Director of Sales – North East Grocery

This is a fully remote position, open to applicants in United States.

📋 Description

• Formulate and implement regional sales strategies aimed at enhancing revenue growth, expanding distribution, and increasing market share within Northeast grocery retailers.

• Spearhead business development initiatives with key partners such as Hannaford, Wakefern/ShopRite, Market Basket, Wegmans, and other essential retail collaborators.

• Recognize opportunities for distribution, assortment enhancement, and merchandising improvements.

• Create annual business plans that align with customer priorities and overarching commercial goals.

• Take ownership of regional revenue, volume, distribution, and profitability performances.

• Establish and nurture relationships with retail buyers, category managers, merchandising teams, and senior customer leadership.

• Lead negotiations related to pricing, promotions, distribution agreements, assortment planning, and merchandising strategies.

• Develop and implement Joint Business Plans effectively.

• Drive the authorization of new items, enhance shelf presence, improve product velocities, and identify promotional opportunities.

• Formulate customer-centric trade promotional strategies and oversee trade investments.

• Collaborate with Sales Finance to assess pricing, promotional effectiveness, and customer profitability.

• Evaluate customer performance, promotional impacts, distribution patterns, and financial outcomes.

• Direct sales forecasting, annual planning, and promotional calendar creation.

• Oversee regional broker and distributor partnerships, including target setting, performance expectations, and business reviews.

• Work with retail execution teams to boost availability, ensure merchandising compliance, enhance promotional execution, and improve in-store visibility.

• Utilize Circana, NielsenIQ, SPINS, and retailer reports to assess category trends and customer performance.

• Track revenue, volume, ACV distribution, velocities, promotional effectiveness, market share, and profitability metrics.

• Present regional performance, growth prospects, and strategic initiatives to Sales Leadership and cross-functional stakeholders.

• Collaborate with Marketing, Category Management, Sales Strategy, Finance, Supply Chain, and Operations teams.

• Facilitate new product launches and innovation efforts.

• Synchronize customer forecasts, inventory availability, and promotional activities with Demand Planning and Supply Chain processes.

• Enhance account planning, forecasting, trade effectiveness, broker performance, and retail execution.

• Create scalable processes and best practices to optimize customer management and regional sales performance.

• Monitor competitive activities, consumer trends, and the retail landscape in the Northeast.

⛳️ Requirements

• Bachelor’s degree in Business Administration, Marketing, Finance, or a related field.

• Over 8 years of progressive sales experience in Consumer Packaged Goods (CPG), preferably within food, beverage, snacks, or related grocery sectors.

• Experience in scaling emerging brands into mid-market and larger businesses is highly advantageous.

• Proven track record in managing regional or national grocery retail accounts, with established relationships with Northeast retailers such as Hannaford, Wakefern/ShopRite, Market Basket, Wegmans, Big Y, or similar accounts strongly preferred.

• Demonstrated success in driving revenue growth, expanding retail distribution, increasing market share, and managing strategic customer relationships.

• Strong knowledge of conventional grocery retail dynamics, including category management, pricing, promotions, merchandising, and distribution.

• Experience in developing Joint Business Plans (JBPs), negotiating customer agreements, and managing trade promotional investments.

• Strong financial acumen with experience in managing customer P&Ls, sales forecasting, trade spending, and profitability improvement initiatives.

• Experience in managing regional broker networks, distributors, and retail execution partners.

• Proficiency with syndicated data platforms such as Circana, NielsenIQ, SPINS, or similar tools.

• Strong skills in Microsoft Excel and PowerPoint.

• Exceptional communication, negotiation, presentation, and relationship-building skills with the ability to influence customers and cross-functional stakeholders.

• Strategic and analytical thinker capable of translating market insights into actionable business strategies while remaining hands-on in execution.

• Self-motivated individual who thrives in a fast-paced, entrepreneurial, and collaborative environment.

• Willingness to travel regularly throughout the Northeast region to support customers, broker partners, and business development efforts.

• Relentless drive to succeed, exceptional tenacity, strong sense of urgency, and proactive approach.

🏝️ Benefits

• Impact: Lead Northeast growth across major grocery partners and enhance distribution for a rapidly expanding premium meat snack brand.

• Visibility: Collaborate directly with Sales Leadership and cross-functional teams across Marketing, Category, Finance, Supply Chain, and Operations.

• Ownership: Shape regional sales strategies, manage customer partnerships, trade investments, broker performance, and achieve profitable revenue growth.

• Growth: Contribute significantly to expanding Archer’s presence with regional grocery accounts and enhancing its commercial capabilities.

• Culture: Join an entrepreneurial, collaborative, and fast-paced organization where initiative, accountability, and results are highly valued.

• Equal opportunity employer.

• Diverse and inclusive work environment.