Director - P&G Military HQ

Acosta; Norfolk (VA); On-site; USD 120,000 - 200,000; Full time

Job summary

Acosta in Norfolk, VA is seeking a Director of Sales to shape channel strategy and drive sustainable growth through strong customer relationships and execution of category growth initiatives.

The role requires senior leadership, executional excellence, and a track record of achieving revenue targets across principal accounts, with approval by the Management Committee for appointment.

Qualifications

• Bachelor’s degree required; experience in sales leadership preferred.
• Proven ability to drive revenue and manage key accounts.
• Strong negotiation, communication, and presentation skills.

Responsibilities

• Achieve corporate revenue goals and drive targets within budgets.
• Build and maintain relationships with key decision-makers across accounts.
• Lead category management and in-store execution for principals.
• Develop customer business plans and align with principals’ priorities.
• Coach and guide business managers to improve account performance.

Skills

Sales leadership

Negotiation

Presentation skills

Interpersonal skills

Analytical ability

Education

Bachelor’s Degree

High School Diploma/GED

Tools

Software proficiency

Job description

The Director of Sales is a critical leader responsible for shaping channel strategy and driving sustainable growth through strong customer relationships and execution of category growth strategies. This role requires a high degree of leadership capability and executional excellence, with appointment to Director requiring Management Committee approval.

Responsibilities

• Achieve corporate revenue goals and drive and deliver corporate revenue targets within agreed timelines and budget constraints.
• Maximize sales fundamentals by ensuring principals’ volume, share, and sales fundamentals (merchandising, assortment, pricing, and shelving) are met for assigned customers at the lowest possible cost.
• Optimize selling costs, achieving goals while minimizing selling costs and maximizing company revenue through brokerage, commissions, bonuses, and contest earnings.
• Oversee expenditures and manage manufacturers’ expenditures at the customer level efficiently.
• Develop comprehensive customer business plans and communicate principals’ priorities to various managers and the retail selling organization to achieve in‑store presence and business objectives.
• Build and maintain superior business relationships with all customers, personally engaging with key decision‑makers.
• Serve as the main contact for customer‑specific issues, including category management, consumer shopping behavior, and promotion strategies.
• Manage trade‑marketing funds by developing systems that comply with company guidelines and policies, aiming to minimize sales‑related deductions.
• Coach and assist business managers in managing their accounts and enhancing their understanding of principal accounts.
• Leverage corporate capabilities, maintain exceptional relationships with principals, and represent the company on key issues while utilizing multi‑functional resources for business gain.
• Identify new opportunities by developing relationships with key manufacturers to uncover new business opportunities and increase principals’ business.
• Apply excellent analytical skills, including category management, to improve business results and stay updated on industry trends.
• Demonstrate leadership qualities consistent with the company’s culture, develop, and oversee the performance of assigned business managers.
• Take on special projects as requested, ensuring all physical requirements are met.

Qualifications

Education

• High School Diploma/GED
• Bachelor’s Degree

Work Experience

• Proven track record in a sales capacity with a food broker or major national company.
• Experience demonstrating sales skills with the ability to successfully manage and direct others.
• Prior experience working with CVS or in the drug channel preferred.

Knowledge, Skills and Abilities

• Proficient in a variety of software packages used to support the sales function.
• Strong interpersonal, organizational, presentation, negotiation, and sales skills.
• Ability to analyze sales and marketing information needed to make effective sales presentations.
• Valid driver’s license.
• Position requires driving on behalf of Acosta Sales & Marketing; any DUI/DWI conviction in the past 36 months will be an immediate disqualifier.

Acosta, and its subsidiaries, is an Equal Opportunity Employer.