Senior Director, Wholesale/Broker

Peet's Coffee; Emeryville (CA); On-site; USD 230,000 - 250,000; Full time

Job summary

Peet’s Coffee is seeking a Senior Director of Wholesale/Broker to lead commercial strategy across wholesale, distributor, military, and broker channels. The role oversees a $500 million+ business, guiding 26 direct retail customers, 6 distributors, and 4 broker partnerships with a focus on profitability and growth.

Reporting to the SVP of Sales, you will shape enterprise priorities, develop teams, and partner with Finance, Revenue Management, and Supply Chain to drive sustainable results.

Qualifications

• Bachelor’s degree in Business, Economics, Marketing, Data Analytics, or a related field is required.
• MBA is a plus but not required and may be preferred.
• Demonstrated success leading large, complex consumer-packaged goods (CPG) businesses.
• Experience managing customers, distributors, brokers, and cross-functional stakeholders to drive profitable growth.
• Strong analytical, negotiation, and decision-making capabilities; proficient in Excel and BI tools.

Responsibilities

• Lead and develop a high-performing team of six direct reports and drive inclusion, accountability, collaboration, and growth.
• Develop and implement enterprise-wide commercial strategies across wholesale, distributor, military, and broker channels.
• Build and sustain strategic customer relationships and negotiate effectively to support revenue, profitability, and distribution goals.
• Provide strategic leadership across broker partnerships and direct retail customers to align with company priorities.
• Manage a business generating approximately $500 million in annual net sales and ensure achievement of revenue and market-share objectives.
• Collaborate with Revenue Management, Finance, Category Management, and Supply Chain to maximize profitability and performance.

Skills

Excel

Power BI

Executive communication

Strategic leadership

Cross-functional collaboration

Education

Bachelor’s degree in Business, Economics, Marketing, Data Analytics, or related field

MBA (preferred)

Tools

Circana

SPINS data

Job description

Our purpose at Peet’s Coffee is the pursuit of better,better coffee, for people and the planet. Our ambition is to become the chosen brand for coffee lovers around the world, and we know earning that place means an uncompromising focus on quality, craft, and authenticity.

As part of Keurig Dr Pepper andJDE Peet’s, the world’s leading pureplay coffee company, Peet’s is growing as a global coffee brand anchored by a clear set of values that reflect who we are today and where we’re going.We Dare to Amaze, Own It, Make It Simple, and WinTogetherchallenging ourselves every day to do better than the day before.

We’velearned that the secret to great coffee is the people who make it, and we apply the same care in selecting and preparing our teams as we do when crafting the perfect cup.

The Senior Director, Wholesale/Broker is a critical commercial leadership role responsible for driving profitable growth and advancing enterprise-wide sales strategies across a diverse portfolio of wholesale, distributor, military, and broker-supported businesses. This leader oversees a business generating approximately $500 million in annual net sales across the company’s coffee portfolio, including Peet’s, Keurig, Stumptown, Caribou, Intelligentsia, Green Mountain, and The Original Donut Shop brands.

The role leads commercial strategy and execution across a network of 26 direct retail customers, 6 distributor partners, and 4 strategic broker partnerships. The broker partnerships provide coverage and support for regional customers across the broader Coffee Co organization, making this position a key connector between customer-facing teams and enterprise commercial priorities.

Reporting to the SVP of Sales, the Senior Director leads a team of six direct reports and is accountable for developing and executing growth strategies that strengthen customer relationships, optimize portfolio performance, expand distribution, improve profitability, and drive sustainable long-term growth. This leader partners closely with Sales, Category Management, Revenue Management, Sales Planning, Supply Chain, Marketing, and Finance to ensure alignment against enterprise growth objectives and commercial priorities.

Success in this role requires exceptional commercial leadership, strategic thinking, financial acumen, and the ability to translate enterprise priorities into actionable customer and channel strategies. The ideal candidate is a collaborative, results-oriented leader who can effectively balance customer, consumer, and business needs while influencing stakeholders across multiple functions and levels of the organization.

Responsibilities

• Lead, develop, and inspire a high-performing team of six direct reports while fostering a culture of inclusion, accountability, collaboration, and continuous growth. Establish clear expectations, monitor performance, and provide ongoing coaching and development.
• Conduct regular performance and development discussions, identifying opportunities for capability building, succession planning, and organizational effectiveness.
• Develop and execute commercial strategies that support both immediate business objectives and broader enterprise growth priorities across multiple channels and customer segments.
• Build and sustain strong customer relationships through strategic account leadership, effective negotiation, and collaborative business planning.
• Establish a clear vision and strategic roadmap for the business, aligning teams around priorities and driving execution against short- and long-term objectives.
• Lead a business generating approximately $500 million in annual net sales across multiple coffee brands, ensuring achievement of revenue, profit, distribution, and market share objectives.
• Provide strategic leadership across 26 direct retail customers, 6 distributor partners, and 4 broker organizations, ensuring alignment with company goals and customer-specific growth plans.
• Oversee broker partnerships supporting regional customers across the broader Coffee Co organization, ensuring effective execution, clear accountability, and consistent delivery against commercial priorities.
• Deliver profitable growth, customer retention, and an optimal portfolio mix across customers, distributors, wholesalers, and broker-supported accounts.
• Develop strong relationships with internal and external stakeholders while ensuring alignment with broker agreements, commercial strategies, performance expectations, and KPIs.
• Achieve sales and profitability goals through regular evaluation of distributor, wholesaler, broker, and customer performance; identification of new business opportunities; and optimization of sales and service levels.
• Manage broker partners effectively by establishing performance metrics, conducting regular business reviews, setting priorities, and measuring execution against agreed-upon plans.
• Partner across customer teams to identify opportunities to improve distribution, pricing, promotion, assortment, and merchandising while maintaining consistency with broader commercial strategies.
• Collaborate closely with Revenue Management, Finance, Category Management, and Supply Chain teams to maximize customer profitability and improve business performance.
• Use data, analytics, and marketplace insights to identify opportunities, influence decision-making, and drive measurable business results.
• Balance customer, consumer, and business needs while demonstrating financial discipline and a strong understanding of P&L drivers and performance.
• Serve as a key commercial leader within the organization, helping shape strategic decisions and providing thought leadership on growth opportunities, channel trends, and customer strategies.

Qualifications

• Bachelor’s degree in Business, Economics, Marketing, Data Analytics, or a related field required. MBA preferred but not required.
• 10+ years of progressive experience in CPG Sales, Customer Leadership, Sales Planning, Revenue Management, or a related commercial function.
• Demonstrated success leading large, complex businesses and developing high-performing teams in a matrixed environment.
• Proven experience managing customers, distributors, brokers, and cross-functional stakeholders to deliver profitable growth.
• Strong customer management, vendor management, negotiation, analytical, and decision-making capabilities.
• Excellent executive communication and presentation skills, with the ability to influence cross-functional teams and senior stakeholders.
• Strong proficiency in Excel and Power BI, with experience using Circana and SPINS data.
• Proven ability to translate complex data and business performance into clear, compelling insights and actionable recommendations.
• Strong financial acumen, including experience managing large-scale P&Ls and understanding the financial implications of commercial decisions.
• Demonstrated ability to develop and execute enterprise-level commercial strategies while delivering strong operational execution.
• Self-starter with strong judgment, ownership, and the ability to operate effectively in a fast-paced and evolving environment.
• Ability to travel approximately 20% to support key customer, broker, distributor, and team meetings.

This description outlines the role’s essential functions but may evolve with business needs.

The target annual base salary range for this position is $230,000.00 - $250,000.00. The actual base salary offered will depend on a variety of factors, including the applicant’s qualifications, years of relevant experience, specific and unique skills, level of education, certifications or licenses, other legitimate non-discriminatory business factors, and the geographic location of the role. In addition to base pay, individuals in this position may also be eligible to earn bonuses.

Additional Information

At Peet’s, we believe in creating an inclusive workplace where everyone feels welcome. We are proud to be an Equal Opportunity Employer. We welcome qualified applicants of all backgrounds and do not discriminate based on race, color, creed, religion, gender, age, marital status, national origin, sexual orientation, gender identity, citizenship status, disability, genetic information, uniform service, veteran status, or any other category protected under federal, state, or local laws. Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state, and local ordinances.

Peet’s is also committed to providing reasonable accommodation to job applicants with disabilities throughout the hiring process. If you need assistance or accommodation, please contact [e-mail].