Director, Retail Sales- Large Store Central

fairlife, LLC is a Chicago-based nutrition company that creates great-tasting, nutrition-rich dairy products to nourish consumers. With over $3B in annual retail sales, fairlife's portfolio includes fairlife® ultra-filtered milk, Core Power® High Protein Shakes, and fairlife® nutrition plan™. A wholly owned subsidiary of The Coca-Cola Company, fairlife has been recognized for industry-leading innovation.

About the role

The Director, Retail Sales – Large Store Central Retail Channel drives sales growth, market share, and customer development across major grocery and large-format retail accounts in the Central U.S. This role leads strategic sales plans, builds relationships with key retailers and partners, and accelerates growth for the fairlife portfolio. The Director will lead a high-performing sales team and collaborate with cross-functional teams to deliver profitable growth.

Responsibilities

• Drive revenue growth, market share gains, and distribution expansion across key grocery and large-format retail customers.
• Lead customer development through Joint Business Planning (JBP), annual negotiations, promotional planning, and assortment optimization.
• Partner with Marketing, Finance, Insights, Supply Chain, and Commercial teams to develop and execute customer growth strategies.
• Identify opportunities through market trends, syndicated data, shopper insights, and competitive analysis.
• Manage trade spending, customer investments, and marketing budgets to maximize ROI.
• Build, coach, and develop a high-performing sales team through leadership and performance management.
• Develop and maintain strong executive-level relationships with key customers and business partners.

Requirements

• Bachelor’s degree in Business Administration, Sales, Marketing, Finance, or related field; MBA preferred.
• Minimum of 8 years of progressive experience in Sales, Account Management, Customer Development, National Accounts, or Retail Sales within CPG, food and beverage, or consumer products.
• Minimum of 2 years of sales leadership experience leading high-performing teams.
• Strong knowledge of CPG sales strategy, category management, trade promotion, and revenue growth management.
• Demonstrated success in delivering sales growth, market share expansion, distribution gains, and customer profitability.

Skills

• Strategic planning, negotiation, and relationship-building.
• Excellent written, verbal, presentation, and communication skills.
• Strong financial and business acumen, including budget management, forecasting, trade spend optimization, and P&L accountability.

Benefits

• Comprehensive medical, dental, and vision coverage effective day one.
• Supplemental health plans (hospital indemnity, accident, and critical illness insurance).
• Paid Time Off and paid parental leave (up to 12 weeks).
• Adoption assistance (up to $10,000).
• Parental support and family care benefits, including childcare resources and lactation support.
• 401(k) with up to 9% employer match.
• Wellness reimbursement (up to $500 for qualified 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 and development programs, rewards and recognition, matching gifts, free product, and Business Resource Groups.

Pay

Base pay range: $165,000—$190,000 USD. Offer may vary based on geography, job-related knowledge, skills, and experience. A full range of medical, financial, and other benefits is available.

Schedule

• Location: Chicago or Cincinnati.
• Reports to: Head of Large Store Sales.
• Travel: 50-75%.
• Exempt status.