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Position Overview (Southeast Region)

Position Description:

The Director of Sales, Southeast & National Accounts (accounts to be defined), will play a pivotal role in the evolution of Tropicale, driving increased sales volume for strategic accounts throughout the Southeast and Nationally. The Director will serve as Tropicale's strategic leader and primary relationship owner for the company's many customers as well as our primary 3rd-party brokers in the region(s). This position will function as the driving force behind sales growth, customer partnership, and business development. The Director will strengthen the account relationships and drive mutual growth initiatives.

The Director will develop and execute comprehensive sales strategies that align with both Tropicale's growth objectives and retailer business priorities. This individual will lead tactical execution of volume growth initiatives, new item introductions, and expanded distribution opportunities while managing broker relationships and translating retailer needs into actionable, mutually beneficial business plans. The Director will partner cross functionally with Marketing, Sales, Finance, and Operations teams to create innovative support solutions, co-develop strategic marketing and promotional platforms, and leverage data analytics to inform product assortment, placement, and promotional strategies. The Director will pioneer new approaches to build the retailer relationships, cultivate strong partnerships with key stakeholders at the retailer level, and provide exceptional sales support while acting as the voice of the customer internally.

The Director will embody and champion Tropicale's commitment to quality people, product, and culture while contributing to the development of a sustainable, winning sales organization. This individual will foster an effective, efficient, and collaborative team environment and demonstrate the entrepreneurial spirit necessary to drive transformational change.

Primary Responsibilities:

Sales Leadership:

Exceed volume, profit, and market share targets for Tropicale's products across the Southest & Nationally (accounts to be defined). Cultivate and strengthen executive-level relationships at retailers to position Tropicale as a strategic partner of choice. Drive a high-performance approach that encourages calculated risk-taking, establishes rigorous performance standards, and pursues ambitious growth objectives. Own the P&L for these accounts, balancing immediate sales execution with long-term strategic planning to achieve net sales and EBITDA commitments. Set the cadence for account engagement and business reviews, establishing clear performance metrics and holding internal cross-functional partners and external broker resources accountable to delivering results that align with both Tropicale's objectives and the retailers' annual planning priorities.

Broker Management:

Manage and elevate broker partnerships to drive customer growth and maximize Tropicale's presence at the retailers, Direct broker strategy and execution to achieve distribution gains, increase velocity, and capture new placement opportunities. Deliver comprehensive category performance insights and sales trend analysis, equipping broker partners with the data and strategic direction needed to win with buyers. Establish clear expectations, maintain rigorous accountability standards, and foster collaborative problem-solving, to ensure Tropicale receives best-in-class representation and that broker resources are fully aligned with company growth priorities.

Strategy & Execution:

Build and execute collaborative sales plans with clear deliverables and performance accountability to ensure program success. Design, implement, and assess promotional initiatives while strategically deploying trade funds and merchandising investments to maximize ROI. Maintain promotional calendars aligned with corporate guidelines while adapting plans based on emerging opportunities. Integrate input from retail partners and internal stakeholders to create comprehensive growth roadmaps. Monitor market dynamics, consumer trends, and shopper behavior to translate insights into actionable tactics that keep Tropicale ahead of competitive shifts. Establish product assortment and pricing frameworks while developing customer acquisition and retention approaches. Track volume drivers, business metrics, and cost structures to make informed P&L decisions and to recommend strategic improvements based on data-driven findings.

Primary Requirements:

• Strong existing relationships with Southeast preferred, with proven ability to leverage these connections for business growth
• Previous experience with National Accounts (Kroger, Costco, as examples) preferred, with proven ability to leverage these connections for business growth
• Proven experience managing and optimizing broker relationships to drive distribution gains, increase velocity, and maximize sales performance
• Demonstrated ability to identify both short- and long-range growth opportunities based on in-depth understanding of both company and customer(s) strategies
• Data-driven decision maker with advanced analytical skills and proficiency in translating syndicated data, POS reporting, and market intelligence into winning strategies
• P&L accountability mindset with expertise in driving net sales and EBITDA performance through disciplined budget management and ROI-focused decision making
• Experience developing successful new business-building ideas based on total understanding of the customer's business drivers and go-to-market strategies
• Relentless achiever who brings competitive fire, accountability, and a proven track record of winning in the marketplace
• Entrepreneurial leader who brings energy, urgency, and strategic vision to build momentum and create a sustainable culture of excellence and accountability
• Possesses executive maturity and presence evoking intelligence, confidence, respect and is humble, well-spoken, understated, and at ease with people
• Four-year undergraduate degree in Business Administration, Marketing or related field