Director Of Sales, Non-Commercial; East

Sunny Sky Products is a privately held, Houston-based producer of frozen, cold, hot, and enhancer beverage solutions for food service, hospitality, healthcare, education, military, and convenience, with manufacturing facilities across the United States and private-label, co-manufactured, and custom programs.

The Director of Sales, Non-Commercial leads the East region of the Non-Commercial channel and is accountable for its revenue, volume, and profitability. The role leads, coaches, and develops a team of Regional Sales Managers while personally owning the East’s GPO and Managed Service Partner relationships at the corporate and regional level. As a top growth engine in our plan to double the business by 2031, the charge is to scale beyond healthcare: stand up Education, grow Business & Industry and Lodging & Entertainment, and build Aramark, Compass, and Sodexo into meaningful partnerships.

The successful candidate is a player-coach who wins at the contract level and converts those agreements into operator-level placements and pull-through.

Below outlines the segments and related activities.

Acute care, health systems, senior living, long-term care

Defend and grow our strongest base; recover at-risk accounts at the corporate level

Corporate dining, workplace refreshment, office and manufacturing campuses

Expand through contract feeders and self-operated corporate accounts

K-12 school districts, College & University

Build the segment from the ground up through MSP, GPO, and district wins

Hotels and resorts, arenas, casinos, stadiums, convention centers, recreation venues

Build the segment across self-operated and contract-managed venues

Premier, Vizient

Secure and expand contract positions; drive member adoption, compliance, and renewals

Foodbuy / Compass Group, Sodexo, Aramark

Build multi-level relationships; win program and menu placement across sectors

Avendra

Win and grow hotel, resort, casinos and venue portfolios

Health systems, districts, universities, venues; broadline partners

Convert contract access into placements, equipment installs, stocking, and volume

• Own and grow the East region across all four segments, with direct accountability for revenue, volume, and margin targets.
• Build and execute the regional sales plan with the Executive Director: segment priorities, target accounts, and territory coverage.
• Lead the stand-up of Education and build-out of Lodging & Entertainment through first contract wins.
• Represent the channel in planning with Marketing, R&D, Operations, Finance, Equipment, and Sales Support.

• Own relationships with Premier, Vizient, Foodbuy/Compass, Sodexo, Aramark, and Avendra with an engage, embed, expand plan.
• Lead bids, RFPs, renewals, and pricing negotiations that protect margin; coordinate rebates and fees with Finance.
• Drive contract compliance and unit adoption, and lead quarterly business reviews against a shared scorecard.

• Lead, coach, and develop Regional Sales Managers; own hiring, onboarding, performance management, and succession.
• Set territories, quotas, and account assignments; run weekly one-on-ones, pipeline reviews, deal coaching, and ride-alongs.

• Own the regional forecast to support S&OP; enforce Salesforce discipline and report results in Power BI.
• Monitor at-risk accounts and lead recovery plans; manage the regional expense budget, including travel, samples, and trade spend.
• Personally…