Director of Sales, Club

Overview
Purpose:

The Director, Club is responsible for leading Dole Packaged Foods' strategic partnerships across the Club channel, including Costco, Sam's Club, and BJ's Wholesale, driving sustainable sales growth, profitability, category leadership, and long-term business development. This role serves as the primary executive relationship owner for Club customers, developing and executing customer and channel strategies that align with Dole's organizational priorities while maximizing growth opportunities. The Director leads cross-functional teams to deliver superior customer outcomes, strengthen strategic partnerships, and achieve annual and multi-year business objectives.

This role is home-office based in any of the following eligible locations: AR, AZ, CA, FL, GA, ID, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, PA, RI, TN, TX, UT, WI. Responsibilities Primary Accountabilities:

Lead Strategic Channel Growth

• Develop and execute annual and multi-year Club channel strategies aligning customer objectives with Dole's enterprise growth priorities.
• Own Club channel sales performance, including revenue, profit, market share, distribution, and innovation objectives.
• Identify and capitalize on growth opportunities across Costco, Sam's Club, BJ's Wholesale, and future Club channel customers.
• Lead annual business planning, customer planning processes, and long-range strategic initiatives.
• Develop customer-specific growth strategies supported by category, shopper, and consumer insights.

Executive Customer Leadership

• Establish and maintain senior-level relationships with merchants, category leaders, executives, and other key decision makers across Club customers.
• Serve as the primary escalation point for strategic customer opportunities and business challenges.
• Influence customer decision making through fact-based recommendations, category insights, and business solutions.
• Represent Dole in executive-level customer meetings, negotiations, annual reviews, and strategic planning sessions.
• Build strategic partnerships that support mutually beneficial growth and long-term customer success.

Deliver Financial Performance

• Own customer and channel P&L performance, delivering volume, revenue, profitability, trade investment, and market share objectives.
• Lead pricing strategy, promotional optimization, assortment decisions, investment allocation, and customer profitability initiatives.
• Manage forecasting accuracy and business planning processes to ensure achievement of annual commitments.
• Evaluate and recommend strategic investments that drive sustainable growth and return on investment.
• Analyze account, category, product, broker, and customer performance and direct actions accordingly.

Lead Cross-Functional Business Execution

• Direct cross-functional teams across Customer Strategy, Category Management, Marketing, Revenue Growth Management, Finance, Supply Chain, and Demand Planning.
• Champion customer priorities internally while balancing broader organizational goals and profitability objectives.
• Ensure effective execution of innovation launches, assortment expansion opportunities, merchandising initiatives, and supply chain programs.
• Lead development of compelling customer selling stories utilizing syndicated, shopper, consumer, and category data.
• Coordinate broker resources and account priorities to support customer and channel growth objectives.
• Act as the voice of the customer internally to ensure alignment and support across functions.

People & Organizational Leadership

• Manage, coach, develop, and mentor National Account Managers and other assigned team members.
• Provide leadership and direction to broker organizations supporting Club channel customers.
• Foster a high-performance, collaborative culture focused on accountability, development, and business growth.
• Contribute to succession planning and talent development initiatives within the sales organization.
• Lead by example through strong business acumen, integrity, and execution excellence.

Other duties as assigned

Qualifications Experience, Knowledge, & Skills You Bring:                 

• 10+ years of consumer packaged goods sales experience, including direct responsibility for Club channel customers.
• Demonstrated success leading large, complex customer businesses with responsibility for revenue and profitability.
• Proven experience developing executive-level customer relationships within Costco, Sam's Club, BJ's Wholesale, or comparable strategic retail accounts.
• Strong financial acumen with experience managing customer P&Ls, trade investment, pricing strategy, profitability initiatives, and promotional optimization.
• Experience leading and influencing cross-functional teams without direct authority.
• Demonstrated success managing, coaching, and developing high-performing sales professionals.
• Deep understanding of Club channel business models, customer cultures, and the requirements to build trusted partnerships with Costco, Sam's Club, and BJ's Wholesale.
• Demonstrated success collaborating with broker organizations and directing broker strategy and execution.
• Advanced knowledge of syndicated data, business analytics, category management principles, and shopper insights.
• Ability to analyze data, develop fact-based recommendations, and create compelling presentations for customers and internal stakeholders.
• Strong negotiation, communication, presentation, and strategic planning capabilities.
• Experience with forecasting software, trade management systems, and business planning processes.
• Self-starter who proactively identifies growth opportunities and business risks while maintaining strong financial and commercial acumen.
• Experience in the CPG industry strongly preferred.

What You’ll Need to Succeed:

• Passionate about a purpose driven career

• Cultivates respectful and inclusive environments that support employee growth across teams
• Drives strategic initiatives and maintains excellence in complex and dynamic settings
• Establishes transparent decision-making and accountability frameworks
• Encourages organizational teamwork effectively to achieve shared objectives

Education & Certification:

• Bachelor’s degree in Business, Marketing, or other degree with appropriate work experience is required.
• MBA preferred.

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 15 pounds and reach overhead.

Travel Requirements:

Up to 50% travel is expected.