Director of Sales, Away From Home
The Director of Away-from-Home Sales will be responsible for leading and growing the company’s away-from-home business (food service and alternative channels) by achieving trade and sales targets, managing broker partnerships, and driving new business development. This role requires a hunter mentality, with a focus on expanding distribution and increasing market share. The ideal candidate will have a proven track record in CPG food service sales, strong forecasting skills, and the ability to strategically develop and execute channel- and segment-specific plans.
Key Responsibilities:
● Channel Strategy: Develop and execute the overall strategy for the away-from-home channel, including but not limited to foodservice, drug, vending and micro- markets, specialty retail, and other commercial and non-commercial segments.
● Business Development: Actively identify and secure new business opportunities to expand the company’s footprint in the away-from-home market.
● Broker Management: Lead, manage, and optimize broker relationships to ensure effective representation and execution in the marketplace.
● Distributor Collaboration: Work closely with distributor account executives and brokers to implement sales programs and execute initiatives effectively.
● Sales & Trade Targets: Own the responsibility for meeting or exceeding trade and sales targets, leveraging data-driven insights and strategic initiatives.
● Forecasting & Planning: Develop accurate sales forecasts and trade spend plans, collaborating with finance and operations to ensure alignment with company goals.
● Cross-Functional Collaboration: Work closely with marketing, product development, and supply chain teams to ensure seamless execution and customer satisfaction.
● Market Insights: Monitor market trends, competitive activities, and customer needs to inform strategy and drive innovation.
● P&L Management: Maintain a keen eye on account-level profitability and overall financial health, making data-driven decisions to maximize sales and margins.
● Industry Representation: Represent the company at industry events, trade shows, and conferences to enhance brand visibility and identify potential partners.
● Leadership: Serve as a leader within the organization, mentoring team members and driving a culture of accountability and results.
Qualifications:
● 7-10 years of CPG sales experience with focus on food service, alternative, specialty retail, drug, vending, and airlines channels
● Existing relationships with key contacts at DOT, Vistar, UNFI, Sysco, US Foods, and the leading food service management companies: Compass, Sodexo, Aramark, and Guckenheimer
● Extensive experience negotiating GPO, broker, and distributor contracts
● Previous experience in management or team leadership role
● Bias towards action, with a solutions-oriented approach
● Proven success in cross-channel business development, with a hunter mentality and ability to hit the ground running and drive incremental revenue
● Demonstrated expertise in broker management and trade spend optimization.
● Exceptional analytical skills, with the ability to develop and manage forecasts and budgets effectively.
● Strategic thinker with the ability to craft compelling sales stories and execute effective strategies.
● Excellent communication, negotiation, and interpersonal skills, including superb attention to detail
● Flexibility to travel as required.
● Legally authorized to work in the United States.