Senior CPG Sales Leader: Grocery, Drug & Mass

INCPG; Chicago (IL); On-site; USD 150,000 - 190,000; Full time

Job summary

Axcel Recruiting Incorporated is seeking a Director of Grocery, Drug, & Mass to drive revenue growth across Grocery, Drug, and Mass channels for its brands. The leader will manage five direct reports and oversee forecasting, trade management, and joint business planning with top retailers.

The role requires a strong track record in CPG sales leadership, strategic thinking, and ability to collaborate with Marketing, Finance, and Supply Chain to meet sales objectives.

Qualifications

• Bachelor’s degree; MBA or equivalent advanced degree preferred.
• Minimum of 10 years of progressive sales experience in the CPG industry.
• Demonstrated success in managing large retail accounts, such as Kroger, with a focus on driving profitable growth.

Responsibilities

• Develop and execute the sales strategy across Grocery, Mass, and Drug channels for all brands.
• Lead, mentor, and manage a team of five direct reports, setting objectives and ensuring accountability.
• Oversee the channel’s P&L, driving profitable growth and achieving sales targets.
• Develop and manage sales forecasts to support demand planning and production.
• Lead joint business planning processes and Top-to-Top meetings with key customers.
• Collaborate cross-functionally to align volume and financial projections.
• Optimize trade spending to maximize ROI and ensure adherence to trade policies.
• Partner with Finance to deliver budgeted margins while improving trade effectiveness.
• Guide contract negotiations, including pricing and promotional agreements.

Skills

Sales leadership

Strategic thinking

Negotiation

Cross-functional collaboration

Executive presence

Budget management

Education

Bachelor’s degree

MBA or advanced degree preferred

Job description

Axcel Recruiting Incorporated is seeking a Director of Grocery, Drug, & Mass to drive revenue growth across Grocery, Drug, and Mass channels for its brands. The leader will manage five direct reports and oversee forecasting, trade management, and joint business planning with top retailers.

The role requires a strong track record in CPG sales leadership, strategic thinking, and ability to collaborate with Marketing, Finance, and Supply Chain to meet sales objectives.