Director Sales Buying Groups

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Position Title: Director Sales Buying Groups

Position Type: Regular - Full-Time ​

Requisition ID: 43419 

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About the role. 

Reporting to the VP Sales, NA Foodservice, the Director Sales – Distributor Buying Groups, Redistribution & Wholesale is a visionary, growth-oriented sales leader responsible for accelerating profitable growth, expanding category leadership, and unlocking new opportunities across the our US Foodservice network. This leader will proactively identify white-space opportunities, anticipate market shifts, and develop innovative go-to-market strategies that strengthen McCain's competitive position and drive long-term value creation.

The successful candidate will combine strategic thinking, commercial excellence, and a growth mindset with strong operational execution. They will leverage data, analytics, AI-enabled insights, and customer intelligence to identify emerging opportunities, optimize performance, and influence customer strategies. As a people leader, they will build high-performing teams, foster a culture of accountability and continuous improvement, and inspire others to challenge the status quo in pursuit of growth.

What you’ll be doing. 

Strategic Growth Leadership

• Develop and execute a multi-year growth strategy for Distributor Buying Groups that drives profitable volume growth, expands category share, and creates sustainable competitive advantage.


• Identify and monetize white-space opportunities across customers, operators, channels, categories, and geographic markets.


• Serve as the voice of the customer and marketplace, proactively identifying emerging trends, risks, and growth opportunities before competitors.


• Challenge conventional thinking and encourage innovative approaches to drive growth and improve customer outcomes.

AI, Analytics & Commercial Excellence

• Leverage advanced analytics, AI-enabled tools, and customer insights to improve decision-making, enhance forecasting accuracy, optimize promotional effectiveness, and identify growth opportunities.


• Champion the adoption of AI-powered sales tools and technologies to improve team productivity, customer engagement, and business performance.


• Build a data-driven culture that uses insights to inform strategy, prioritize investments, and accelerate execution.


• Utilize predictive analytics and business intelligence tools to uncover whitespace opportunities and drive proactive account planning.

Leadership & Capability Building

• Inspire, coach, and develop a high-performing sales organization focused on growth, customer value creation, and continuous improvement.


• Foster a culture of curiosity, learning agility, accountability, and innovation.


• Develop future leaders by creating meaningful development opportunities, succession plans, and capability-building initiatives.


• Lead teams through ambiguity and change while maintaining strong engagement and business focus.

Enterprise Leadership

• Influence cross-functional stakeholders and lead through collaboration to remove barriers, streamline execution, and deliver shared business objectives.


• Act as a strategic thought partner to executive leadership by translating customer, market, and industry insights into actionable business recommendations.

MEASURES OF SUCCESS:

• Accelerates profitable growth and share gains within Unipro, Redistribution, Wholesale and assigned customer portfolio.


• Collaborates with our Supply Chain team to improve efficiency in servicing independent distribution and Distributor Buying Group members, including use of Re-distribution partners


• Identifies and converts new whitespace opportunities that drive incremental revenue and category expansion.


• Builds and develops a high-performing team with strong engagement, succession readiness, and leadership capability.


• Demonstrates adoption and effective utilization of AI-driven tools and data-enabled decision making.


• Creates measurable improvements in customer partnership strength, business planning effectiveness, and commercial execution.


• Establishes McCain as a strategic growth partner with customers and distributors.

What you’ll need to be successful. 

• 10+ years’ experience in a variety of Sales roles with focus on Field Sales, Field Sales Team Management, Key Accounts and Distributor Management.


• Proven track record of delivering above-market growth, expanding market share, and successfully developing strategic customer partnerships.


• Demonstrated growth mindset with the ability to challenge existing thinking, embrace change, and continuously seek opportunities for improvement and innovation.


• Strong commercial acumen with experience identifying and capitalizing on whitespace opportunities and emerging market trends.


• Experience leading teams through transformation, organizational change, and evolving market conditions.


• Strong digital acumen with demonstrated experience leveraging analytics, automation, AI-powered tools, CRM platforms, and commercial insights to drive business outcomes.


• Ability to translate complex data into actionable business strategies and customer growth plans.


• Curious and forward-thinking leader who embraces emerging technologies and continuously seeks ways to improve effectiveness through innovation and AI.


• Exceptional executive presence, influencing, negotiation, and relationship-building skills.


• Demonstrated ability to inspire, coach, and develop diverse, high-performing teams.


• Strong learning agility, resilience, and ability to navigate ambiguity.


• Enterprise mindset with the ability to balance customer needs, company strategy, and long-term value creation.

About McCain.  

Click Here to learn more about McCain and how we provide you with opportunities to make an impact that matters. 

Leadership principles. 

At McCain, our leadership principles guide how we engage with customers, collaborate as a team, and achieve success. We focus on understanding customer needs, driving innovation, empowering people, and taking ownership to clear obstacles and deliver results. 

The McCain experience. 

We are McCain. This statement is a testament to our collective strength and our individual value. Your contributions play a vital role in our success. Our winning culture is rooted in authenticity and trust, empowering us to bring out the best in one another. Here, you’ll find opportunities to learn, grow, and thrive. Join us and experience why we’re better together. 

Our purpose is grounded in building meaningful relationships. We’re big believers in the power of working together in person—it helps us stay connected, collaborate more effectively, and grow as a team. At the same time, we recognize the importance of flexibility. Most office-based roles follow a hybrid model, with the option to work remotely two days a week. There may be exceptions depending on the role and location, so we encourage you to speak with your recruiter for more details. 

Compensation Package: $146,200.00 - $195,000.00 . USD annually + Bonus eligibility + Long-term incentive eligibility

The above reflects the target compensation range for the position at the time of posting. Hiring compensation will be determined based on experience, skill set, education and training, and other organizational needs. This posting is for an existing vacancy.

Benefits: At McCain, we’re on a mission to create a winning culture that puts employee safety and well-being at the heart of what we do, every day. We understand and appreciate that each person’s needs are unique and ensure our benefits & well-being programs reflect that. Employees are eligible for the following benefits: health coverage (medical, dental, vision, prescription drug), retirement savings benefits, and leave support including medical, family and bereavement. Well-being programs include vacation and holidays, company-supported volunteering time, and mental health resources. Coverages are aligned with applicable law and can vary by work level, location, and nature of the role. Additional benefit detail available during the application process.

Your well-being matters to us, and we’re here to provide you with the necessary resources to support you in being your best self at work — and at home.

McCain Foods is an equal opportunity employer. As a global family-owned company, we strive to be the employer of choice in the diverse communities around the world in which we live and work. We recognize that inclusion drives our creativity, resilience, and success and makes our business stronger. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, veteran status, disability, or any other protected characteristic under applicable law.
 
McCain is an accessible employer. If you require an accommodation throughout the recruitment process (including alternate formats of materials or accessible meeting rooms), please let us know and we will work with you to find appropriate solutions. 
 

Your privacy is important to us. By submitting personal data or information to us, you agree this will be handled in accordance with McCain’s Global Privacy Policy and Global Employee Privacy Policy, as applicable. McCain leverages AI in the hiring process, though all final decisions are made by humans. You can understand our approach to AI and how your personal information is being handled here. 

Job Family: Sales      
Location(s): US - United States of America : Illinois : Oakbrook Terrace
US - United States of America : Illinois : Chicago 

Company: McCain Foods USA, Inc.