Director of Customer Sales – National Accounts (FSOP) – Strategic Growth & Partnership Leader at arenaflex
About arenaflex
arenaflex is a fast‑paced, dynamic organization that blends the entrepreneurial spirit of a start‑up with the deep resources and global reach of one of the world’s most iconic beverage brands. Our mission is to refresh the world, inspire active lifestyles, and become the number‑one choice for sports hydration. With a heritage that spans more than a century, arenaflex leverages cutting‑edge marketing, innovative product development, and a collaborative culture to drive growth across every channel.
Why This Role Matters
As the Director, Customer Sales – FSOP (Food Service Operating Partner) – National Accounts, you will be the strategic bridge between arenaflex and our most valuable national customers. You will own the full sales cycle, from contract negotiation to execution, ensuring that our partners achieve their business objectives while delivering arenaflex’s annual performance goals and key performance indicators (KPIs). This is a senior leadership position that demands vision, influence, and a relentless drive for results.
Role Overview
The FSOP National Accounts Director is responsible for delivering arenaflex’s annual performance targets across a defined geography, shaping long‑term partnerships, and driving continuous improvement in customer programming. You will collaborate with internal stakeholders—including senior management, marketing, finance, and field teams—as well as external partners such as bottlers and national accounts, to craft and execute growth strategies that align with arenaflex’s broader business objectives.
Key Responsibilities
- Strategic Partnership Management: Acquire, develop, and manage all FSOP national customers, aligning their objectives with arenaflex’s strategic priorities.
- Executive Advisory: Provide senior leadership with insights on customer priorities, emerging opportunities, and risk mitigation strategies.
- Contract Negotiation: Lead negotiations for new annual and multi‑year agreements, ensuring mutually beneficial terms that support long‑term growth.
- Growth Planning: Create comprehensive annual growth targets for each customer, adhering to channel pricing guidance and market dynamics.
- Cross‑Functional Collaboration: Partner with the North America Operating Unit (NAOU) strategic customer teams to maximize joint goals, results, and execution.
- Commercial Planning Leadership: Drive arenaflex’s commercial planning process with NAOU account teams to elevate brand visibility and activity.
- Execution Enablement: Deliver clear communication, tools, and tracking mechanisms to bottlers and field teams for flawless initiative rollout.
- Performance Review & Issue Resolution: Facilitate regular customer support meetings, identify root causes of challenges, and implement corrective actions.
- Relationship Development: Build and leverage senior‑level relationships at major accounts to deepen partnership value.
- Insight Provision: Offer channel, brand, and category expertise to customers, bottlers, and NAOU teams, informing strategic decisions.
- On‑Site Engagement: Conduct quarterly visits with bottlers, NAOU, and high‑value customers to gather market intelligence and uncover opportunities.
- Resource Coordination: Influence arenaflex and NAOU cross‑functional resources to create tailored solutions based on customer feedback.
- Territory Leadership: Lead the sales organization within the assigned territory, analyzing data to identify opportunities and set achievable goals.
- Reporting & Forecasting: Provide timely updates on sales performance, challenges, and opportunities to internal leadership and field execution teams.
- Financial Stewardship: Calculate, review, and report on budgets, including customer spend and travel & entertainment (T&E) expenses.
Essential Qualifications
- Bachelor’s degree (BA/BS) from an accredited institution.
- Minimum 7 years of direct sales experience in the beverage industry, with a proven track record of selling into multiple retail channels.
- At least 5 years of experience managing key national accounts such as large food‑service operators (e.g., Compass, Sodexo, Aramark) – all references to these customers have been replaced with arenaflex for consistency.
- Demonstrated ability to negotiate complex contracts and drive revenue growth.
- Strong analytical skills with proficiency in Nielsen/IRI syndicated data, Excel, PowerPoint, and Word.
- Self‑motivated, highly organized, and capable of thriving in an entrepreneurial environment.
- Exceptional communication skills, both written and verbal, with the ability to influence senior stakeholders.
- Willingness to travel up to 35% of the time, including extensive driving and occasional air travel.
- Valid driver’s license and a clean motor‑vehicle record that meets arenaflex’s driving policy standards.
Preferred Qualifications
- Advanced degree (MBA or related) or additional certifications in sales leadership, strategic account management, or business analytics.
- Experience working within a global beverage organization or a similarly complex, multi‑brand environment.
- Demonstrated success in leading cross‑functional teams and influencing change across matrixed organizations.
- Familiarity with digital sales enablement tools, CRM platforms (e.g., Salesforce), and data visualization software.
- Track record of mentoring and developing junior sales talent.
Core Skills & Competencies
- Strategic Thinking: Ability to see the big picture, anticipate market trends, and craft long‑term plans.
- Negotiation & Influence: Skilled at securing win‑win agreements and persuading diverse stakeholders.
- Customer‑Centric Mindset: Deep commitment to understanding and solving customer challenges.
- Data‑Driven Decision Making: Comfortable interpreting complex data sets to drive actionable insights.
- Leadership & Teamwork: Proven ability to lead, inspire, and collaborate across functions.
- Adaptability & Agility: Thrive in a fast‑changing environment and pivot quickly when needed.
- Project Management: Strong organizational skills to manage multiple initiatives simultaneously.
- Brand Advocacy: Passion for building and protecting the arenaflex brand.
Career Growth & Development
arenaflex invests heavily in the professional development of its leaders. In this role, you will have access to:
- Executive mentorship programs that pair you with senior leaders across the organization.
- Leadership development workshops focused on strategic account management, advanced negotiation, and digital transformation.
- Opportunities to lead high‑visibility, cross‑functional projects that shape the future of the brand.
- Tuition reimbursement for relevant graduate‑level courses or certifications.
- Regular performance reviews that align personal goals with arenaflex’s growth trajectory, ensuring a clear path to senior executive roles.
Compensation & Benefits
arenaflex offers a competitive total rewards package that reflects the seniority and impact of this position:
- Base Salary: $158,000 – $187,000, commensurate with experience, geographic location, and market benchmarks.
- Annual Incentive: Target bonus of 30% of base salary, tied to individual, team, and company performance.
- Equity Participation: Opportunity to earn stock options or restricted stock units, aligning your success with arenaflex’s long‑term growth.
- Health & Wellness: Comprehensive medical, dental, and vision plans, along with flexible spending accounts.
- Retirement Savings: 401(k) plan with company match to help you build a secure future.
- Paid Time Off & Holidays: Generous vacation, sick leave, and paid holidays to support work‑life balance.
- Travel Support: Reimbursement for business travel, including mileage, lodging, and meals.
- Learning & Development: Access to online learning platforms, industry conferences, and internal training resources.
- Employee Assistance Programs: Confidential counseling, financial planning, and wellness resources.
Our Culture & Values
arenaflex is built on a purpose‑driven culture that celebrates curiosity, empowerment, inclusivity, and agility. We believe that a diverse workforce fuels innovation, and we are committed to creating an environment where every employee feels valued and can thrive. Our core behaviors include:
- Curious: We ask bold questions, explore new ideas, and continuously learn.
- Empowered: We give people the autonomy to make decisions and take ownership of outcomes.
- Inclusive: We respect and celebrate differences, fostering a sense of belonging.
- Agile: We adapt quickly to market shifts, embracing change as an opportunity.
These values guide how we work together, how we serve our customers, and how we innovate in the marketplace. With a legacy of over 130 years, arenaflex’s culture remains a key driver of our sustained success.
Equal Opportunity Commitment
arenaflex is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, sex, age, national origin, religion, sexual orientation, gender identity or expression, veteran status, disability, or any other protected characteristic. All employment decisions are made based on qualifications, merit, and business needs.
Application Process
Ready to shape the future of a world‑class sports beverage brand? Follow these steps to apply:
- Prepare an up‑to‑date resume that highlights your national account achievements and leadership experience.
- Craft a compelling cover letter that showcases your strategic vision for partnership growth and how you embody arenaflex’s core values.
- Submit your application through the provided link. Our recruiting team will review your materials and reach out to schedule an initial conversation.
- Participate in a multi‑stage interview process that includes a hiring manager interview, a case‑study presentation, and a final discussion with senior leadership.
- Receive a formal offer and begin your journey with arenaflex!
Join arenaflex
If you are a results‑driven sales leader with a passion for building brands, forging lasting partnerships, and driving strategic growth, we want to hear from you. This is your opportunity to make a tangible impact on a globally recognized brand while advancing your own career in a supportive, high‑energy environment. Apply today and become a catalyst for arenaflex’s next chapter of success.
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