE, DOT, and specialized Produce, Dairy, and Natural Distributors.

  • Broker Relationships: Regional and National, Produce and Natural, account specific.

  • Trade Strategy & Execution

  • Cross-Functional Partnership: Marketing, Operations, Finance, R&D.

• You have a deep passion for wellness, a data-driven approach to category management, and a proven track record of scaling emerging functional brands at a national level.  

• You are relentlessly driven and self-motivated, with high emotional intelligence, and excellent negotiation skills.

• You excel in a fast-paced, ever-evolving retail landscape.

• You are a natural leader who enjoys inspiring, mentoring, and upskilling an already high-performing sales team to consistently exceed sales objectives.

• You cultivate a coaching culture of accountability, resilience, and continuous improvement.

• Finally, you love to be challenged and celebrate curiosity by learning everyday. 

• Experience: 7+ years in CPG Sales, with at least 3-5 years in a leadership role, managing direct reports in a remote setup.  Beverage and/or Better For You Brand ideal.

• Education: Bachelor’s degree in Business, Marketing, or equivalent practical experience.

• Skills: Excellent persuasion and presentation skills, strong financial acumen, P&L management, and contract negotiation skills.

• Knowledge:  Deep understanding of US Retail, Direct, Distributor, and Broker Networks.

• Leadership: Champion collaboration between sales, brand marketing, and supply chain to optimize product launches and trade promotions.

Preferred Skills

• Proven history of beating annual revenue targets.

• Past success selling to major retailers, distributors, and wholesalers within our customer portfolio.

• Category Management and Sales Analytics: Understanding how products are placed, priced, and promoted in stores, using data tools to track trends and forecast future revenue.

• Experience in short shelf life, refrigerated products is a plus

• Strong computer skills – Word, Excel & PowerPoint essential. G-Suite and CRM software a plus.

COMPENSATION & BENEFITS:

In accordance with Minnesota's Pay Transparency Law (effective January 1, 2025), the salary range for this position is $180,000 - $215,000, with the hired candidate eligible for an annual bonus on top of base.

We believe taking care of our people is part of doing things For the Love of Body and Planet™, so we back that up with:

• Health, dental, and vision insurance — we cover 80% of premiums for you and your dependents

• 401(k) with a 3% company match — because building wealth shouldn't wait

• $500 annual company contribution to your FSA — real dollars toward real expenses

• Discretionary Time Off — no accrual, take the time you need (exempt roles)

• 12 weeks Paid Primary Caregiver Leave — because growing families shouldn't have to choose 

• 4 weeks Paid Secondary Caregiver Leave — for partners, too

• Full peace-of-mind coverage — Short Term and Long Term Disability, Life Insurance, and AD&D

• Opportunities to connect and give back — team gatherings and volunteer days throughout the year

Benefits are subject to eligibility requirements.

*This role will be responsible for managing the Albertsons Corporate relationships and negotiations, the National Sales Managers will continue to manage the specific regional relationships.