Director of Sales – Grocery, Natural, Specialty
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Job Description
Director of Sales owning grocery, natural, and specialty retail strategy for Grüns’ whole-food nutrition gummies. Leading account managers, retailer partnerships, P&L, brokers, and channel expansion.
Responsibilities:
- Own Grocery, Natural & Specialty strategy and the annual plan across conventional grocery, natural, and specialty and alternative channels
- Define promotional strategy, marketing partnerships, and initiatives to drive trial and repeat
- Maximize growth within existing accounts through distribution, LTO, and innovation strategies
- Build the long-tail strategy for smaller grocers, including broker/distributor selection and scalable tools and processes
- Lead and develop three senior account managers
- Build relationships with retailer directors and VPs and elevate account conversations into partnerships
- Own channel P&L, contribution margin, promotional depth, slotting, and markdown protection
- Lead broker accountability through KPIs, scorecards, and playbooks
- Own contract negotiations, RFPs, and distributor strategy
- Build the specialty and alternative channel model from the ground up
- Partner with Operations, Marketing, Finance, and Sales Insights on launches, displays, and promotions
- Report to the Chief Sales Officer
- Travel for retailer meetings, line reviews, trade shows, and the annual sales offsite
Requirements:
- 10+ years of CPG sales experience
- 3+ years leading account managers or sales leaders
- Conventional grocery experience at the HQ level
- Natural and/or specialty experience is a strong plus
- Experience operating in a fragmented channel with dozens of customers
- Experience owning P&L across multiple retail accounts, including trade investment, promotional ROI, slotting, and contribution margin management
- Hands-on experience managing brokers and distributors
- Experience holding brokers to KPIs and negotiating UNFI/KeHE-type agreements
- Experience running broker or distributor RFPs
- Track record owning senior buyer relationships and leading JBPs, line reviews, and resets
- Executive presence with retailer leadership and executive teams
- Experience building new channels or accounts without an existing playbook
- Ability to make direct-versus-distributor route decisions
- Ability to turn syndicated, retailer, and distributor data into clear decisions
- High proficiency in Excel/PowerPoint or Google Sheets/Slides
- Comfort using AI tools is a plus
- Passion for health and nutrition
- Willingness and ability to travel regularly, up to approximately 30%
Benefits:
- Bonus and incentive compensation
- Comprehensive benefits package
- Strong benefits coverage for you and your family
- Generous PTO
- Free Grüns
- Wellness and health-and-well-being perks
- Fully remote work environment
- Twice-yearly company off-sites
- Career growth opportunities
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