Director, Retail Sales

job purpose:

The Director, Retail Sales is responsible for driving sales growth with select U.S. Club customers. In this role, the Director develops and executes strategic sales and customer business plans that support growth objectives and overall business performance. Key responsibilities include day-to-day customer management, managing forecasts and budgets, and identifying growth opportunities through data, insights, and market trends. Working closely with internal teams and customer partners, the Director delivers strong business results while fostering long-term relationships that contribute to the success of both fairlife and its customers.

In this highly collaborative role, the Director will build strategic relationships with select Club retailers, Coca-Cola North America Customer Teams, and Acosta Sales Teams to drive growth across the fairlife portfolio. By working cross-functionally with Marketing, Finance, Insights, Supply Chain, and Commercial teams, the Director will ensure seamless execution of customer strategies, identify new opportunities for growth, and deliver strong, profitable business results.

responsibilities:

• Act as the primary fairlife sales contact and subject matter expert (SME) for select U.S. club customers, driving growth and strengthening customer relationships.
• Lead annual customer planning by partnering with internal and system stakeholders to develop and execute Joint Business Plans (JBPs), promotional strategies, assortment optimization initiatives, forecasts and customer negotiations, as applicable.
• Lead customer forecasting for assigned accounts, providing routine performance analyses, updates and actionable insights to key stakeholders.
• Identify opportunities through market trends, syndicated data, shopper insights, and category analysis.
• Develop and maintain strong executive-level relationships with key customers and business partners.
• Oversee key account sales budget to support business objectives while ensuring fiscal responsibility.

skills/qualifications required:

• Bachelor's degree in Business Administration, Sales, Marketing, Finance, or related field required; MBA preferred.
• Minimum of 8 years of progressive experience in Sales, Account Management, Customer Development, National Accounts, or Retail Sales within the CPG, food and beverage, or consumer products industry. Experience with Club channel preferred
• Strong knowledge of CPG sales strategy, customer development, category management, trade promotion management, and revenue growth management.
• Demonstrated strong analytical capabilities with the ability to develop and manage dynamic forecasts that support sound business decision-making.
• Demonstrated success delivering sales growth objectives.
• Strong strategic planning, negotiation, and relationship-building skills.
• Excellent written, verbal, presentation, and communication skills.
• Strong financial and business acumen, including budget management, forecasting, trade spend optimization, and P&L accountability.

how fairlife nourishes you:

At fairlife, we believe in better - and that includes how we support our people. We offer a comprehensive suite of benefits and wellbeing resources designed to support you physically, emotionally, socially, and financially, both in and out of work.

• Comprehensive medical, dental, and vision coverage, effective day one!
• Supplemental health plans (hospital indemnity, accident, and critical illness insurance)
• Paid Time Off to recharge and support work-life balance
• Paid parental leave & adoption assistance (up to $10,000)
• Parental support & family care benefits, including childcare resources and lactation support
• 401(k) to support retirement planning with up to 9% in employer match
• Wellness reimbursement (up to $500 for qualified wellbeing 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 & development programs to unlock your full potential
• Rewards & recognition, matching gifts, free product, and Business Resource Groups
• Our manufacturing facilities are climate-controlled and a pristine work environment

fairlife's nour!sh program is designed to meet you where you are - supporting your individual wellbeing journey while enabling you to do your best work every day.

location: Chicago, IL; Seattle, WA; Boston, MA

reports to: Head of Club, Drug, Value and Walmart

travel requirements: 30-50%

exempt/nonexempt: Exempt