Senior Director - Sales Winco Team

The Senior Sales Director plays a critical leadership role in driving growth, profitability, customer engagement, and team performance across assigned markets, retail customers, and/or category teams. This position is responsible for leading sales strategy, strengthening customer and principal relationships, developing high-performing Business Managers and Account Managers, and ensuring the successful execution of customer business plans. The Senior Sales Director serves as a trusted business partner to senior leadership, customers, principals, and cross-functional teams while representing the company’s full capabilities in the marketplace.

• Lead sales strategy and execution for assigned markets, retail customers, departments, and/or category teams to achieve business objectives, sales goals, and profitability targets. 
• Develop and maintain strong, senior-level relationships with customers, principals, manufacturers, and internal business partners.
• Serve as a primary point of contact for customer-specific and principal-specific opportunities, including category management, consumer insights, promotional strategy, and business planning.
• Partner with Business Managers, Account Managers, Marketing, Retail Selling, Analytics, Technology, and Administrative teams to deliver in-store execution, customer solutions, and measurable business results.
• Use customer, market, category, and principal insights to develop fact-based selling stories, strategic presentations, and recommendations that support growth initiatives.
• Manage trade-marketing funds in accordance with company, customer, and principal guidelines while working to minimize sales-related deductions.
• Coach, develop, and support Business Managers and Account Managers in account planning, relationship management, selling strategy, and performance execution.
• Identify opportunities to expand principal business by leveraging category expertise, department knowledge, customer trends, and total company capabilities.
• Represent the company on key customer and principal initiatives, aligning cross-functional resources to support business priorities and long-term growth.
• Maintain current knowledge of industry trends, customer strategies, competitive activity, retail execution tools, and category management best practices.
• Prepare and deliver compelling presentations, business reviews, forecasts, and sales analyses using appropriate systems, tools, and data sources.
• Lead, supervise, monitor, and evaluate direct reports, including performance management, development planning, coaching, and succession support.
• Demonstrate leadership behaviors consistent with company culture, including collaboration, accountability, integrity, innovation, and a strong commitment to results.
• Support special projects, strategic initiatives, and additional responsibilities as assigned by senior leadership.
• Other required duties.

Education

• Bachelor’s degree required; degree in Business, Marketing, Sales, or a related field preferred.

Experience

• 10+ years of experience in consumer-packaged goods, sales, account management, category management, or a related sales leadership function. Prior Winco experience is needed.
• Proven track record of achieving sales goals, growing customer relationships, and driving profitable business results.
• Experience working with a food broker, retail customer, manufacturer, or major national consumer products organization preferred.
• Demonstrated experience leading, coaching, and developing sales professionals or cross-functional teams.
• Strong background in sales strategy, marketing, merchandising, analytics, business planning, and customer relationship management.

Knowledge, Skills, and Abilities

• Strong leadership, coaching, interpersonal, presentation, negotiation, and relationship-building skills.
• Ability to analyze sales, marketing, customer, category, and market data to develop actionable recommendations and effective sales presentations.
• Excellent business acumen with the ability to influence stakeholders, manage priorities, and deliver results in a fast-paced environment.
• Proficiency with Microsoft Office applications, including Excel and PowerPoint; experience with sales analytics, category management, CRM, and retail communication tools preferred.
• Ability to develop fact-based selling concepts and communicate insights clearly to customers, principals, and internal stakeholders.
• Strong organizational and project management skills with the ability to manage multiple priorities and deadlines.

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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