Director of Sales, Retail, Grocery, Foodservice & Cold Chain

Director of Sales, Retail, Grocery, Food service & Cold Chain

The Director of Sales, Retail, Grocery, Food service & Cold Chain is accountable for profitable growth and competitive market position across Rehrig Pacific’s Retail, Grocery, Food service, and Cold Chain sectors. The role sets a 3–4 year vertical strategy, executed through a 2-year rolling plan, owning account acquisition, revenue growth, revenue retention, and customer experience.

• Build a high-performing sales team aligned to the vertical strategy, and partner with Human Capital on hiring, development, retention, and succession.
• Hold sales managers accountable for delivering the multi-year strategy through the Rehrig Accountable Management System.
• Establish the solution-selling methodology and standards the team sells within — consistent needs assessments, total-cost-of-ownership modeling, and value-based positioning.

• Define and lead a 3–4 year vertical strategy, executed through a 2-year rolling plan, to achieve aggressive growth and market-share objectives, owning that strategy within the enterprise commercial strategy set by the VP of Sales.
• Prioritize and win growth across Retail, Grocery, Food service, and Cold Chain through tailored go-to-market strategies that expand pooled‑container share and market leadership.
• Grow national and enterprise revenue through long‑term, solutions‑based partnerships with key retailers, distributors, and food service operators; for accounts that span multiple verticals or business units (e.g., a national grocer that also buys beverage), lead where the majority of account revenue sits and support elsewhere, coordinated through the VP of Sales.
• Set tactical goals and own forecast accuracy and pipeline discipline within the systems and processes maintained by Sales Operations.
• Partner with Operations, Customer Service, Marketing, and New Product Development to advance customer outcomes, shaping and executing go-to-market within the vertical, aligned to the enterprise go-to-market strategy owned by Marketing.

Customer & Partner Focus

• Partner with Operations and Customer Service to ensure superior customer experience through proactive account planning and issue resolution.
• Maintain deep expertise in the distribution‑facing Retail, Grocery, Food service, and Cold Chain market — cold‑chain compliance (FSMA, HACCP), DSD‑vs‑warehouse economics, pooled‑container models, DC automation fit, and retailer EPR mandates — to guide channel‑specific selling and shape strategy.

Knowledge, Skills, and Experience

• Bachelor’s degree or equivalent experience.
• 10+ years of progressive sales experience with a proven track record of driving significant revenue growth across small, medium, and large enterprise accounts.
• Demonstrated experience developing and executing a multi‑year sales strategy that achieves aggressive growth targets.
• Experience selling into Retail, Grocery, Food service, or Cold Chain distribution environments, with demonstrated knowledge of channel economics, cold‑chain logistics, pooled‑container systems, or DSD distribution models.
• Experience with CRM systems and sales operations processes (Salesforce experience is a plus).
• Exceptional leadership skills with the ability to manage and motivate a geographically dispersed sales team.
• Strong communication, interpersonal, and relationship‑building skills.
• Strong analytical and critical thinking skills with the ability to make data‑driven decisions.
• Minimum 40% travel, which may include air travel.

Rehrig Pacific Company is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See alsohere.