Sr. Director, Grocery West

Your Next Pour: The Opportunity

We are looking for a Senior Director of Sales, Grocery West within our Commercial team.  Reporting directly to the VP of Grocery, the Senior Director of Grocery West will lead the strategic direction and execution of sales initiatives across key Western grocery customers for TBG. This role is responsible for driving profitable growth, delivering exceptional customer service, and fostering a high-performance team culture. The ideal candidate will bring deep experience in CPG sales leadership, a passion for developing talent, and a strong understanding of trade management and customer dynamics.  Tropicana is looking for a critical thinker with exceptional communication, influencing and relationship management skills who thrives in a fast-paced environment.  Additional responsibilities include:

Leadership & Team Development

• Lead, coach, and develop a team of six direct reports, setting clear expectations and fostering a culture of accountability, collaboration, and continuous improvement.
• Champion a growth mindset across the team, encouraging innovation, agility, and proactive problem-solving.
• Provide strategic direction and day-to-day support to ensure team success in meeting and exceeding sales goals.

Customer & Sales Strategy

• Own and execute the sales strategy for key Western grocery accounts, ensuring alignment with company objectives and customer needs.
• Build and maintain strong relationships with customer stakeholders, ensuring high levels of service and responsiveness.
• Serve as the voice of the customer internally, advocating for solutions that drive mutual growth.

 Trade Management & Execution

• Oversee trade spend strategy and execution, ensuring optimal ROI and adherence to company policies.
• Partner with Finance to manage budgets, analyze trade effectiveness, and identify opportunities for improved performance.
• Lead pricing and contract negotiations, ensuring competitive positioning and profitability.

Forecasting & Business Planning

• Develop accurate sales forecasts to support demand planning and supply chain alignment.
• Collaborate with cross-functional teams to ensure volume and financial targets are met.
• Monitor performance metrics and adjust strategies as needed to deliver results.

Market & Category Insights

• Stay informed on market trends, competitive activity, and shopper behavior to inform strategic decisions.
• Leverage data and insights to identify growth opportunities and influence category development.
• Partner with Marketing and Category Management to drive in-store execution and innovation.

Cross-Functional Collaboration

• Work closely with internal partners in Marketing, Supply Chain, Finance, and Category Management to ensure seamless execution of go-to-market strategies.
• Foster open communication and alignment across teams to support business objectives.

The Perfect Blend: Experience

• 10 years progressive Sales experience in CPG industry
• Strong strategic thinking and analytical skills
• Proven leadership and team development capabilities
• Excellent communication, negotiation, and relationship-building skills
• Financial acumen and experience managing trade budgets
• Results-driven with a strong sense of ownership and accountability
• Bachelor’s degree required; MBA or advanced degree preferred
• Minimum of 10 years of progressive sales experience in the CPG industry
• Experience managing large regional or national grocery accounts
• Ability to travel as needed to meet with customers and attend key meetings

Foundational Ingredients: Requirements

• Bachelor’s degree required; MBA preferred
• Must be legally authorized to work in the United States without the need for employer sponsorship now or in the future
• Strong strategic thinking and analytical skills
• Proven leadership and team development capabilities
• Excellent communication, negotiation, and relationship-building skills
• Financial acumen and experience managing trade budgets
• Results-driven with a strong sense of ownership and accountability
• Experience managing large regional or national grocery accounts
• Ability to travel as needed to meet with customers and attend key meetings
• Ability to work effectively in a remote environment, demonstrating self-motivation, strong communication skills, and the discipline to thrive independently in a home office setting.