Sr. Director of Sales, Grocery Channel

Requirements

• Required
• 10+ years of progressive leadership experience in Consumer Packaged Goods (CPG) sales.
• Deep expertise in grocery channel management, including national and regional retailers.
• Proven track record managing large-scale P&L and trade investments.
• Strong experience leading high-performing sales teams and developing talent.
• Experience with broker-led selling models and complex account structures
• Demonstrated ability to influence internally and externally at senior executive levels.
• Preferred
• Experience in Revenue Growth Management (RGM) or advanced analytics
• Omnichannel / eCommerce grocery experience
• Education:
• Bachelor's or University Degree (Required)
• Master's Degree (Preferred)
• Work Experience:
• At least 10 Years of Experience
• Annual Salary:
• $166,400 - $240,900

Benefits

Additional Information

Ocean Spray is hiring for a(n) Sr. Director of Sales, Grocery Channel! We're a team of farmers, thinkers, creators, and doers. Whatever your title, whatever your role - it always comes back to this: we're a farmer-owned co-op where everyone rolls up their sleeves to get the job done. Three maverick farmers started it all - and we've been making our own way ever since. Position Location: We're all about flexibility. This will be a remote role based out of our corporate headquarters in Lakeville, MA. We are open to remote candidates. The Senior Director of Sales - Grocery Channel is a critical commercial leadership role responsible for driving topline growth, profitability, and strategic execution across the U.S. grocery channel. This leader will own customer strategy, sales execution, and trade investment optimization while building long-term partnerships with key retail customers. Building internal influence with key stakeholders and actively leading the sales organization is paramount to success. The role requires a balance of strategic vision, customer influence, operational excellence, and inspirational leadership to deliver sustainable growth and competitive advantage. A Day in the Life... 1. Channel & Customer Strategy Develop and execute a 3-5 year strategic plan for the Grocery channel aligned with enterprise growth priorities. Define customer segmentation and prioritization strategy (e.g., national vs. regional grocery chains, emerging retailers). Lead joint business planning (JBP) with top retail partners, establishing shared growth objectives, category vision, and innovation pipelines. Anticipate shifts in shopper behavior, retailer strategies (private label, omnichannel), and competitive dynamics to proactively adapt plans. 2. Revenue Growth & Market Share Deliver annual and long-range revenue, volume, and profit targets across key product categories. Identify and unlock growth opportunities through: Assortment optimization Distribution expansion Pricing and promotion strategy Innovation launches and commercialization Drive execution excellence in-store and online, ensuring strong shelf presence and digital visibility. 3. Trade Strategy & Financial Ownership Own and optimize trade spend investments, ensuring strong ROI and alignment with strategic priorities. Manage full channel P&L responsibility, including forecast accuracy, margin delivery, and cost control. Partner with Revenue Growth Management (RGM) teams to: Improve promotional effectiveness Enhance pricing architecture Drive profitable growth 4. Leadership & Team Development Lead, coach, and develop a high-performing team of 4 direct and 11 indirect reports. Build strong leadership bench strength and succession plans. Establish a performance-driven culture with clear accountability, metrics, and continuous feedback. Inspire cross-functional collaboration across sales, marketing, supply chain, and finance. 5. Customer & Broker Management Serve as executive sponsor for key national and regional grocery accounts by building multi-level relationships across organizations including executive levels, category, merchandising, and replenishment. Lead and align broker organization(s) to execute against company strategy and customer priorities. 6. Forecasting, Insights & Analytics Own demand forecasting and sales planning aligned with S&OP processes. Leverage data and insights (Circana, shopper data, retailer insights) to: Identify category growth drivers Improve decision-making Track performance vs. objectives 7. Innovation & Market Leadership Partner with Sales Strategy, Marketing, and Category teams to bring consumer-relevant innovation to market. Drive speed-to-market and successful commercialization across grocery customers. Monitor industry trends and competitive activity to maintain a leading market position.

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