Director, Sales – Convenience, National Accounts

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🕒 May 24

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The J.M. Smucker Co.

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1897

🛒 Retail

Food & Beverage • Retail • Consumer Goods

The J. M. Smucker Co. is a leading manufacturer of a wide range of consumer products that are a part of everyday life for many families. Its extensive portfolio includes brands specializing in food products such as coffee, frozen handhelds, spreads, sweet baked snacks, and pet foods and snacks. The company's commitment to quality, innovation, and sustainability is evident in its operations and product offerings. The J. M. Smucker Co. aims to deliver products that consumers trust and enjoy, focusing on inclusivity, diversity, ethics, and community impact.

📋 Description

• Lead development and execution of national account strategies to deliver and exceed annual sales and profit targets • Expand customer base and unlock growth opportunities across national chains and strategic distributors • Build and sustain strong, long-term relationships with key customer stakeholders • Own annual and long-range (3–5 year) business planning and forecasting for the convenience channel • Translate data, insights, and market trends into actionable strategies that drive category and brand growth • Partner cross-functionally (Sales, Marketing, Finance, Revenue Growth Management (RGM), Category Management, Research & Development (R&D), and others) to align on priorities and execution • Lead Joint Business Planning, quarterly business reviews, and major customer engagements • Leverage data and analytics tools (e.g., Circana, CRM, business intelligence platforms) to identify risks, trends, and opportunities • Own financial and performance analysis, including pre- and post-program evaluation • Drive disciplined execution through scorecards, reporting, and continuous optimization • Lead, coach, and develop a team of National Account Managers, brokers, and support resources • Foster a culture of accountability, collaboration, and continuous growth • Strengthen broker partnerships to ensure alignment and execution at the customer level.

🎯 Requirements

• Bachelor’s degree (Business or related field preferred) • 5+ years of experience in the CPG industry, including the Convenience channel • 5+ years of experience leading direct and/or broker sales teams in a warehouse-delivered model • Demonstrated experience developing and executing national account or channel sales strategies, including Joint Business Planning (JBP), customer reviews, and growth initiatives • Strong understanding of Convenience supply chain operations, financial drivers, and customer dynamics, with the ability to translate data into actionable insights • Proven ability to drive the full sales process from strategic planning through execution and results delivery • Experience leading key industry programs and engagements (e.g., WAM/NCD programming, CDA/CDBX, NACS, Sweets & Snacks) • Advanced analytical capability, including use of sales data/tools to identify trends, risks, and opportunities (e.g., Circana, CRM, or similar platforms) • Strong financial acumen, including ability to interpret P&L and drive profitable growth • Demonstrated leadership experience, including coaching, developing, and inspiring high-performing teams • Excellent communication, negotiation, and presentation skills, including experience engaging senior and executive-level stakeholders • Proven ability to build and maintain strong cross-functional and external relationships (customers, brokers, internal partners) • Strong proficiency in Microsoft Office and ability to learn enterprise systems (e.g., CRM, analytics tools) • Ability to travel ~50% and reside near a major airport.

🏖️ Benefits

• Health insurance • Retirement plans • Paid time off • Flexible work arrangements • Professional development