Director, Sales – Convenience, National Accounts
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Job Description
Director of National Accounts Sales leading strategy for Smucker’s national convenience channel. Driving profitable growth through customer partnerships and high-performing team leadership.
Responsibilities:
- Lead development and execution of national account strategies to deliver and exceed annual sales and profit targets
- Expand customer base and unlock growth opportunities across national chains and strategic distributors
- Build and sustain strong, long-term relationships with key customer stakeholders
- Own annual and long-range (3–5 year) business planning and forecasting for the convenience channel
- Translate data, insights, and market trends into actionable strategies that drive category and brand growth
- Partner cross-functionally (Sales, Marketing, Finance, Revenue Growth Management (RGM), Category Management, Research & Development (R&D), and others) to align on priorities and execution
- Lead Joint Business Planning, quarterly business reviews, and major customer engagements
- Leverage data and analytics tools (e.g., Circana, CRM, business intelligence platforms) to identify risks, trends, and opportunities
- Own financial and performance analysis, including pre- and post-program evaluation
- Drive disciplined execution through scorecards, reporting, and continuous optimization
- Lead, coach, and develop a team of National Account Managers, brokers, and support resources
- Foster a culture of accountability, collaboration, and continuous growth
- Strengthen broker partnerships to ensure alignment and execution at the customer level.
Requirements:
- Bachelor’s degree (Business or related field preferred)
- 5+ years of experience in the CPG industry, including the Convenience channel
- 5+ years of experience leading direct and/or broker sales teams in a warehouse-delivered model
- Demonstrated experience developing and executing national account or channel sales strategies, including Joint Business Planning (JBP), customer reviews, and growth initiatives
- Strong understanding of Convenience supply chain operations, financial drivers, and customer dynamics, with the ability to translate data into actionable insights
- Proven ability to drive the full sales process from strategic planning through execution and results delivery
- Experience leading key industry programs and engagements (e.g., WAM/NCD programming, CDA/CDBX, NACS, Sweets & Snacks)
- Advanced analytical capability, including use of sales data/tools to identify trends, risks, and opportunities (e.g., Circana, CRM, or similar platforms)
- Strong financial acumen, including ability to interpret P&L and drive profitable growth
- Demonstrated leadership experience, including coaching, developing, and inspiring high-performing teams
- Excellent communication, negotiation, and presentation skills, including experience engaging senior and executive-level stakeholders
- Proven ability to build and maintain strong cross-functional and external relationships (customers, brokers, internal partners)
- Strong proficiency in Microsoft Office and ability to learn enterprise systems (e.g., CRM, analytics tools)
- Ability to travel ~50% and reside near a major airport.
Benefits:
- Health insurance
- Retirement plans
- Paid time off
- Flexible work arrangements
- Professional development
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