Director Of Sales, Non-Commercial (East)

COMPANY OVERVIEW

Sunny Sky Products is a privately held, Houston-based producer of frozen, cold, hot, and enhancer beverage solutions for foodservice, hospitality, healthcare, education, military, and convenience, with manufacturing facilities across the United States and private-label, co-manufactured, and custom programs.

POSITION OVERVIEW

The Director of Sales, Non-Commercial leads the East region of the Non-Commercial channel and is accountable for its revenue, volume, and profitability. The role leads, coaches, and develops a team of Regional Sales Managers while personally owning the East’s GPO and Managed Service Partner relationships at the corporate and regional level. As a top growth engine in our plan to double the business by 2031, the charge is to scale beyond healthcare: stand up Education, grow Business & Industry and Lodging & Entertainment, and build Aramark, Compass, and Sodexo into meaningful partnerships. The successful candidate is a player-coach who wins at the contract level and converts those agreements into operator-level placements and pull-through.

CHANNELS COVERED

KEY CUSTOMERS AND PARTNERS

KEY RESPONSIBILITIES

Channel Leadership and Strategy

• Own and grow the East region across all four segments, with direct accountability for revenue, volume, and margin targets.


• Build and execute the regional sales plan with the Executive Director: segment priorities, target accounts, and territory coverage.


• Lead the stand-up of Education and build-out of Lodging & Entertainment through first contract wins.


• Represent the channel in planning with Marketing, R&D, Operations, Finance, Equipment, and Sales Support.

GPO and Managed Service Partner Management

• Own relationships with Premier, Vizient, Foodbuy/Compass, Sodexo, Aramark, and Avendra with an engage, embed, expand plan.


• Lead bids, RFPs, renewals, and pricing negotiations that protect margin; coordinate rebates and fees with Finance.


• Drive contract compliance and unit adoption, and lead quarterly business reviews against a shared scorecard.

People Leadership

• Lead, coach, and develop Regional Sales Managers; own hiring, onboarding, performance management, and succession.


• Set territories, quotas, and account assignments; run weekly one-on-ones, pipeline reviews, deal coaching, and ride-alongs.

Forecasting, Pipeline, and Business Development

• Own the regional forecast to support S&OP; enforce Salesforce discipline and report results in Power BI.


• Monitor at-risk accounts and lead recovery plans; manage the regional expense budget, including travel, samples, and trade spend.


• Personally lead the largest opportunities; deliver proposals and demos; represent the company at GPO, MSP, and industry events.

CORE COMPETENCIES

Core leadership: strategic planning and execution; forecasting and financial acumen; data-driven decision making; cross-functional collaboration; executive presence; accountability for results.

QUALIFICATIONS

• 8+ years of B2B sales in non-commercial foodservice (healthcare, B&I, education, lodging, entertainment).


• 3+ years leading sales teams, including geographically dispersed teams, with a record of developing and retaining talent.


• Direct experience managing GPO and MSP partners such as Premier, Vizient, Foodbuy/Compass, Sodexo, or Aramark.


• Proven track record winning and executing contracts, including RFPs, pricing, rebates, compliance, and operator-level pull-through.


• Working knowledge of dispensed and blended beverage equipment, placement programs, and category economics.


• Full Salesforce discipline; proficient in Microsoft Office, AI tools, and Power BI (SAP preferred); strong executive presence.


• Bachelor’s degree preferred; equivalent senior-level commercial experience considered.


• Based in Charlotte, NC, Dallas, TX, or Houston, TX; willingness to travel approximately 40%.

BENEFITS

Competitive base salary plus a bonus program rewarding company and individual sales performance; medical, dental, vision, life, and disability coverage; 401(k) retirement plan; paid time off, company holidays, and professional development. Physical requirements: see the Physical Requirements Checklist for Director-level field sales roles.

Sunny Sky Products is an Equal Opportunity Employer. Employment decisions are based on merit, qualifications, and abilities. Sunny Sky Products does not discriminate on the basis of race, color, sex, national origin, age, sexual orientation, or any other legally protected characteristic.