On Premise Sales - 303-Director - On-Premise Sales

Position Summary

The Director, On-Premise Sales is responsible for leading the development and execution of sales strategies across assigned On-Premise customers and channels, driving profitable growth for the G&J Pepsi portfolio.

Key Responsibilities

• Customer Leadership & Relationship Management

• Develop and maintain strategic relationships with key customer stakeholders across assigned On-Premise accounts.
• Serve as the primary business contact for major customers, ensuring alignment between customer objectives and G&J Pepsi growth strategies.
• Build relationships at multiple levels within customer organizations, including ownership, executive leadership, operational management, and field-level decision makers.
• Lead contract negotiations, business reviews, renewals, and expansion opportunities as appropriate.

• Business Planning & Growth

• Develop and execute annual operating plans and customer business plans designed to achieve revenue, volume, profit, and market share objectives.
• Identify opportunities to expand beverage distribution, equipment placement, promotional programs, and portfolio penetration.
• Utilize market insights, consumer trends, and customer analytics to develop growth strategies.
• Lead Joint Business Planning processes with key customers and internal stakeholders.

• Sales Execution

• Ensure successful execution of all customer programs, promotional initiatives, and strategic priorities.
• Drive portfolio growth across carbonated soft drinks, energy, sports drinks, water, tea, coffee, and emerging beverage categories.
• Partner with field sales teams to ensure customer commitments are executed consistently and effectively.
• Monitor sales performance and develop corrective action plans as needed to achieve business objectives.

• Cross-Functional Leadership

• Lead and influence cross-functional teams including Sales, Marketing, Operations, Customer Service, Finance, Retail, and Supply Chain.
• Cookordination customer initiatives and ensure alignment between internal departments and customer expectations, including vending availability.
• Partner with Marketing to develop and execute customer activation and promotional plans.
• Collaborate with Operations and Supply Chain partners to ensure service excellence and successful program implementation.

• Financial & Business Management

• Manage customer investments, trade funds, and promotional spending within established budgets.
• Analyze business performance and identify opportunities to improve revenue, profitability, and return on investment.
• Forecast customer sales performance and develop action plans to achieve financial targets.
• Utilize reporting and analytics to measure results and present business reviews to customers and leadership.

• Team Development & Leadership

• Lead, coach, and develop direct reports and field sales personnel.
• Foster a high-performance culture focused on accountability, customer service, teamwork, and continuous improvement.
• Provide mentoring and professional development opportunities for team members.
• Drive employee engagement while supporting G&J Pepsi's values and culture.

Required Skills & Competencies

• Strong customer relationship management and consultative selling skills.

• Demonstrated ability to influence and lead cross-functional teams.

• Strategic thinker with strong business acumen and financial analysis capabilities.

• Excellent negotiation, communication, and presentation skills.

• Proven ability to develop and execute customer growth strategies.

• Strong analytical and problem-solving skills.

• Able to manage multiple priorities in a fast-paced environment.

• Proficiency with Microsoft Office applications and sales reporting systems.

• Strong leadership, coaching, and team development skills.

Qualifications

• Bachelor's degree in Business, Marketing, Sales, or related field preferred.

• 7–10+ years of progressively responsible sales leadership experience in beverage, consumer packaged goods, foodservice, retail, or related industries.

• Experience managing large customer relationships and negotiating commercial agreements.

• Demonstrated success achieving revenue, profit, and market share objectives.

• Experience leading direct and/or matrixed teams preferred.