Senior Director of Sales, Grocery Channel

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

📋 Description

• Formulate and implement a strategic roadmap for the Grocery channel spanning 3–5 years, aligned with the growth objectives of the enterprise.

• Establish a customer segmentation and prioritization strategy (e.g., differentiating between national and regional grocery chains, as well as emerging retailers).

• Spearhead joint business planning (JBP) initiatives with key retail partners, defining mutual growth objectives, category vision, and innovation pathways.

• Proactively anticipate changes in shopper behavior, retailer strategies (such as private label and omnichannel approaches), and competitive trends to adjust plans accordingly.

• Achieve annual and long-term revenue, volume, and profit targets across critical product categories.

• Discover and exploit growth opportunities through: Assortment optimization, Distribution expansion, Pricing and promotion strategies, and successful innovation launches and commercialization.

• Ensure operational excellence in-store and online, maintaining a robust shelf presence and digital visibility.

• Manage and enhance trade spending investments, ensuring a strong return on investment (ROI) and alignment with strategic goals.

• Oversee full channel profit and loss (P&L) responsibilities, including forecast accuracy, margin delivery, and cost management.

• Collaborate with Revenue Growth Management (RGM) teams to: Enhance promotional effectiveness, Refine pricing strategies, and Drive profitable growth.

• Lead, mentor, and cultivate a high-performing team consisting of 4 direct reports and 11 indirect reports.

• Develop a robust leadership pipeline and succession plans.

• Foster a performance-driven culture characterized by clear accountability, metrics, and ongoing feedback.

• Encourage cross-functional collaboration among sales, marketing, supply chain, and finance teams.

• Act as the executive sponsor for significant national and regional grocery accounts by nurturing multi-level relationships within organizations, including executive tiers, category management, merchandising, and replenishment.

• Align and guide broker organizations to execute the company's strategy and meet customer priorities.

• Manage demand forecasting and sales planning in accordance with S&OP processes.

• Utilize data and insights (from Circana, shopper data, and retailer insights) to: Identify drivers of category growth, Enhance decision-making, and Monitor performance against objectives.

• Collaborate with Sales Strategy, Marketing, and Category teams to introduce consumer-relevant innovations to the market.

• Accelerate speed-to-market and successful commercialization efforts across grocery customers.

• Stay informed about industry trends and competitor activities to uphold a leading market position.

⛳️ Requirements

• Over 10 years of progressive leadership experience in Consumer Packaged Goods (CPG) sales.

• Extensive knowledge in grocery channel management, covering both national and regional retailers.

• Demonstrated success in managing large-scale P&L and trade investments.

• Proven experience in leading high-performing sales teams and nurturing talent.

• Familiarity with broker-led selling models and complex account structures.

• Ability to influence stakeholders at senior executive levels internally and externally.

• Background in Revenue Growth Management (RGM) or advanced analytics.

• Experience in omnichannel and eCommerce within the grocery sector.

🏝️ Benefits

• Comprehensive insurance package available from Day 1, including a wide range of health and wellness programs.

• Health, Dental, and Vision insurance options.

• Health savings account.

• Flexible spending account.

• Life and accident insurance coverage.

• Employee assistance program.

• Telehealth services.

• One-on-one health coaching available.

• Supportive benefits tailored to various life stages.

• 401(k) plan with up to 6% company matching; potential additional discretionary match at year-end.

• Short-Term Incentive/Performance bonuses.

• Flexible work schedule options.

• Vacation pay of up to three weeks (prorated for the first year of employment).

• Holiday pay for 12 recognized holidays.

• Opportunities for career development and growth.

• Tuition/Education assistance programs.

• Access to LinkedIn Learning resources.

• Scholarship programs available for employees' children.

• Parental leave benefits.

• Bright Horizons Family Solutions – offering backup care, tutoring, and more.

• Adoption assistance available.

• Bereavement leave provided.

• Up to $300 fitness reimbursement.

• Up to $300 massage reimbursement.

• Employee appreciation events held regularly.

• Employee discounts offered.

• Charitable giving opportunities.