Hybrid Director of Sales

at Acosta

• Job title: Director of Sales
• Job type: Full Time
• Experience level: Lead
• Salary: $105,000 - $120,000 per year
• Degree requirement: High School Diploma
• Location requirements: Hybrid, Chicago, United States

About the role

• Director of Sales overseeing a team to drive revenue growth and manage distributor relationships across natural and conventional brands at Acosta. Ensuring operational excellence and strategic customer engagement.

Responsibilities

• 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.

Requirements

• 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.

Benefits

• Flexible work arrangements
• Professional development opportunities
• Paid time off
• Health insurance