Purpose of Role
The Director of Sales, Beverage & Dairy is accountable for profitable growth and competitive market position across Rehrig Pacific's Beverage and Dairy sectors - Carbonated Soft Drinks, Beer, Wine, Spirits, Dairy, and Upstream/Bulk Packaging. The role sets a 3-4 year vertical strategy, executed through a 2-year rolling plan, owning account acquisition, revenue growth, revenue retention, and customer experience.
Areas of Accountabilities
Team Leadership & Development- Build a high-performing sales team aligned to the vertical strategy, and partner with Human Capital on hiring, development, retention, and succession.
- Hold sales managers accountable for delivering the multi-year strategy through the Rehrig Accountable Management System.
- Establish the solution-selling methodology and standards the team sells within - consistent needs assessments, total-cost-of-ownership modeling, and value-based positioning.
Sales Strategy & Growth- Define and lead a 3-4 year vertical strategy, executed through a 2-year rolling plan, to achieve aggressive growth and market-share objectives, owning that strategy within the enterprise commercial strategy set by the VP of Sales.
- Prioritize and win growth across CSD, Beer, Wine, Spirits, Dairy, and Upstream/Bulk Packaging through tailored go-to-market strategies that expand returnable-packaging share and market leadership.
- Grow national and enterprise revenue through long-term, total-cost-of-ownership-based partnerships with key manufacturers, bottlers, and co-packers; for accounts that span verticals, lead where the majority of account revenue sits, coordinated through the VP of Sales.
- Set tactical goals and own forecast accuracy and pipeline discipline within the systems and processes maintained by Sales Operations.
- Partner with Operations, Customer Service, Marketing, and New Product Development to advance customer outcomes, shaping and executing go-to-market within the vertical, aligned to the enterprise go-to-market strategy owned by Marketing.
Customer & Partner Focus- Partner with Operations and Customer Service to ensure superior customer experience through proactive account planning and issue resolution.
- Maintain deep expertise in the manufacturer- and bottler-facing Dairy and Beverage market - returnable formats, automated plant washing and asset tracking, FDA/TTB requirements, seasonal demand, and upstream/bulk handling - to guide plant-level selling and shape strategy.
Knowledge, Skills, and Experience
- Bachelor's degree or equivalent experience.
- 10+ years of progressive sales experience with a proven track record of driving significant revenue growth across small, medium, and large enterprise accounts.
- Demonstrated experience developing and executing a multi-year sales strategy that achieves aggressive growth targets.
- Experience selling into packaging-intensive manufacturing environments (Beverage, Dairy, or adjacent CPG), with demonstrated knowledge of total-cost-of-ownership selling, returnable packaging economics, or plant-level operational dynamics.
- Experience with CRM systems and sales operations processes (Salesforce experience is a plus).
- Exceptional leadership skills with the ability to manage and motivate a geographically dispersed sales team.
- Strong communication, interpersonal, and relationship-building skills.
- Strong analytical and critical thinking skills with the ability to make data-driven decisions.
- Minimum 40% travel, which may include air travel.
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