Senior Director of Sales

Position Summary

The Senior Director of Sales is responsible for leading the overall sales function for Strategic Retail Partners across Convenience, Travel Center, and Retail channels. This role will define and execute the sales strategy, drive revenue growth, and ensure consistent performance across both customer management and new business development.

This position will lead Sales Directors and Key Account teams, with full accountability for revenue delivery, forecasting accuracy, pipeline development, and organizational performance. The role will play a critical part in building a scalable, high-performing sales organization aligned with SRP's long-term growth strategy.

Duties/Responsibilities:

Sales Strategy & Performance

• Develop and execute comprehensive sales strategies aligned with company growth objectives
• Own overall revenue performance, including budget attainment, forecasting accuracy, and pipeline health
• Establish clear KPIs, performance expectations, and accountability measures across the sales organization
• Lead annual sales planning, including budget development, customer targets, and growth initiatives

Leadership & Organizational Development

• Lead, coach, and develop a team of Sales Directors and Key Account leaders, building on the current structure outlined in the Director-level role
• Build and evolve the sales organizational structure to support scalability and long-term growth
• Drive a performance-based culture centered on accountability, execution, and results
• Identify talent gaps and lead recruiting, development, and succession planning efforts

Customer Management & Growth

• Oversee strategic relationships with SRP's largest and most critical customers
• Guide teams in expanding existing business through program growth, category expansion, and improved execution
• Lead or support high-level customer engagements, including contract negotiations, RFPs, and business reviews
• Ensure consistent and effective communication across customer-facing teams

New Business Development Alignment

• Partner with Business Development leadership to drive new customer acquisition
• Ensure alignment between prospecting efforts and long-term strategic priorities
• Participate in key presentations, negotiations, and high-value pursuits

Operational Excellence

• Drive discipline in forecasting, pipeline management, and reporting through CRM tools (Salesforce)
• Improve sales processes, reporting cadence, and execution consistency across teams
• Monitor performance metrics and proactively address gaps or risks
• Ensure strong alignment between sales execution and company objectives

Cross-Functional Leadership

• Partner with Product and Marketing teams to align on innovation, category strategy, and go-to-market execution
• Collaborate with Finance on pricing strategy, margin optimization, and financial performance
• Work closely with Supply Chain and Operations to ensure execution meets customer expectations

Travel Requirements

• Up to 40-50% travel required

Performance Expectations

• Achievement of revenue and profitability targets
• Accurate forecasting and pipeline visibility
• Growth across existing customer accounts
• Successful acquisition of new business
• Development and retention of top talent
• Strong cross-functional alignment and executio

Benefits and Perks:

• Hybrid role
• Medical, dental, and vision insurance
• Company paid short term disability and life insurance
• Paid holidays and floating holidays
• Flexible PTO plan
• 401(k) with company match
• Tuition Reimbursement
• Employees paid weekly

The gross base salary for this position is $160,000 with OTE of $224,000 with an excellent benefits package.

We do not discriminate on the basis of race, color, national origin, religion, political affiliation, sex (including pregnancy), sexual orientation, gender identity, age, disability, marital status, or veteran (U.S.) status. The company will provide accommodation to applicants, including those with disabilities, during the recruitment process, in accordance with applicable laws.

• 10+ years of progressive sales experience, including leadership of leaders
• Proven track record of delivering revenue growth and achieving sales targets
• Experience within Convenience, Travel Center, Grocery, or related retail channels preferred
• Strong experience in both customer management and new business development
• Demonstrated success in organizational leadership, team development, and performance management
• Strong financial acumen, including pricing, margins, and P&L impact
• Experience with CRM platforms (Salesforce preferred) and sales analytics
• Excellent leadership, communication, and interpersonal skills
• Bachelor's degree required
• Ability to travel 40-50%