Senior Director of Key Accounts

Accountabilities:

• • Lead and develop a team of Regional Account Managers, National Account Managers, and Directors, providing strategic direction, coaching, performance management, and cross-functional leadership.
  • Develop and execute multi-year strategic account plans aligned with revenue, margin, distribution, and market share objectives.
  • Own senior-level relationships with strategic retail, foodservice, and distributor accounts, representing the organization in executive customer meetings, industry events, and category reviews.
  • Identify opportunities across channels and accounts to increase distribution, shelf presence, customer value, and sustainable growth.
  • Negotiate and manage complex trade agreements, promotional calendars, and pricing structures that balance volume growth with margin protection.
  • Develop channel-specific strategies based on evolving market conditions, customer needs, competitive dynamics, and emerging retail trends.
  • Monitor pricing performance and competitive price gaps, proactively identifying risks, opportunities, and actions to improve commercial outcomes.
  • Oversee national broker and third-party sales networks, establishing performance expectations, managing agency relationships, and ensuring alignment with channel and account strategies.
  • Partner with Revenue Growth leadership to optimize trade investment ROI and improve net revenue realization.
  • Champion corporate responsibility initiatives and uphold organizational commitments related to sustainability, community engagement, and employee involvement.
  • Maintain appropriate food safety responsibilities and support other business priorities as required.

  Requirements:

  • Bachelor’s degree in Business, Sales, or a related field is required; an MBA or other advanced degree is preferred.
  • 12+ years of experience in sales or account management, including at least 6 years in a relevant functional leadership role; candidates with an advanced degree may qualify with 10+ years of experience.
  • Proven experience leading account management teams or managing a national accounts organization.
  • Strong knowledge of CPG sales, trade management, retailer dynamics, customer development, and channel strategy; food or beverage industry experience is strongly preferred.
  • Demonstrated ability to build and maintain trusted relationships with senior-level customers and negotiate complex commercial agreements.
  • Strong understanding of pricing, promotional strategy, trade investment, margin management, and revenue growth principles.
  • Strategic and analytical mindset with the ability to identify market opportunities, assess risks, and translate insights into commercial action.
  • Exceptional communication and influencing skills, with the ability to collaborate effectively across sales, revenue growth, operations, and other functions.
  • Proven people leadership capabilities, including developing high-performing teams and fostering accountability, collaboration, and continuous growth.
  • Adaptable, commercially minded, and comfortable operating in a dynamic environment with broad strategic responsibility.
  • Ability to work effectively in a sedentary role, with reasonable accommodations available where needed.

  Benefits:

  • Competitive salary.
  • 100% employer-paid medical premiums for associates and families.
  • 401(k) plan with company match.
  • Company-paid life insurance.
  • Mental health, financial wellness, and legal counseling resources.
  • Tuition reimbursement assistance.
  • Continuous learning and professional development opportunities.
  • Robust parental leave program.
  • Care Relief Fund to support associates facing financial hardship.
  • Associate Assistance Program.
  • Paid volunteer time.
  • Commitment to a people-first, inclusive, collaborative, and purpose-driven workplace.
  • Opportunities to contribute to sustainability, social impact, and community initiatives.