DIRECTOR OF SALES, DISTRIBUTION

Position Overview

The Director of Sales, Distribution leads Sunny Sky Products in the Broadline channel, directing a team of four Regional Sales Managers calling on national and regional distributors. This position owns the partnership strategy for the channel, along with key corporate relationships, program development, and commercial agreements. A strong distribution background is critical to success in this role and central to the value this leader delivers to Sunny Sky Products and its partners.

Key Responsibilities

• Lead the corporate relationships with broadline distributors and redistributors, including US Foods, Performance Food Group, Gordon Food Service, Sysco, Dot Foods, Ben E Keith, Shamrock, and Vitco.
• Serve as the senior voice in these partnerships, leading top-to-top reviews and quarterly joint business planning with each major partner.
• Set the growth strategy for the Distribution business, prioritizing partner investments and defining a clear plan to win with each.
• Grow the business by winning new operators, expanding items and brands across the network, and opening emerging channels, securing gains through assortment, stocking authorizations, and new item setup.
• Lead, coach, and develop the Regional Sales Manager team through a consistent operating rhythm of one-on-ones, pipeline reviews, and account planning; partner with Human Resources on talent development and succession.
• Deliver the team’s aggregate budget with year-over-year growth, protect and expand existing business, and forecast accurately by brand, product line, and partner.
• Negotiate commercial terms at each distributor in partnership with Finance, including deviated pricing, allowances, marketing funds, service fees, and program agreements, and lead RFP and bid responses that win business and protect margin.
• Collaborate with Operations and Supply Chain to deliver excellent service levels, order management, and fulfillment for our partners.
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