Director of Retail Sales

Position Overview

We are seeking an experienced, results-driven Director of Retail Sales to lead retail sales growth, develop strategic customer relationships, and expand market presence within the fast-moving consumer goods (FMCG) industry.

This individual will be responsible for developing and executing the company's retail sales strategy, managing key retail accounts, identifying new business opportunities, and driving profitable revenue growth. The position requires a strong background in selling directly to major retailers, developing new products and customer programs, and building long-term strategic partnerships.

The ideal candidate is both a strategic thinker and a hands-on sales leader who has personally managed significant retail accounts, understands the complexities of the retail marketplace, and can successfully lead a sales team while remaining actively involved in customer development and commercial execution.

Key Responsibilities

• Develop and execute a comprehensive retail sales strategy focused on revenue growth, market expansion, customer acquisition, and profitability.

• Personally manage and strengthen relationships with major retail customers, serving as a primary commercial contact for key accounts.

• Identify, pursue, and secure new retail customers, product opportunities, categories, and strategic business partnerships.

• Drive profitable sales growth through strategic account management, pricing initiatives, margin optimization, and effective commercial negotiations.

• Lead the development and execution of strategic account plans, customer forecasts, sales budgets, and growth initiatives.

• Identify opportunities for new product development, commercialization, and expansion within existing and prospective retail accounts.

• Oversee retail promotional programs, product positioning, pricing strategies, and customer-specific initiatives.

• Manage and develop broker relationships and distribution partnerships to support retail sales objectives.

• Recruit, lead, mentor, and develop a high-performing sales team while establishing clear performance expectations and accountability.

• Monitor retail market trends, competitive activity, customer needs, and emerging opportunities to identify areas for continued growth.

• Collaborate closely with Operations, Finance, Project Management, Quality, and other internal departments to ensure successful execution of customer programs and new product launches.

• Oversee sales forecasting, pipeline development, account performance, and gross margin objectives.

• Maintain an active role in customer engagement, business development, and strategic negotiations.

Qualifications & Experience

• Minimum of 7+ years of progressive sales experience within the fast-moving consumer goods (FMCG) or consumer products industry.

• Demonstrated experience selling directly to major retailers and personally managing significant retail accounts.

• Proven track record of developing new retail customers, products, categories, and business opportunities.

• Successful experience developing and implementing retail sales strategies that deliver measurable revenue and profitability growth.

• Previous experience managing, coaching, and developing sales professionals.

• Strong understanding of consumer products, retail distribution channels, e-commerce, broker networks, product commercialization, pricing strategies, margins, and retail promotional programs.

• Demonstrated expertise in strategic account planning, commercial negotiations, forecasting, and margin management.

• Ability to build strong customer relationships and influence key decision-makers within major retail organizations.

• Strong business acumen with the ability to identify growth opportunities and translate them into actionable sales strategies.

• Proven ability to work cross-functionally and coordinate complex customer initiatives from initial development through commercialization and execution.

• Excellent leadership, communication, presentation, negotiation, and relationship-building skills.

Ideal Candidate Profile

This search is specifically targeting a hands-on retail sales professional with substantial direct-to-retail experience in the FMCG or consumer products industry.

Candidates should have personally managed major retail accounts and be able to demonstrate their involvement in customer relationships, account growth, commercial negotiations, product launches, and strategic business development.

Experience in general B2B sales, distribution sales, or business development alone will not be sufficient. The successful candidate must understand how to sell directly to retailers, manage complex retail partnerships, and drive profitable growth within established retail channels.

This is a working leadership position that requires someone who can develop the overall sales strategy while remaining directly involved in managing customers, securing new business, and developing the sales organization.

Pay Details: $100,000.00 to $150,000.00 per year

Equal Opportunity Employer/Veterans/Disabled

Military connected talent encouraged to apply

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The Company will consider qualified applicants with arrest and conviction records in accordance with federal, state, and local laws and/or security clearance requirements, including, as applicable:

• The California Fair Chance Act

• Los Angeles City Fair Chance Ordinance

• Los Angeles County Fair Chance Ordinance for Employers

• San Francisco Fair Chance Ordinance

Massachusetts Candidates Only: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.