Director of Sales West ONE Brands

Job Title: Director of Sales-ONE Brands

Job Location: Boulder, Colorado

*This position can be located in California, Colorado or Arizona

Job Responsibilities:

  • Lead development and execution of annual Business Plans for assigned conventional grocery customers in the West Region.
  • Direct the development of annual account business plans; strategy, tactics (new products, distribution, shelving and merchandising). Establish trade promotion plans and generate the annual customer promo calendar while staying within approved trade budget.
  • Conduct quarterly business reviews with customers, identify opportunities to fulfill customer objectives, and recommend changes to the promotional planner that will achieve targets at the assigned trade budget.
  • Collaborate with Marketing on developing solutions and products that appeal to the conventional grocery channel.
  • Provide regular, formal updates to the Senior Leadership Team on key retailers. Own the key distributor relationships on behalf of ONE Brands. Work closely with Sales Strategy to review and interpret IRI data.
  • Establish specific sales and merchandising objectives and achieve those sales targets with end-to-end visibility from supply to fulfillment.
  • Develop ongoing tracking and assessment of all activities, setting objectives at all levels.
  • Provide timely and accurate forecasts of volume and trade spend; develop promotional plans for a set of customers and create corresponding forecast.
  • Champion of Broker/Partner Team Development (training, orientation, coaching, motivation); manage performance and monitor progress vs. plan with regards to volumes, budgets, spending, MBO's, etc. Direct and participate in the Quarterly Broker Review Meetings and provide input into preparation of Broker selling tools. Conduct periodic business updates with brokers to educate on new initiatives or products, provides selling tools and targeted accounts.
  • Schedule, conduct and participate in national account customer meetings to educate, inform, and build capabilities on selling the brand.
  • Responsible for directing all programs driven through distributor management and relationships with guidance from Vice President of Sales.
  • Support the execution and management of national account budgets, sales expenses, T&E, and reporting.
  • Penetrate customer's key decision makers, understand their business model and key initiatives to meet customer needs and business objectives. As appropriate, bring in Senior leadership to align with customer strategically.
  • Work closely with cross-functional team to establish and implement successful customer programs to profitably increase product availability and points of distribution.

Job Requirements:

  • Bachelor's degree (BA/BS) or equivalent.
  • Candidates must have demonstrated experience managing top tier conventional grocery customers throughout the West Region including Albertsons/Safeway, WinCo, Sprouts, & HEB.
  • Must have demonstrated experience managing brokers & distributors to include UNFI, KeHE, etc. and have experience with key Regional DSD distributors throughout the region.
  • Must have a foundation in fact-based sales, be financially astute, & have strong analytical capabilities.
  • Location-wise, candidates can be based anywhere in the West Region and must be willing to travel whenever necessary.
  • Cultural fit is an absolute must - the right candidate will be willing to "roll up their sleeves" and get the job done.
  • At least seven years sales experience in the food and beverage industry.
  • Minimum 3-5 years conventional grocery channel account management experience.
  • Capable in both the strategic aspects and the hands-on execution of the day-to-day elements of building a brand.
  • Excellent team player.
  • Excellent skills in presentation, negotiation, analysis, customer service, selling, communication, organization.
  • Proficient computer skills, specifically in MS Office applications.


ONE Brands, a division of The Hershey Company is an Equal Opportunity Employer. The policy of ONE Brands is to extend opportunities to qualified applicants and employees on an equal basis regardless of an individual's race, color, gender, age, national origin, religion, citizenship status, marital status, sexual orientation, gender identity, transgender status, physical or mental disability, protected veteran status, genetic information, pregnancy, or any other categories protected by applicable federal, state or local laws.

ONE Brands is an Equal Opportunity Employer - Minority/Female/Disabled/Protected Veterans