Job Overview:  

A Sales Director is responsible for leading and directing all aspects of their assigned geographic area. Develops and directs sales plans, forecasts, and goals designed to increase sales, profits, market share and minimize expenses.  Ensure sales activities are aligned with UNFI’s Building Out the Store objective and keep senior management informed of critical items. Creates and maintains business relationships within a core customer base. Develop short and long-term business plans for strategic accounts, ensuring that both existing and potential businesses fit within the company's strategic goals for sales, profits, and market presence. Directs market development strategies for the assigned territory.  They collaborate with their teams to achieve the objective of Building Out the Store. 

Job Responsibilities:  

Area Management & Sales Planning (25%) 

• Directs all aspects of sales, expenses, and profit margin for assigned geography. 

• Oversees development of a comprehensive Joint Business Plan (JBP) for each strategic and core account.   

Deliver Area Results (30%) 

• Responsible for sales and profit margin results for the assigned territory.  

• Drives strategy to increase sales and profit margin across products and services. 

• Prepare sales and expense budget for assigned area accounts. 

• Drives proactively the company’s initiatives to ensure the success of the customer.  Focus efforts on sales and profit growth. 

• Analyze and develop plans based on environmental and competitive conditions, customer needs, and market trends.  

Manage Relationships (20%) 

• Cultivate and build networks to gain industry knowledge, which can lead to prospective sales 

• Develop strategic relationships with customers 

• Direct and support the development of programs relative to customer needs and retention 

Manage Execution (10%) 

• Leads and inspires a cross-functional team of resources to ensure account goals are achieved.                                                     Works collaboratively with Merchandising and Services leaders to ensure department sales specialists are supporting area goals.                                                                              

• Ensure that existing accounts are serviced in accordance with UNFI standards 

• Allocate resources to ensure support to accomplish UNFI’s Building Out the Store objective 

Provide Direction & Manage People (15%) 

• Lead team members within assigned area through effective objective setting, delegation, and communication 

• Manage sales team members to established metrics.  

• Responsible for mentoring current and new team members within assigned area. 

• Develop sales strategies and account planning to exceed sales and profit margin goals 

• Performs other duties as assigned. 

Job Requirements:  

Education/ Certifications:  

• Bachelor’s degree strongly preferred 

Experience:  

• 7+ years success in sales/account management 

• 5+ years of people management experience 

• Experience in developing and carrying out business plans, sales plans, and commission    programs 

• Demonstrated experience and knowledge base of Strategic and Core Account Management   principles and philosophies 

• Understanding and knowledge of company products 

• Working knowledge of sales forecasting, programs, promotions and related techniques 

• Working knowledge of Profit and Loss Statements 

• Proficiency in Microsoft Office Suite 

• Working knowledge of margin and company profitability 

• Experience managing and developing people for sales positions 

Knowledge/Skills/ Abilities 

• Strong leadership and management skills. 

• Excellent communication, negotiation, and presentation skills 

• Ability to interact at all levels of business 

• Ability to manage and coordinate multiple projects and teams 

• Demonstrated ability to drive new business and close sales 

• Excellent customer service skills, problem-solving, attention to detail, and organizational skills 

• Good judgment is required for this position as there may be times when direct supervision may not be immediately available. 

Work Environment:  

Remote Role:  

• This position is classified as remote where the associate will perform remote work from their primary residence. Remote associates are welcome to work from the office but are not required to do so. While remote associates are not required to work from an office on a regular basis, they may be required to come to the office or other UNFI locations for necessary business reasons or if directed to do so by their manager. 

Travel (major):  

• Travel is required up to 50% for this position. 

Physical Environment/Demands:  

Office Roles: 

• Most work is performed in a temperature-controlled office environment.  

• Incumbent may sit for long periods of time at a desk or computer terminal.  

• While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.    

• Incumbent may use calculators, keyboards, telephones, and other office equipment in the course of a normal workday.  

• Stooping, bending, twisting, and reaching may be required in the completion of job duties. 

The above statements are intended to describe the general nature of the work performed by the employees assigned to this job. All employees must comply with Company policy and applicable laws. The responsibilities, duties and skills required of personnel so classified may vary within each department and/or location.