Do you thrive on launching new products into established retail environments?
Are you energized by opening new accounts, expanding distribution, and leveraging deep relationships across grocery, mass, and club?
A fast-growing coffee company is hiring a
Head of Retail Sales
to lead national expansion and redefine how the category shows up on shelf. Role Overview
The
Head of Retail Sales
will own and lead the strategic growth of the company’s retail coffee business across all major channels, including food, drug, mass, club, and liquor. This role is responsible for building and executing winning go-to-market strategies, expanding the retail footprint, accelerating revenue growth, and developing a high-performing sales organization. This is a true player-coach role—combining strategic leadership with hands-on customer engagement. The ideal candidate brings strong top-to-top relationships with major retailers and is comfortable leading high-stakes customer presentations while building and mentoring a sales team that reflects the company’s culture and values. Key Responsibilities
Develop and execute comprehensive retail sales strategies to drive national growth across all key channels Lead day-to-day sales operations and business development efforts, including expansion into new customers andOwn channel performance through defined scorecards, KPIs, and key results areas (KRAs) Build and execute customer growth pipelines, sales plans, and category management strategies Monitor market trends, competitive activity, and category dynamics to inform strategic decisions Lead, coach, and motivate the sales team to exceed revenue goals and win new accounts Partner cross-functionally with Marketing, R&D, and Operations to ensure brand alignment, innovation, and execution excellence Negotiate and close distribution, display, promotion, and multi-location retail programs Ensure adherence to CRM best practices, company policies, and customer service standards Qualifications
Bachelor’s degree required (Business, Marketing, or related field preferred) 10+ years of progressive sales and sales leadership experience in CPG food & beverage Proven track record of exceeding revenue targets and growing market share Established top-to-top relationships with major national retailers Demonstrated ability to build, coach, and scale high-performing sales teams Strong analytical and data-driven decision-making capabilities Willingness to travel extensively for customer engagement (50%+ initially) Knowledge & Skills
Exceptional negotiation, presentation, and relationship-building skills Experience with CRM systems, lead generation tools, and sales analytics platforms Strong strategic thinking with the ability to translate data into action Fluency in retail data tools such as Nielsen, Circana, or Numerator Ability to thrive in a fast-paced, growth-oriented environment while managing multiple priorities Curiosity and insight into competitive marketing activations and category trends Strong written and verbal communication skills Highly collaborative, solution-oriented mindset with a bias toward execution Location:
Indianapolis, IN
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Head of Retail Sales
to lead national expansion and redefine how the category shows up on shelf. Role Overview
The
Head of Retail Sales
will own and lead the strategic growth of the company’s retail coffee business across all major channels, including food, drug, mass, club, and liquor. This role is responsible for building and executing winning go-to-market strategies, expanding the retail footprint, accelerating revenue growth, and developing a high-performing sales organization. This is a true player-coach role—combining strategic leadership with hands-on customer engagement. The ideal candidate brings strong top-to-top relationships with major retailers and is comfortable leading high-stakes customer presentations while building and mentoring a sales team that reflects the company’s culture and values. Key Responsibilities
Develop and execute comprehensive retail sales strategies to drive national growth across all key channels Lead day-to-day sales operations and business development efforts, including expansion into new customers andOwn channel performance through defined scorecards, KPIs, and key results areas (KRAs) Build and execute customer growth pipelines, sales plans, and category management strategies Monitor market trends, competitive activity, and category dynamics to inform strategic decisions Lead, coach, and motivate the sales team to exceed revenue goals and win new accounts Partner cross-functionally with Marketing, R&D, and Operations to ensure brand alignment, innovation, and execution excellence Negotiate and close distribution, display, promotion, and multi-location retail programs Ensure adherence to CRM best practices, company policies, and customer service standards Qualifications
Bachelor’s degree required (Business, Marketing, or related field preferred) 10+ years of progressive sales and sales leadership experience in CPG food & beverage Proven track record of exceeding revenue targets and growing market share Established top-to-top relationships with major national retailers Demonstrated ability to build, coach, and scale high-performing sales teams Strong analytical and data-driven decision-making capabilities Willingness to travel extensively for customer engagement (50%+ initially) Knowledge & Skills
Exceptional negotiation, presentation, and relationship-building skills Experience with CRM systems, lead generation tools, and sales analytics platforms Strong strategic thinking with the ability to translate data into action Fluency in retail data tools such as Nielsen, Circana, or Numerator Ability to thrive in a fast-paced, growth-oriented environment while managing multiple priorities Curiosity and insight into competitive marketing activations and category trends Strong written and verbal communication skills Highly collaborative, solution-oriented mindset with a bias toward execution Location:
Indianapolis, IN
#J-18808-Ljbffr