Director of Sales - C-Store/White Space

About the Role

The Director of Sales, C-Store/White Space, will play a pivotal role in the evolution of Tropicale, driving increased sales volume for strategic accounts throughout the region. This position will serve as Tropicale's strategic leader and primary relationship owner for the company's many customers, functioning as the driving force behind sales growth, customer partnership, and business development.

The Director will develop and execute comprehensive sales strategies that align with both Tropicale's growth objectives and retailer business priorities. This individual will lead tactical execution of volume growth initiatives, new item introductions, and expanded distribution opportunities while managing broker relationships and translating retailer needs into actionable, mutually beneficial business plans.

The Director will partner cross-functionally with Marketing, Sales, Finance, and Operations teams to create innovative support solutions, co-develop strategic marketing and promotional platforms, and leverage data analytics to inform product assortment, placement, and promotional strategies. They will pioneer new approaches to build retailer relationships, cultivate strong partnerships with key stakeholders, and provide exceptional sales support while acting as the voice of the customer internally.

The Director will embody and champion Tropicale's commitment to quality people, product, and culture while contributing to the development of a sustainable, winning sales organization. This individual will foster an effective, efficient, and collaborative team environment and demonstrate the entrepreneurial spirit necessary to drive transformational change.

Responsibilities

• Sales Leadership
  • Exceed volume, profit, and market share targets for Tropicale's products across the Southeast region.
  • Cultivate and strengthen executive-level relationships at retailers to position Tropicale as a strategic partner of choice.
  • Drive a high-performance approach that encourages calculated risk-taking, establishes rigorous performance standards, and pursues ambitious growth objectives.
  • Own the P&L for these accounts, balancing immediate sales execution with long-term strategic planning to achieve net sales and EBITDA commitments.
  • Set the cadence for account engagement and business reviews, establishing clear performance metrics and holding internal cross-functional partners and external broker resources accountable to delivering results that align with both Tropicale's objectives and the retailers' annual planning priorities.
• Broker Management
  • Manage and elevate broker partnerships to drive customer growth and maximize Tropicale's presence at the retailers.
  • Direct broker strategy and execution to achieve distribution gains, increase velocity, and capture new placement opportunities.
  • Deliver comprehensive category performance insights and sales trend analysis, equipping broker partners with the data and strategic direction needed to win with buyers.
  • Establish clear expectations, maintain rigorous accountability standards, and foster collaborative problem-solving to ensure Tropicale receives best-in-class representation and that broker resources are fully aligned with company growth priorities.
• Strategy & Execution
  • Build and execute collaborative sales plans with clear deliverables and performance accountability to ensure program success.
  • Design, implement, and assess promotional initiatives while strategically deploying trade funds and merchandising investments to maximize ROI.
  • Maintain promotional calendars aligned with corporate guidelines while adapting plans based on emerging opportunities.
  • Integrate input from retail partners and internal stakeholders to create comprehensive growth roadmaps.
  • Monitor market dynamics, consumer trends, and shopper behavior to translate insights into actionable tactics that keep Tropicale ahead of competitive shifts.
  • Establish product assortment and pricing frameworks while developing customer acquisition and retention approaches.
  • Track volume drivers, business metrics, and cost structures to make informed P&L decisions and to recommend strategic improvements based on data-driven findings.

Requirements

• Four-year undergraduate degree in Business Administration, Marketing, or related field.
• Strong existing relationships with Southeast retailers, with proven ability to leverage these connections for business growth.
• Proven experience managing and optimizing broker relationships to drive distribution gains, increase velocity, and maximize sales performance.
• Demonstrated ability to identify both short- and long-range growth opportunities based on in-depth understanding of both company and customer(s) strategies.
• Data-driven decision maker with advanced analytical skills and proficiency in translating syndicated data, POS reporting, and market intelligence into winning strategies.
• P&L accountability mindset with expertise in driving net sales and EBITDA performance through disciplined budget management and ROI-focused decision making.
• Experience developing successful new business-building ideas based on total understanding of the customer’s business drivers and go-to-market strategies.
• Relentless achiever who brings competitive fire, accountability, and a proven track record of winning in the marketplace.
• Entrepreneurial leader who brings energy, urgency, and strategic vision to build momentum and create a sustainable culture of excellence and accountability.
• Possesses executive maturity and presence evoking intelligence, confidence, respect, and is humble, well-spoken, understated, and at ease with people.

Physical Requirements

The physical demands and work environment described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is frequently required to stand; walk; sit; use hands to finger, handle or feel objects, tools, or controls; reach with hands and arms; climb stairs, balance; stoop, kneel, or crouch; talk and hear.
• The employee may occasionally lift and/or move up to twenty-five pounds.

While performing the duties of this job, the employee is exposed to a general office environment where the noise level is usually moderate.