Overview
Purpose:

The Director, Strategic Accounts-Distribution is responsible for developing and executing the national sales strategy for Dole's largest foodservice distribution partners.

This role owns strategic headquarters relationships, annual business planning, contract negotiations, distribution expansion, and profitable revenue growth across a portfolio exceeding $200 million in annual sales. The position serves as the primary liaison between Dole and key distributor partners while collaborating closely with Marketing, Category Management, Sales Operations, Finance, Supply Chain, and broker partners to drive growth and strengthen Dole's position within the foodservice channel.

Career Level: Leads highly complex, strategically important business initiatives with significant impact on company performance. Functions as a recognized subject matter expert and business leader within their area of responsibility. Accountable for developing strategy, influencing executive and cross-functional stakeholders, and delivering results through indirect leadership rather than direct people management. Exercises substantial autonomy in decision-making and is responsible for managing high-value customer relationships, major revenue streams, and complex negotiations.

This role can be based remotely 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:

Strategic Customer Leadership

• Serve as the primary headquarter contact for major foodservice broadline distributors.
• Develop and execute customer-specific strategic plans aligned with company growth objectives.
• Lead annual planning, business reviews, contract negotiations, pricing discussions, and growth initiatives.
• Establish and maintain senior-level relationships with distributor leadership, category management, merchandising, culinary, and procurement teams.

Revenue Growth & Business Development

• Drive profitable sales growth, distribution gains, and portfolio expansion across assigned national accounts.
• Identify new business opportunities and market segments within distributor networks.
• Develop and execute join business plans focused on driving volume, revenue, and margin.
• Partner with field sales teams and brokers to ensure effective execution of national initiatives at the market level.

Trade Investment & Financial Management

• Manage customer P&L performance, trade investments, promotional spending, and customer profitability.
• Evaluate investment opportunities to ensure optimal return on investment and alignment with strategic objectives.
• Develop customer forecasts and sales plans while monitoring performance against budget and annual operating plans.
• Collaborate with Finance to identify risks, opportunities, and corrective actions.

Cross-Functional Leadership

• Partner with Supply Chain, Demand Planning, Marketing, Category Management, Sales Operations, and Finance to develop and execute customer growth strategies.
• Provide customer and marketplace insights that influence innovation, portfolio priorities, and commercialization efforts.
• Lead internal alignment around key customer initiatives, promotional activity, and business planning processes.
• Support new item introductions and distribution expansion opportunities.

Distributor & Broker Management

• Collaborate with broker organizations and regional sales teams to ensure alignment and execution of account priorities.
• Establish clear performance expectations and accountability measures for distributor and broker initiatives.
• Identify opportunities to improve customer engagement, execution effectiveness, and sales productivity.
• Perform other duties as assigned.

Qualifications Experience, Knowledge, & Skills You Bring:       

• 10+ years of progressive sales leadership experience within branded CPG food, beverage, or related consumer products industries.
• 5+ years managing national foodservice distributor relationships.
• Demonstrated success managing strategic accounts with significant revenue responsibility.
• Strong understanding of foodservice distribution, operator economics, broker networks, and channel dynamics.
• Experience managing foodservice broadline distributors at the headquarter level.
• Proven ability to lead complex negotiations and annual business planning processes.
• Strong financial acumen with experience managing customer profitability, pricing, trade spending, and forecasting.
• Exceptional relationship-building, influencing, and communication skills.
• Strong analytical and strategic thinking capabilities.
• Ability to effectively lead and influence cross-functional teams without direct reporting authority.

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 required

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:

• 30-40% travel is expected