Director, Strategic Accounts Distribution

## Overview # Purpose: Dole Packaged Foods is a purpose led organization that is a champion of accessible fruit nutrition and builds a brighter future for people through the goodness of fruit. At Dole, our culture is uniquely driven by core Values. Our commitment to these Values transforms our work into a meaningful journey toward a brighter future together. Here, you'll be part of a respectful, inclusive culture that deeply values our colleagues, customers, and global communities. We strive for excellence, empowering each other to confidently overcome challenges, continuously learn, and achieve world-class results. Guided by unwavering integrity, our actions consistently reflect our commitment to always doing what's right, fostering lasting trust and strong relationships. Through a spirit of collaboration, we cultivate positivity, generosity, and genuine teamwork, enabling collective success toward our One Dole Purpose. Our innovative spirit leads directly to meaningful outcomes and business success. The Director, Strategic Accounts-Distribution is responsible for developing and executing the national sales strategy for Dole's largest foodservice distribution partners. This role owns strategic headquarters relationships, annual business planning, contract negotiations, distribution expansion, and profitable revenue growth across a portfolio exceeding $200 million in annual sales. The position serves as the primary liaison between Dole and key distributor partners while collaborating closely with Marketing, Category Management, Sales Operations, Finance, Supply Chain, and broker partners to drive growth and strengthen Dole's position within the foodservice channel. Career Level: Leads highly complex, strategically important business initiatives with significant impact on company performance. Functions as a recognized subject matter expert and business leader within their area of responsibility. Accountable for developing strategy, influencing executive and cross-functional stakeholders, and delivering results through indirect leadership rather than direct people management. Exercises substantial autonomy in decision-making and is responsible for managing high-value customer relationships, major revenue streams, and complex negotiations. This role can be based remotely in any of the following eligible locations: **AR, AZ, CA, FL, GA, ID, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, PA, RI, TN, TX, UT, WI**. ## Responsibilities # Primary Accountabilities: ***Strategic Customer Leadership*** - Serve as the primary headquarter contact for major foodservice broadline distributors. - Develop and execute customer-specific strategic plans aligned with company growth objectives. - Lead annual planning, business reviews, contract negotiations, pricing discussions, and growth initiatives. - Establish and maintain senior-level relationships with distributor leadership, category management, merchandising, culinary, and procurement teams. ***Revenue Growth & Business Development*** - Drive profitable sales growth, distribution gains, and portfolio expansion across assigned national accounts. - Identify new business opportunities and market segments within distributor networks. - Develop and execute join business plans focused on driving volume, revenue, and margin. - Partner with field sales teams and brokers to ensure effective execution of national initiatives at the market level. ***Trade Investment & Financial Management*** - Manage customer P&L performance, trade investments, promotional spending, and customer profitability. - Evaluate investment opportunities to ensure optimal return on investment and alignment with strategic objectives. - Develop customer forecasts and sales plans while monitoring performance against budget and annual operating plans. - Collaborate with Finance to identify risks, opportunities, and corrective actions. ***Cross-Functional Leadership*** - Partner with Supply Chain, Demand Planning, Marketing, Category…