Sr. Director of Sales- National Accounts (Beverage

Job Summary

Own the strategy, growth, and profitability of RTC's national accounts sales organization within the beverage division. Provide senior leadership to the assigned Sales/National Accounts team translating divisional and corporate strategy into actionable growth plans. Serve as RTC's senior-most relationship owner for the company's largest and most strategic national clients, and as a key member of the Ready leadership team shaping long-term sales strategy, organizational capability, and investment priorities.

Senior Leadership & Organizational Development

• Lead, mentor, and develop the National Director of Sales and other sales leaders on the national accounts team; build organizational bench strength and multi-year succession plans.
• Set the overall vision, goals, and performance standards for the national accounts sales organization, cascading them through subordinate directors and managers.
• Partner with Human Resources and Ready leadership on organizational design, senior sales talent recruitment, and compensation structure for the division.
• Own performance management and development planning for direct reports, and provide oversight of the broader team's growth and capability building.

Strategic Planning & Business Growth

• Own the multi-year growth strategy and annual operating plan for the national accounts business, aligned with Ready division and RTC corporate goals.
• Identify, evaluate, and pursue new national account opportunities, including expansion into adjacent categories, channels, and markets.
• Serve on the Ready division's leadership team, contributing to divisional strategy, investment priorities, and evaluation of growth opportunities including potential acquisitions or partnerships.
• Lead the negotiation and final approval of enterprise-level, multi-year agreements and strategic contracts with top-tier national clients.

Financial & P&L Ownership

• Own full P&L accountability for the national accounts business, including revenue, margin, and expense performance against plan.
• Set enterprise-wide pricing strategy and approval thresholds; ensure pricing architecture supports margin and competitive objectives across all assigned accounts.
• Present sales performance, forecasts, and strategic plans to the Senior Vice President and other senior executive leadership.

Executive Client Relationships

• Serve as RTC's senior-most sales relationship owner for the company's largest and most strategic national clients, engaging at the VP/C-suite level.
• Represent RTC in high-level industry events, executive business reviews, and strategic partnership discussions.
• Personally lead or oversee negotiations for the most complex, highest-value client agreements, stepping in to support the National Director of Sales as needed.

Cross-Functional & Enterprise Leadership

• Partner with Legal, Finance, Supply Chain, and Product Management leadership to shape enterprise policies, product roadmap, and supply strategy affecting national accounts.
• Work closely with Product Management to develop and evolve products that meet the changing needs of the markets served.
• Champion investment in sales technology, CRM, and analytics capabilities to scale the national accounts organization.
• Represent the sales organization in enterprise-wide strategic initiatives and cross-divisional projects.
• Monitor market, competitive, and industry trends at a strategic level, and translate insights into action for the Ready/Beverage leadership team.

Requirements

Education

• Bachelor's degree in business, sales, marketing, or a related field required; MBA strongly preferred.

Experience

• 12–15+ years of progressive sales leadership experience preferred in the beverage industry, including significant experience managing national or enterprise-level accounts.
• Demonstrated success building, scaling, and leading multi-layered sales organizations through subordinate directors or managers.
• P&L ownership experience, including accountability for revenue, margin, and expense targets.
• Experience negotiating and structuring complex, enterprise-level contracts and multi-year agreements.
• Retail, POP/ beverage merchandising, or related industry…