Your Opportunity as the Director, Corporate Accounts (Away from Home Sales)

The Corporate Accounts Sales Director is responsible for developing and executing the strategic growth agenda across national and regional Away from Home (foodservice) distribution customers, including broadline distributors, redistributors, and other key channel partners. This leadership role owns executive-level customer relationships, negotiates strategic agreements, and drives profitable sales growth through effective account management, category leadership, and collaborative business planning and execution.

The Director leads a team of Corporate Account Executives and serves as a critical liaison between Sales, Marketing, Finance, Supply Chain, Customer Service, Revenue Management, and Category Leadership teams to ensure coordinated execution of company objectives. This role develops long-term account strategies, identifies growth opportunities, and delivers sustainable business results while strengthening strategic partnerships across the Away from Home ecosystem.

Location: Working Remote, USA (Approximate travel from 30%-40% and residing near a major airport.

In this role you will:

Strategic Account Leadership
• Oversee development and execution of multi-year strategic plans for assigned Away from Home distribution customers.
• Establish and maintain executive-level relationships with key decision-makers across customer organizations.
• Oversee annual business planning, growth strategies, and joint business reviews with key customers.
• Identify and capitalize on opportunities to increase distribution, drive market penetration, and expand category presence and share.
• Lead an internal cross functional team for customer agreements, contracts, pricing programs, and strategic initiatives that support mutual business growth objectives.
• Monitor industry trends, competitive activity, and customer dynamics to inform strategic decision-making.

Away from Home Distribution Management
• Serve as the senior relationship owner for national and regional broadline distributors and strategic channel partners.
• Drive profitable volume growth across distribution networks while aligning with organizational objectives.
• Ensure successful execution of distribution align and grow strategies.
• Collaborate with Corporate Account Executives, Field Sales, and Channel Partners to improve product visibility, sales effectiveness, and customer adoption.
• Develop customer-specific growth plans that leverage category expertise and market insights.

Team Leadership & Talent Development
• Lead, coach, and develop a team of Corporate Account Executives and customer-facing professionals.
• Establish clear performance expectations, accountability measures, and development plans.
• Foster a culture of collaboration, customer focus, and results-oriented execution.
• Support succession planning and talent development initiatives.
• Recruit, retain, and develop high-performing sales talent.

Cross-Functional Business Leadership
• Partners with Sales, Marketing, Category Management, Revenue Growth Management, Finance, Supply Chain, Demand Planning, and Customer Service teams to drive business objectives.
• Lead internal alignment on customer priorities, investment decisions, and execution plans.
• Influence organizational decisions through customer insights and marketplace knowledge.
• Ensure operational excellence in forecasting, promotional planning, and customer support activities.
• Champion cross-functional accountability to deliver customer commitments and business results.

Financial & Business Performance Management
• Deliver annual sales, volume, profit, and market share objectives.
• Manage customer P&L performance and investment strategies.
• Evaluate the effectiveness of trade spending, promotional investments, and customer programs.
• Develop accurate forecasts and proactively manage risks and opportunities.
• Utilize analytics and insights to drive data-based decision-making and resource allocation.

Long-Term Objectives
• Accelerate profitable growth across Away from Home distribution channels.
• Expand strategic partnerships with national and regional broadline distributors.
• Increase market share and category leadership within key customer accounts.
• Strengthen customer engagement through differentiated value creation and collaborative planning.
• Build and develop a high-performing, future-ready sales organization.
• Improve forecasting accuracy, operational execution, and customer service performance.
• Drive cross-functional alignment that enables scalable and sustainable growth.
• Establish the company as a preferred strategic partner within the Away from Home distribution industry.

Success Measures

The Corporate Accounts Sales Director will be evaluated on:
• Revenue and profitable volume growth
• Customer retention and relationship strength
• Market share expansion
• Achievement of annual operating plan commitments
• Distributor and customer engagement scores
• Forecast accuracy and business planning effectiveness
• Trade investment and P&L performance
• Team performance, engagement, and talent development outcomes
• Cross-functional partnership effectiveness
• Execution of strategic growth initiatives

Leadership Competencies
• Strategic Thinking
• Executive Presence
• Customer-Centric Leadership
• Team Development & Coaching
• Negotiation & Influencing Skills
• Business & Financial Acumen
• Cross-Functional Collaboration
• Change Leadership
• Results Orientation
• Analytical Decision Making

What we are looking for:

Minimum Requirements:
• Bachelor's degree in Business, Marketing, Sales, Finance, or related field.
• 10+ years of progressive sales leadership experience within Consumer-Packaged Goods (CPG), Away from Home, or related industries.
• 5+ years of experience managing national or regional foodservice distribution accounts.
• Proven experience leading and developing high-performing sales teams.
• Demonstrated success managing complex customer negotiations and strategic business partnerships.
• Strong financial acumen with experience managing budgets, trade investments, and P&L performance.
• Experience leading cross-functional teams and influencing senior stakeholders.
• Ability to travel is required to support customer and business needs.

Additional skills and experience that we think would make someone successful in this role:
• MBA or advanced business degree.
• Extensive experience working with major broadline distributors (e.g., Sysco, US Foods, Performance Food Group, Gordon Food Service, or regional distributors).
• Experience in Away from Home operator engagement, category management, or revenue growth management.
• Knowledge of distribution economics, supply chain management, and Away from Home channel dynamics.
• Track record of leading large-scale strategic initiatives that delivered measurable business results.

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