Sales Director, Enterprise Grocery Retail

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Sales Director, Enterprise Grocery Retail, based in United States.

This is a senior, high-impact individual contributor role focused on expanding enterprise partnerships with major grocery retailers across the United States. You will own complex, strategic sales opportunities from territory planning and executive engagement through negotiation and close. The role requires deep knowledge of grocery operations, merchandising, shrink, and store execution. You will build financially grounded business cases that connect operational challenges to measurable enterprise value. You’ll navigate long, multi-threaded sales cycles involving procurement, legal, security, and executive stakeholders. You will also help shape enterprise sales processes, playbooks, and go-to-market strategy as the organization scales.

• Identify, prioritize, and pursue high-value grocery retail targets across the assigned Midwest territory.
• Develop tailored account strategies based on each retailer’s organizational structure, priorities, operating model, and economics.
• Map complex buying committees spanning operations, merchandising, finance, digital, sustainability, procurement, and executive leadership.
• Build and maintain trusted relationships with VP- and C-suite-level stakeholders at major regional and national grocery organizations.
• Lead discovery conversations focused on grocery-specific challenges such as shrink, labor constraints, margin pressure, inventory management, and digital engagement.
• Translate retailer challenges into measurable business opportunities and financially grounded value propositions.
• Develop board- and executive-ready business cases demonstrating ROI, financial impact, and long-term value.
• Position the solution as a strategic lever for enterprise performance and revenue growth, rather than solely as a shrink-reduction initiative.
• Create and deliver executive-level proposals incorporating financial models, implementation considerations, and rollout plans.
• Own complex, multi-region and enterprise-wide sales cycles from initial strategy through negotiation and close.
• Navigate procurement, legal, data security, finance, and operational requirements throughout enterprise negotiations.
• Structure scalable agreements designed to support long-term strategic partnerships.
• Independently drive and close large, complex enterprise transactions with major grocery retailers.
• Contribute to the development and refinement of enterprise sales processes, playbooks, methodologies, and team culture.
• Partner with Marketing, Product, Implementation, and Customer Success to align enterprise strategy and execution.
• Bring structured field insights to leadership and cross-functional teams to inform product, positioning, and go-to-market decisions.
• Maintain accurate CRM records, disciplined pipeline management, and reliable sales forecasting.
• Represent the organization with executive-level credibility across the grocery retail ecosystem.
• Contribute to building a scalable enterprise sales function while maintaining direct ownership of strategic revenue opportunities.

Requirements:

• Extensive experience working within or selling into large grocery retail organizations.
• Deep understanding of grocery merchandising, operations, shrink management, inventory, and store execution.
• An established network of senior decision-makers, including C-suite and VP-level contacts across regional or national grocery chains.
• 10+ years of enterprise sales experience, with strong preference for grocery retail, CPG technology, retail technology, or adjacent sectors.
• Demonstrated and referenceable success closing complex six- and seven-figure enterprise transactions.
• A consistent record of meeting or exceeding quota in a senior sales or Director-level capacity.
• Experience managing long, complex sales cycles involving multiple internal and external stakeholders.
• Strong understanding of procurement, legal, data security, contracting, and enterprise implementation considerations.
• Proven ability to develop account penetration strategies and drive enterprise-wide expansion.
• Strong commercial and financial acumen, with the ability to connect operational improvements to measurable business outcomes.
• Experience creating and presenting financial models, ROI analyses, and executive-level business cases.
• Exceptional executive presence and the ability to establish credibility quickly with senior retail leaders.
• Polished written and verbal communication skills, with confidence presenting to VP- and C-suite audiences.
• Strong negotiation skills and experience managing complex, multi-year enterprise contracts.
• Resilience, ownership, and sound judgment when navigating stalled opportunities, changing priorities, and challenging sales environments.
• Ability to maintain strong pipeline discipline and momentum throughout lengthy deal cycles.
• Strategic mindset with the ability to balance immediate revenue opportunities with long-term account value and enterprise growth.
• Ability to collaborate effectively across Marketing, Product, Implementation, Customer Success, and other cross-functional teams.
• Willingness and ability to travel as required, up to 50%.
• Deep grocery relationships across the Midwest, particularly in Michigan, Ohio, Illinois, Indiana, and Pennsylvania, are a key requirement.

Benefits:

• Performance-driven compensation aligned with enterprise-level impact.
• Comprehensive health, dental, and vision benefits.
• 100% remote work environment.
• Learning and development budget.
• Senior-level opportunity with significant influence over enterprise growth and sales strategy.
• Opportunity to contribute to a mission focused on reducing food waste and improving access to affordable groceries.
• High-visibility role with direct exposure to complex enterprise partnerships and strategic growth initiatives.

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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