Position location - open
303-Director - On-Premise Sales
Position SummaryThe Director, On-Premise Sales is responsible for leading the development and execution of sales strategies across assigned On-Premise customers and channels, driving profitable growth for the G&J Pepsi portfolio. This role owns key customer relationships, develops annual business plans, and leads the execution of beverage and related portfolio initiatives across a diverse customer base that may include recreation and entertainment venues, retail dining concepts, colleges and universities, hospitality, foodservice, and other On-Premise channels.
The Director serves as a strategic business partner to customers while collaborating across sales, marketing, operations, finance, customer service, and supply chain functions to deliver sustainable growth, strengthen customer relationships, and maximize execution excellence throughout assigned territories and accounts.
Key ResponsibilitiesCustomer Leadership & Relationship Management- Develop and maintain strategic relationships with key customer stakeholders across assigned On-Premise accounts.
- Serve as the primary business contact for major customers, ensuring alignment between customer objectives and G&J Pepsi growth strategies.
- Build relationships at multiple levels within customer organizations, including ownership, executive leadership, operational management, and field-level decision makers.
- Lead contract negotiations, business reviews, renewals, and expansion opportunities as appropriate.
Business Planning & Growth- Develop and execute annual operating plans and customer business plans designed to achieve revenue, volume, profit, and market share objectives.
- Identify opportunities to expand beverage distribution, equipment placement, promotional programs, and portfolio penetration.
- Utilize market insights, consumer trends, and customer analytics to develop growth strategies.
- Lead Joint Business Planning processes with key customers and internal stakeholders.
Sales Execution- Ensure successful execution of all customer programs, promotional initiatives, and strategic priorities.
- Drive portfolio growth across carbonated soft drinks, energy, sports drinks, water, tea, coffee, and emerging beverage categories.
- Partner with field sales teams to ensure customer commitments are executed consistently and effectively.
- Monitor sales performance and develop corrective action plans as needed to achieve business objectives.
Cross-Functional Leadership- Lead and influence cross-functional teams including Sales, Marketing, Operations, Customer Service, Finance, Retail, and Supply Chain.
- Coordinate customer initiatives and ensure alignment between internal departments and customer expectations, including vending availability.
- Partner with Marketing to develop and execute customer activation and promotional plans.
- Collaborate with Operations and Supply Chain partners to ensure service excellence and successful program implementation.
Financial & Business Management- Manage customer investments, trade funds, and promotional spending within established budgets.
- Analyze business performance and identify opportunities to improve revenue, profitability, and return on investment.
- Forecast customer sales performance and develop action plans to achieve financial targets.
- Utilize reporting and analytics to measure results and present business reviews to customers and leadership.
Team Development & Leadership- Lead, coach, and develop direct reports and field sales personnel.
- Foster a high-performance culture focused on accountability, customer service, teamwork, and continuous improvement.
- Provide mentoring and professional development opportunities for team members.
- Drive employee engagement while supporting G&J Pepsi's values and culture.
Required Skills & Competencies- Strong customer relationship management and consultative selling skills.
- Demonstrated ability to influence and lead cross-functional teams.
- Strategic thinker with strong business acumen and financial analysis capabilities.
- Excellent negotiation, communication, and presentation skills.
- Proven ability to develop and execute customer growth strategies.
- Strong analytical and problem-solving skills.
- Ability to manage multiple priorities in a fast-paced environment.
- Proficiency with Microsoft Office applications and sales reporting systems.
- Strong leadership, coaching, and team development skills.
Qualifications- Bachelor's degree in Business, Marketing, Sales, or related field preferred.
- 7-10+ years of progressively responsible sales leadership experience in beverage, consumer packaged goods, foodservice, retail, or related industries.
- Experience managing large customer relationships and negotiating commercial agreements.
- Demonstrated success achieving revenue, profit, and market share objectives.
- Experience leading direct and/or matrixed teams preferred.
This position plays a critical leadership role in growing G&J Pepsi's On-Premise business while delivering exceptional customer partnerships across a diverse portfolio of accounts, including recreation, entertainment, retail dining, college and university, hospitality, and foodservice channels.
