Dole Packaged Foods is a purpose led organization that is a champion of accessible fruit nutrition and builds a brighter future for people through the goodness of fruit.

As the Director of Sales for Dole Packaged Foods, this position is accountable for the strategic effective management of our retail grocery business in the Eastern USA including, but not limited to ADUSA, Publix, HEB, Meijer, Wakefern, and other regional accounts in the Carolinas, Mid-Atlantic and New England areas.   People leader managing Sales Associate Director and Managers, ensures the development of strong mutually beneficial cross functional relationships throughout Dole Packaged Foods, but most importantly with our customers and brokers. Develops and executes customer-specific growth strategies while analyzing data to create fact-based strategic customer and category leadership that drives profitable sales growth. 

This role is home-office based in the Eastern USA and can be based in any of the following eligible locations: AR, FL, GA, IL, IN, KY, MA, ME, MI, NC, NJ, NY, OH, PA, RI, TN, TX, WI.

• Strategic Partnerships: Develop and maintain strategic partnerships with key customers above the buyer level to meet Dole's objectives for net sales, profitability, and market share, while aligning with customers’ financial metrics.
• Team Leadership: Provide clear direction, motivation, and support to the sales team to foster growth and success.
• Broker Collaboration: Build and manage deliverables and account priorities in partnership with brokers to maximize efficiency and alignment.
• Account Management: Oversee the creation of Account Plans and lead the strategic implementation of initiatives within the region. Partner with Sales Managers (SMs) to optimize promotional activity, ensuring a competitive advantage.
• Insights-Driven Strategy: Utilize market insights and analytics to identify gaps, develop targeted solutions, and create programs that meet customer and consumer needs, encompassing product, pricing, and promotional strategies.
• Performance Analysis: Analyze sales performance and P&L reports by category, broker, and account, and implement data-driven actions to achieve goals.
• Cross-Functional Collaboration: Serve as the voice of the customer within Dole by working closely with internal stakeholders (Brand Marketing, Sales Strategy, Sales Support, Revenue Growth Management, Operations, and Demand Planning).
• Customer Advocacy: Champion for customer needs to ensure appropriate organizational support for mutual objectives.
• Competitive Analysis: Maintain detailed understanding of competitors’ activities and their market impact, proactively addressing risks and opportunities.
• Additional Responsibilities: Perform other duties as assigned.

Experience, Knowledge, & Skills You Bring: 

• Sales Experience: 10+ years of experience in consumer packaged goods (CPG) sales, specifically selling to grocery retailers.
• Leadership Skills: Demonstrated success in team and people management, including developing strong leaders and fostering growth within teams.
• Customer Relationships: Established relationships above the buyer level with key customers and large accounts.
• Broker Collaboration: Proven history of working effectively with brokers.
• Category Expertise: Strong knowledge of syndicated data and category management principles.
• Technical Skills: Proficiency in Microsoft Office Suite; SAP experience is a plus.
• CPG Growth: Demonstrated history of driving growth in the CPG industry.

What You’ll Need to Succeed:

• Purpose-Driven Passion: Committed to a career with a meaningful purpose.
• Energetic Leadership: A history of motivating and growing strong teams.
• Customer Focus: Ability to achieve win-win outcomes for customers, brokers, and the organization.
• Implementation Expertise: Proven success in executing programs and initiatives within assigned responsibilities.
• Negotiation Skills: Expertise in customer negotiations and influencing decision-makers.
• Results-Oriented: Entrepreneurial mindset with a passion for achieving results and a bias for swift action.
• Strategic Thinking: Analytical and strategic thinker capable of making sound decisions and executing tactical plans.
• Effective Communication: Excellent verbal, written, and presentation skills.
• Collaborative Approach: Team-oriented and skilled at cross-functional collaboration.
• Independence: Self-motivated and capable of working independently.

Education & Certification:

• Bachelor’s degree in Business, Marketing, or related field
• MBA preferred

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 40 pounds and reach overhead. Ability to travel in an automobile and airplane.  Ability to navigate in an office environment and retail grocery store.

Travel Requirements:

• Up to 50% travel is expected

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

FOR APPLICANTS BASED IN NEW YORK:

Hiring Pay Scale: $190,000 to $220,000

Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.

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