The Senior Director of Sales is critical to the current and future growth and profitability of the company. This role is responsible for maximizing team performance, driving revenue, and delivering strong financial results across assigned markets and customer teams. The Senior Director is a recognized leader, influencing business outcomes while developing high-performing teams and building strategic customer partnerships.
Responsibilities- Deliver corporate revenue and profitability goals within established budgets
- Achieve principal volume, share, and sales fundamentals (merchandising, assortment, pricing, shelving)
- Develop and execute customer business plans that drive growth and in-store execution
- Build and maintain strong relationships with key customer decision-makers
- Serve as a strategic advisor on category management, shopper behavior, and promotional strategy
- Lead, coach, and develop Business Managers and Account Managers to achieve performance goals
- Leverage cross-functional resources (marketing, analytics, technology) to deliver business results
- Identify and develop new business opportunities with customers and manufacturers
- Drive effective use of trade funds and minimize deductions
- Utilize data, analytics, and insights to improve sales performance and decision-making
Qualifications
Required Experience
- 10+ years of experience in Consumer-Packaged Goods (CPG), including account management leadership
- Proven track record in sales with a food broker or major national company
- Demonstrated experience leading, developing, and directing high-performing sales teams
- Strong experience across sales, marketing, merchandising, analytics, and operations
- Prior experience working with Publix is required
Skills & Qualifications
- Excellent communication skills with the ability to influence stakeholders at all levels, including executive leadership and key customers
- Strong problem-solving capabilities with a proactive and solution-oriented mindset
- Highly analytical with the ability to interpret data, identify trends, and translate insights into actionable strategies
- Advanced presentation, negotiation, and fact-based selling skills
- Strong interpersonal and relationship-building abilities
- Proficiency with sales and analytics tools (Excel, PowerPoint, syndicated data, reporting platforms)
- Strategic thinker with strong business acumen and decision-making skills
Leadership Expectations
- Demonstrate leadership aligned with company values such as integrity, teamwork, innovation, and results orientation
- Build and develop talent through coaching, performance management, and succession planning
- Foster an inclusive, high-performance culture focused on accountability and continuous improvement
Education
- High school diploma or GED
- Bachelor’s degree required (Business, Marketing, or related field preferred)
Physical Requirements:
- Sit for extended periods (typically 6+ hours per day)
- Use a computer, including keyboard and mouse, for prolonged periods
- Lift and carry light items (e.g., files, office supplies, laptops, typically 20+ pounds)
- Reach, bend, or stoop occasionally to access files or office materials
- Maintain focus and attention for long periods of desk-based work
- Follow clear directions
- Perform repetitive motions (e.g., typing, clicking) consistently throughout the day
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Skills Required
- 10+ years of experience in Consumer-Packaged Goods (CPG), including account management leadership.
- Proven track record in sales with a food broker or major national company.
- Demonstrated experience leading, developing, and directing high-performing sales teams.
- Strong experience across sales, marketing, merchandising, analytics, and operations.
- Prior experience working with Publix.
- Bachelor's degree (Business, Marketing, or related field preferred).
- Excellent communication skills with ability to influence executive leadership and key customers.
- Highly analytical with ability to interpret data, identify trends, and translate insights into strategies.
- Advanced presentation, negotiation, and fact-based selling skills.
- Proficiency with sales and analytics tools (Excel, PowerPoint, syndicated data, reporting platforms).
What We Do
Acosta is an integrated sales and marketing services provider that enables consumer packaged goods brands and retailers to win in the modern marketplace by delivering progressive solutions and exceptional service. With more than 90 years of experience, Acosta understands evolving consumer needs and helps its clients and customers stay a step ahead, fueling their accelerated performance. For more information, please visit www.acosta.com.
