Director, Retail Sales

Fairlife; Chicago (IL); On-site; USD 155,000 - 175,000; Full time

Benefits offered by this job

Medical, dental, vision coverage

Paid time off

Parental leave

401(k) matching

Tuition reimbursement

Wellness reimbursement

Employee assistance program

Product discounts

Job summary

fairlife, LLC is a Chicago-based nutrition company delivering lactose-free, real dairy products and post-workout nutrition shakes. The Director, Retail Sales leads growth with U.S.

club customers, develops Joint Business Plans, and collaborates with cross-functional teams to execute customer strategies for profitability. The role requires strategic thinking, strong negotiation and relationship skills, and the ability to manage forecasts, budgets, and revenue growth initiatives across multiple

Qualifications

• Bachelor’s degree in Business Administration, Sales, Marketing, Finance, or related field required; MBA preferred.
• Minimum of 8 years of progressive experience in Sales, Account Management, Customer Development, National Accounts, or Retail Sales within the CPG, food and beverage, or consumer products industry. Experience with Club channel preferred
• Strong knowledge of CPG sales strategy, customer development, category management, trade promotion management, and revenue growth management.
• Demonstrated strong analytical capabilities with the ability to develop and manage dynamic forecasts that support sound business decision-making.
• Demonstrated success delivering sales growth objectives.
• Strong strategic planning, negotiation, and relationship-building skills.
• Excellent written, verbal, presentation, and communication skills.
• Strong financial and business acumen, including budget management, forecasting, trade spend optimization, and P&L accountability.

Responsibilities

• Act as the primary fairlife sales contact and SME for select U.S. club customers, driving growth and strengthening customer relationships.
• Lead annual customer planning by partnering with internal and system stakeholders to develop and execute Joint Business Plans (JBPs), promotional strategies, assortment optimization initiatives, forecasts and customer negotiations, as applicable.
• Lead customer forecasting for assigned accounts, providing routine performance analyses, updates and actionable insights to key stakeholders.
• Identify opportunities through market trends, syndicated data, shopper insights, and category analysis.
• Develop and maintain strong executive-level relationships with key customers and business partners.
• Oversee key account sales budget to support business objectives while ensuring fiscal responsibility.

Skills

CPG sales strategy

Customer development

Category management

Trade promotion management

Revenue growth management

Forecasting

Negotiation

Relationship-building

Financial acumen

P&L accountability

Education

Bachelor’s degree in Business Administration/Sales/Marketing/Finance or related field

MBA preferred

Job description

fairlife, LLC is a Chicago-based nutrition company that creates great-tasting, nutrition-rich and dairy products to nourish consumers.

With over $3B in annual retail sales, fairlife’s portfolio of delicious, lactose-free, real dairy products includes: fairlife® ultra-filtered milk; Core Power® High Protein Shakes, a sports nutrition drink to support post-workout recovery; fairlife® nutrition plan™, a nutrition shake to support the journey to better health.

A wholly owned subsidiary of The Coca-Cola company, fairlife, LLC has been recognized by both Fast Company and Nielsen for its industry leading innovation.

To learn more about fairlife and its complete line of products, please visit fairlife.com.

job purpose

The Director, Retail Sales is responsible for driving sales growth with select U.S. Club customers. In this role, the Director develops and executes strategic sales and customer business plans that support growth objectives and overall business performance. Key responsibilities include day-to-day customer management, managing forecasts and budgets, and identifying growth opportunities through data, insights, and market trends. Working closely with internal teams and customer partners, the Director delivers strong business results while fostering long-term relationships that contribute to the success of both fairlife and its customers.

In this highly collaborative role, the Director will build strategic relationships with select Club retailers, Coca-Cola North America Customer Teams, and Acosta Sales Teams to drive growth across the fairlife portfolio. By working cross-functionally with Marketing, Finance, Insights, Supply Chain, and Commercial teams, the Director will ensure seamless execution of customer strategies, identify new opportunities for growth, and deliver strong, profitable business results.

responsibilities

• Act as the primary fairlife sales contact and subject matter expert (SME) for select U.S. club customers, driving growth and strengthening customer relationships.
• Lead annual customer planning by partnering with internal and system stakeholders to develop and execute Joint Business Plans (JBPs), promotional strategies, assortment optimization initiatives, forecasts and customer negotiations, as applicable.
• Lead customer forecasting for assigned accounts, providing routine performance analyses, updates and actionable insights to key stakeholders.
• Identify opportunities through market trends, syndicated data, shopper insights, and category analysis.
• Develop and maintain strong executive-level relationships with key customers and business partners.
• Oversee key account sales budget to support business objectives while ensuring fiscal responsibility.

skills/qualifications required

• Bachelor’s degree in Business Administration, Sales, Marketing, Finance, or related field required; MBA preferred.
• Minimum of 8 years of progressive experience in Sales, Account Management, Customer Development, National Accounts, or Retail Sales within the CPG, food and beverage, or consumer products industry. Experience with Club channel preferred
• Strong knowledge of CPG sales strategy, customer development, category management, trade promotion management, and revenue growth management.
• Demonstrated strong analytical capabilities with the ability to develop and manage dynamic forecasts that support sound business decision-making.
• Demonstrated success delivering sales growth objectives.
• Strong strategic planning, negotiation, and relationship-building skills.
• Excellent written, verbal, presentation, and communication skills.
• Strong financial and business acumen, including budget management, forecasting, trade spend optimization, and P&L accountability.

how fairlife nourishes you

At fairlife, we believe in better — and that includes how we support our people. We offer a comprehensive suite of benefits and wellbeing resources designed to support you physically, emotionally, socially, and financially, both in and out of work.

• Comprehensive medical, dental, and vision coverage, effective day one!
• Supplemental health plans (hospital indemnity, accident, and critical illness insurance)
• Paid Time Off to recharge and support work-life balance
• Paid parental leave & adoption assistance (up to $10,000)
• Parental support & family care benefits, including childcare resources and lactation support
• 401(k) to support retirement planning with up to 9% in employer match
• Wellness reimbursement (up to $500 for qualified wellbeing expenses)
• Employee Assistance Program (EAP) for emotional wellbeing and work-life support
• Company-paid life insurance and short-term disability
• Employer HSA funding (for HDHP participants)
• Tuition reimbursement (up to $10,000) and student loan repayment ($200/month)
• Learning & development programs to unlock your full potential
• Rewards & recognition, matching gifts, free product, and Business Resource Groups
• Our manufacturing facilities are climate-controlled and a pristine work environment

fairlife’s nour!sh program is designed to meet you where you are — supporting your individual wellbeing journey while enabling you to do your best work every day.

location

Chicago, IL; Seattle, WA; Boston, MA

reports to

Head of Club, Drug, Value and Walmart

travel requirements

30-50%

exempt/nonexempt

Exempt

*Base pay offered may vary depending on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and/or other benefits, dependent on the position, is offered.

Base pay range

$155,000 — $175,000 USD

fairlife, LLC is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. All qualified applicants and employees will be given equal opportunity. Selection decisions are based on job-related factors.

In addition to its nondiscrimination commitment, the Company will also provide reasonable accommodation of qualified individuals with known disabilities unless doing so would impose an undue hardship on the Company. If you have a disability and would like to request accommodation in order to apply for a position with us, please email [e-mail].

For Recruitment Agencies

At fairlife, we manage the majority of our hiring internally through our dedicated Talent Acquisition team, which is actively engaged in direct candidate sourcing. Most of our roles are filled through applications submitted via our careers site or through direct outreach by our team.

As our recruitment is primarily handled in-house, we work only occasionally with external agencies, and only those on our existing, pre-approved vendor list. At this time, we are not reviewing or expanding that list.

Unsolicited resumes or submissions from external agencies not authorized by our Talent Acquisition team will be considered direct candidate applications. As such, fairlife will not assume responsibility for any placement fees associated with these submissions.