Director of Sales

Director of Sales, Central Region is a critical leadership role responsible for driving revenue growth, strengthening distributor and retailer relationships, and elevating execution across a broad portfolio of Natural and Conventional brands. As a key contributor to the organization, this leader will oversee a team of eight seasoned Business Managers, ensuring strong business planning, operational excellence, and strategic customer engagement across the Central Region.

• Deliver corporate revenue goals within established budgets and timelines.
• Oversee sales execution across 120+ brands, ensuring volume, share, and sales fundamentals (Merchandising, Assortment, Pricing, Shelving) are consistently met.
• Develop and implement robust regional business plans that align with principal priorities and drive in‑store presence.

• Serve as the primary strategic contact for key distributor partners, including UNFI and KeHE, ensuring seamless communication, accurate forecasting, and mutual business growth.
• Build and sustain strong relationships with Natural and Conventional retailers throughout the Central Region.
• Act as the point of contact for customer‑specific needs, including category insights, shopper behavior, and promotional strategy.

• Lead, coach, and mentor a team of 8 Business Managers, fostering accountability, business acumen, and high performance.
• Support Business Managers in managing their accounts, advancing their understanding of principal priorities, and strengthening customer engagement.
• Model strong leadership aligned with company culture and expectations.

• Optimize selling costs while maximizing revenue through brokerage, commissions, bonuses, and incentives.
• Oversee manufacturer and customer‑level expenditures responsibly.
• Develop effective processes to manage trade and marketing funds in accordance with company policies, minimizing deductions.
• Apply strong analytical skills—particularly around category management and business planning—to identify opportunities, improve performance, and drive profitable growth.

• Represent the organization with key manufacturers to uncover new opportunities and expand existing business.
• Leverage cross‑functional corporate resources to strengthen client relationships and secure incremental wins.
• Stay current on industry trends, Natural channel dynamics, and competitive shifts to guide strategy.

• Participate in assigned initiatives and special projects as needed to support broader organizational priorities.

• High School Diploma or GED required
• Bachelor’s Degree preferred

• Proven track record in a sales leadership capacity within the CPG industry, a food broker, or a national sales organization.
• Experience leading tenured sales or business manager teams.
• Required experience working with major distributors such as UNFI or KeHE.

• Strong business planning capability with acute attention to detail and the ability to multitask in a complex, high‑volume environment.
• Excellent interpersonal, organizational, presentation, negotiation, and sales skills.
• Ability to analyze sales and marketing data to build effective selling stories and business cases.
• Proficiency in systems and tools that support sales reporting and forecasting. Valid driver’s license.
• No DUI/DWI convictions within the past 36 months (required for roles that drive on behalf of the company).

• Ability to travel within the Central Region.
• Ability to see, hear, and perform essential functions required for customer engagement and field work.

Acosta is a part of Acosta Group – a collective of the industry’s most trusted retail, marketing and food service agencies reimagining the way people connect with brands at every point in their shopping journey. Specializing in retail sales services, digital strategy, and business intelligence, Acosta empowers brands to thrive in the world of omnichannel shopping. Our sales and digital teams build lasting relationships, ensuring…