Purpose of Role
The Director of Sales, Retail, Grocery, Foodservice & Cold Chain is accountable for profitable growth and competitive market position across Rehrig Pacific's Retail, Grocery, Foodservice, and Cold Chain sectors. 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 AccountabilitiesTeam 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 Retail, Grocery, Foodservice, and Cold Chain through tailored go-to-market strategies that expand pooled-container share and market leadership.
- Grow national and enterprise revenue through long-term, solutions-based partnerships with key retailers, distributors, and foodservice operators; for accounts that span multiple verticals or business units (e.g., a national grocer that also buys beverage), lead where the majority of account revenue sits and support elsewhere, 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 distribution-facing Retail, Grocery, Foodservice, and Cold Chain market - cold-chain compliance (FSMA, HACCP), DSD-vs-warehouse economics, pooled-container models, DC automation fit, and retailer EPR mandates - to guide channel-specific 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 Retail, Grocery, Foodservice, or Cold Chain distribution environments, with demonstrated knowledge of channel economics, cold-chain logistics, pooled-container systems, or DSD distribution models.
- 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.
