Director, Grocery & Foodservice Distributor Sales

Position Summary 

The Senior Director, Grocery & Foodservice Distributor Sales is responsible for developing and executing strategic sales initiatives that drive revenue growth, expand market share, and strengthen customer relationships across North America. 

This leadership role provides oversight of national distributor partnerships, key account management, and sales execution across grocery, foodservice, QSR, hospitality, and broadline distribution channels. 

Operating within a matrix organization, the Senior Director leads and develops high-performing sales teams while collaborating cross-functionally to achieve business objectives. The role maintains full accountability for national sales performance, strategic customer development, and the execution of long-term growth strategies that support the organization's commercial goals. 

Key Responsibilities 

• Strategic Leadership & Growth: Develop and execute national sales strategies; drive revenue growth and market share expansion; identify and secure new business opportunities. 
• Sales Execution & Performance: Achieve national and regional sales targets; establish forecasts, budgets, and P&L objectives; monitor KPIs including revenue, margin, and ROI. 
• Team Leadership & Development: Lead, coach, and develop high-performing sales teams; manage brokers, distributors, and regional sales leaders. 
• Key Account & Relationship Management: Build strategic relationships with major distributors and key accounts; negotiate contracts, pricing, and promotional agreements. 
• Operational Excellence: Oversee reporting processes and ensure compliance with company policies and standards. 
• Global Collaboration: Align stakeholders across a matrix organization and support national sales planning and execution. 

• Bachelor’s degree in Business, Marketing, Finance, or related field 
• 10–15+ years of progressive sales leadership experience 
• Grocery distributor industry experience 
• Strong financial acumen and P&L management experience 

Preferred Qualifications 

• National sales leadership experience 
• Food industry or TIC experience 
• Strategic account management expertise 

Key Skills & Competencies 

• Leadership and team development 
• Negotiation and communication 
• Strategic thinking and analytics 
• AI proficiency 
• Microsoft Office proficiency 

Performance Metrics 

• Net sales growth 
• Market share expansion 
• Account retention and acquisition 
• Sales volume and margin performance 

Additional Information 

• Travel: Up to 50% 
• Reports to: Vice President, Sales 
• Scope: North America