Director of Retail Sales

Clover Sonoma - Dairy Manufacturing

Director Retail Sales is responsible for building & leading the Sales Team & Third Party Brokers for Clover Sonoma.  The successful candidate will be expected to execute the Clovers Core objectives across all channels of the retail trade.  This position will partner closely with the VP of Sales to ensure both headquarter retail and independent market objectives of the company business plans are achieved.  This position will play a critical role to insure we have a pipeline of future sale leaders in hiring, training, developing and promoting field sales from entry level roles up into management roles within the organization.   This position requires the candidate home base in the Petaluma business office.

Roles and Responsibilities:

  • Responsible for the financial management of the Retail Sales Budget  
  • Responsible for executing core skus across all key accounts
  • Provide effective retail coverage in both specialty and natural accounts in Nor Cal
  • Work with Sales Leadership Team and Brokers to develop retail and headquarter coverage plans that links/activates joint business plan’s objectives with the tactical plans executed at store level.
  • Ensure all Third Broker party representatives are knowledgeable with Clover monthly and quarterly objectives
  • Collaborate with Field Sales, to determine effective development plan to ensure adequate resources
  • Analyze budget spend by store to understand ROI and market share growth of different retail coverage models and executions
  • Coaches, mentors and leads in all aspects of client services including: retail management, product knowledge, go-to-market strategies, and consultative selling techniques
  • Develop & define all customer/retail Go-To-Market strategies to maximize our physical availability
  • Responsible for hiring, training, developing & engaging the newly created Clover Direct Retail Organization
  • Position will require travel at least 35%

Retail Strategy

Develop potential models for future retail strategy and identify benefits and tradeoffs

Benchmark current capabilities and investment vs. marketplace and best practices to ensure long-term approach is best in class

Manage expansion of the 4 West Coast markets

Broker Management/Expansion

Responsible for managing the broker and building of the retail objectives across the Western Region- Pac NW, Southern Pacific, Rocky Mountain, and Northern California.


  • Experience with a proven track record in leading large retail and independent selling organizations
  • Exceptional knowledge and experience of market and industry trends, competitors and leading customer strategies
  • Resource Development – driving sales and profitability
  • Excellent mentoring, training, and development skills
  • Superior business acumen, planning and target goal setting
  • Computer skills with good Excel capabilities


  • BA/BS – Business or Communications (preferable)
  • Or minimum of 10-15 years of applicable or commensurate experience in a similar level role

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