Director of Sales

Role Overview

• Develop and execute sales strategies that align client objectives with Kroger priorities and Bluebird's growth goals
• Lead annual business planning, forecasting, promotional planning, and execution across a portfolio of 5–8 CPG clients
• Lead Kroger Kompass (New Item Meetings) and develop plans that support successful item launches, assortment expansion, and distribution growth
• Oversee promotional planning, sales strategies, trade fund management, and execution of Kroger's Divisional Sales Merchandising Plan (DSMP)
• Identify emerging categories, market trends, and new business opportunities to expand client distribution, sales, and market share at Kroger
• Partner with clients and internal teams to execute growth strategies across both in-store and digital channels
• Serve as the primary relationship owner for a portfolio of CPG manufacturer clients
• Build and strengthen relationships with Kroger category managers, process managers, buying teams, and other key stakeholders
• Provide strategic direction and recommendations that support revenue growth, profitability, assortment expansion, and market share gains
• Negotiate with both clients and Kroger to maximize growth, profitability, and overall business performance
• Align client objectives with Kroger priorities to drive long-term growth and execution success
• Identify and pursue new business opportunities within the Kroger ecosystem, focusing on expanding Bluebird's client portfolio and retail presence
• Leverage industry relationships, networking opportunities, trade shows, and market insights to generate new client opportunities
• Help emerging and established brands secure placement, gain distribution, and accelerate growth at Kroger
• Develop and present growth strategies that demonstrate Bluebird's value across sales, analytics, eCommerce, and omnichannel execution
• Stay current on CPG trends, Kroger priorities, competitive activity, and category dynamics
• Leverage 84.51, Circana (IRI), Nielsen, SPINS, and other syndicated data sources to identify opportunities and inform business strategy
• Analyze category performance, shopper insights, and sales trends to support retailer and client decision-making
• Translate data into actionable recommendations that drive growth and strengthen retailer relationships
• Partner closely with supply chain, operations, and logistics teams to maintain strong service levels, in-stock performance, and execution
• Collaborate with finance teams on forecasting, trade spend management, budget accountability, and profitability objectives
• Support innovation pipeline planning and retailer-specific execution requirements
• Partner with internal teams to ensure business plans are executed effectively across retail and eCommerce channels
• Support issue escalation and resolution to maintain strong account health and retailer relationships
• Monitor sales performance, forecasts, and key business metrics across a portfolio of 5–8 client accounts
• Identify risks, opportunities, and business trends to inform strategic recommendations
• Provide regular sales forecasts, business updates, and client status reports to leadership
• Prepare and present category reviews, performance summaries, and business updates to clients and retail partners
• Analyze sales metrics and KPIs to optimize account performance, profitability, and long-term growth

Requirements

• 15+ years of progressive experience in CPG sales, including broker, manufacturer, retailer, or commerce organization experience
• 5+ years of direct experience calling on Kroger and managing retailer relationships
• Strong relationships within Kroger and experience working directly with category managers, process managers, and merchant teams
• Proven success leading client relationships and driving business growth across multiple accounts
• Experience managing multiple brands, categories, or client portfolios
• Experience developing and executing retailer-specific growth strategies across both in-store and digital channels
• Previous broker experience representing multiple CPG brands preferred

Benefits

• Health insurance
• Flexible work arrangements
• Professional development opportunities