Director, Large Enterprise Sales

Albertsons Companies; New York (NY); Hybrid; USD 180,000 - 250,000; Full time

Job summary

Albertsons Companies seeks a seasoned Director of Key Accounts Sales to lead a high-value portfolio within The Collective. You will translate enterprise strategy into commercial execution, develop leadership within the team, and strengthen executive supplier partnerships across Sales, Account Management, Merchandising, Analytics and Finance.

You will drive revenue growth, manage forecasting, and build strategic partnerships with national brands and agencies, while leading negotiations and

Qualifications

• 10+ years of experience in Retail Media Networks, Advertising Sales, Media, CPG, Retail or related commercial roles.
• 5+ years of people leadership experience, including managing managers and high-performing sales teams.
• Proven experience leading large-scale commercial organizations and portfolios exceeding $100M in annual revenue.
• Demonstrated success building strategic partnerships with national brands, retailers, agencies, brokers and executive stakeholders.
• Proven track record leading JBP, Top-to-Top, QBR and annual negotiations for senior and C-suite audiences.
• Deep experience partnering cross-functionally with Merchandising, Marketing, Analytics, Operations, Product and Finance.
• Strong financial acumen across forecasting, revenue planning, portfolio management and investment strategy.
• Proven ability to lead through organizational transformation, ambiguity and rapid growth.
• Ability to develop leadership talent and influence senior stakeholders.

Responsibilities

• Lead and scale a complex, high-value Key Accounts organization.
• Translate enterprise strategy into commercial execution and coach sales talent.
• Maintain account-level forecasting, quotas, and pipeline health.
• Drive demand generation and account penetration strategies; monitor deals and metrics.
• Lead executive-level customer engagement through Joint Business Planning and quarterly reviews.
• Represent The Collective at industry events and priority client engagements.

Job description

Why choose us?

Are you ready to take the next step in your career? Join us for an exciting opportunity at Albertsons Companies, where innovation and customer service go hand-in-hand!

At Albertsons Companies, we are looking for someone who's not just seeking a job, but someone who wants to make an impact. In this role, you'll have the opportunity to lead, innovate, and contribute to the growth of a company that values great service and lasting customer relationships. This position offers the chance to work in a fast-paced, dynamic environment that's constantly evolving.

Main responsibilities

• Leverage your industry expertise to propel The Collective's agency and brand engagement and resulting sales, forward. This role is responsible for establishing new and ongoing relationships specific to agencies, their holding companies and the brands they serve - both CPG and non-endemic. This person will be exceptional at building agency partnerships, uncovering brand/media dollars and managing MSA negotiations.
• The position is 4 days a week in office and will be located in New York, NY.
• The Director, Key Accounts Sales provides the senior leadership capacity required to scale a complex, high-value Key Accounts organization. The role partners closely with the Senior Director, Key Accounts to translate enterprise strategy into commercial execution, lead and develop sales talent, strengthen executive supplier partnerships, and coordinate cross-functional priorities across Sales, Account Management, Merchandising, Analytics, Marketing, Product and Operations.
• Partner in lockstep with the Senior Director, Key Accounts on team strategy, operating model, organizational priorities and execution.
• Meet and exceed annual revenue targets by developing and advancing current and future-looking partnerships across strategic accounts.
• Lead, develop and coach Sales leaders and Client Partners to deliver strategic, data-driven plans and executive-level client engagement.
• Own account-level annual forecasting, book development, quota delegation and period-level forecasting with disciplined call variance management.
• Drive demand generation and account penetration strategies; establish operating cadences around deal slippage, response rates, win rates and pipeline health.
• Lead executive-level customer engagement, including Joint Business Planning, Top-to-Top meetings, QBRs, Lunch & Learns and annual negotiations.
• Serve as a senior escalation point for priority client and commercial issues and drive timely cross-functional resolution.
• Advocate for the Voice of the Customer across the organization to strengthen The Collective retail media offering and supplier value proposition.
• Develop senior partnerships with Merchandising and merchant leadership, supporting Category Captain relationships and Merch United execution.
• Coordinate complex initiatives across Sales, Account Management, Merchandising, Analytics, Marketing, Product, Operations and Finance.
• Provide execution leadership across priority strategic workstreams, including Upfront planning, Merchant Strategy and other enterprise initiatives assigned to Key Accounts.
• Build broker, agency and national supplier relationships that expand account penetration and unlock incremental investment.
• Attract, hire, coach and retain top advertising sales talent; strengthen succession planning and leadership capability.
• Represent The Collective at industry conferences, customer events and executive forums; travel for priority client engagements as needed.

We are looking for candidates who possess the following

• 10 plus years of experience in Retail Media Networks, Advertising Sales, Media, CPG, Retail or related commercial roles.
• 5 plus years of people leadership experience, including experience managing managers and high-performing sales organizations.
• Proven experience leading large-scale commercial organizations and complex portfolios exceeding $100M in annual revenue.
• Demonstrated success building strategic partnerships with national brands, retailers, agencies, brokers and executive stakeholders.
• Proven track record leading JBP, Top-to-Top, QBR and annual negotiation discussions for senior and C-suite audiences.
• Deep experience partnering cross-functionally with Merchandising, Marketing, Analytics, Operations, Product and Finance.
• Strong financial acumen across forecasting, revenue planning, portfolio management and investment strategy.
• Demonstrated ability to lead through organizational transformation, ambiguity and rapid growth.
• Proven ability to develop leadership talent and influence Director, Vice President and Executive stakeholders.

Preferred Experience

• Experience within a rapidly growing Retail Media Network.
• Experience supporting enterprise-scale national supplier partnerships and a nationalized go-to-market model.
• Experience leading Sales and Merchandising integration.
• Experience designing or evolving sales organizations and scalable operating models.