Director of National Customer Sales – FSOP Strategic Accounts & Growth Leadership at arenaflex

About arenaflex

arenaflex is a fast‑paced, dynamic organization that blends the entrepreneurial spirit of a startup with the deep resources and global reach of one of the world’s most iconic beverage brands. Our mission is to become the number one sports‑drink provider, delivering innovative hydration solutions that empower athletes, active‑lifestyle consumers, and everyday champions. With a culture rooted in curiosity, empowerment, inclusivity, and agility, arenaflex encourages every team member to push boundaries, collaborate across functions, and have fun while achieving ambitious goals.

Why This Role Matters

As the Director, Customer Sales – FSOP (Food Service & Office Programs), you will be the strategic linchpin that drives arenaflex’s national growth across key food‑service and office‑program accounts. You will own the full sales cycle—from contract negotiation to execution—ensuring that our national customers receive the strategic guidance, brand support, and operational excellence needed to meet both short‑term targets and long‑term vision. Your leadership will directly influence arenaflex’s market share, brand perception, and revenue performance across the United States.

Key Responsibilities

• Strategic Account Ownership: Acquire, develop, and manage all arenaflex FSOP national accounts, aligning each partnership with corporate priorities and growth objectives.
• Executive Advisory: Provide senior management with actionable insights on customer priorities, emerging opportunities, and competitive threats.
• Contract Negotiation: Lead negotiations for new annual and multi‑year agreements, ensuring mutually beneficial terms that support arenaflex’s expansion plans.
• Growth Planning: Design comprehensive annual growth targets for each account, incorporating channel pricing guidance and market dynamics.
• Cross‑Functional Collaboration: Partner with the NAOU (National Accounts & Operations Unit) strategic planning team to synchronize customer plans, maximize joint results, and drive seamless execution.
• Commercial Planning Leadership: Direct the commercial planning process with NAOU account teams to elevate brand visibility and activity across both long‑term and short‑term initiatives.
• Communication & Execution: Deliver clear, timely communication and equip bottlers and field teams with the tools needed for flawless execution of key initiatives.
• Performance Enablement: Work closely with bottler personnel to drive specific customer performance metrics, aligning execution with overall business priorities.
• Customer Support Facilitation: Conduct regular support team meetings, identify root‑cause issues, and implement solutions to ensure uninterrupted service delivery.
• Relationship Development: Build and leverage senior‑level relationships at major accounts to deepen partnership and create strategic value.
• Insight Provision: Offer channel, brand, and category expertise to customers, bottlers, and internal teams, fostering data‑driven decision making.
• On‑Site Engagement: Perform quarterly visits with bottlers, NAOU, and high‑value customers to gather market intelligence and uncover growth opportunities.
• Cross‑Functional Influence: Mobilize arenaflex and NAOU resources to co‑create value‑added solutions based on customer feedback.
• Territory Leadership: Lead the sales organization within the assigned territory, analyzing market trends, identifying opportunities, and setting ambitious yet 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, 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 record of selling into multiple retail and food‑service channels.
• At least 5 years of experience managing key national accounts such as arenaflex, arenaflex, or arenaflex (formerly known as Compass, Sodexo, Aramark).
• Demonstrated ability to close complex, multi‑year contracts and drive revenue growth.
• Strong entrepreneurial drive, self‑motivation, and a results‑oriented mindset.
• Exceptional organizational skills with the capacity to assess business needs quickly, develop action plans, and manage change.
• Passion for brand building, product innovation, and long‑term market expansion.
• Proficiency in Microsoft Outlook, PowerPoint, Excel, and Word; solid analytical ability with experience interpreting Nielsen/IRI syndicated data.
• Willingness to travel up to 35% of the time (by car and plane), including long‑distance drives; a valid driver’s license and clean motor‑vehicle record are required.

Preferred Qualifications & Attributes

• Advanced degree (MBA or related) or additional certifications in sales leadership, strategic account management, or data analytics.
• Experience leading cross‑functional teams in a matrixed organization.
• Demonstrated success in developing and executing national channel strategies for emerging beverage categories.
• Fluency in additional languages (e.g., Spanish) to support diverse customer bases.
• Track record of mentorship, having coached junior sales professionals to achieve promotion and performance milestones.

Core Skills & Competencies

• Strategic Thinking: Ability to translate market insights into actionable growth plans.
• Negotiation & Influence: Skilled at securing favorable contract terms while maintaining strong partner relationships.
• Data‑Driven Decision Making: Comfortable analyzing sales data, market trends, and consumer behavior to guide strategy.
• Communication: Clear, concise, and persuasive communicator across all levels of the organization.
• Collaboration: Proven team player who can partner effectively with bottlers, NAOU, marketing, finance, and operations.
• Customer‑Centric Mindset: Deep empathy for client needs and a relentless focus on delivering value.
• Project Management: Ability to manage multiple initiatives simultaneously, meet deadlines, and maintain high quality.
• Adaptability: Thrive in a fast‑changing environment, embracing new technologies and market shifts.

Career Growth & Learning Opportunities

arenaflex invests heavily in the professional development of its leaders. In this role, you will have access to:

• Executive mentorship programs with senior arenaflex leaders.
• Cross‑functional rotation opportunities to broaden your expertise in marketing, supply chain, and finance.
• Industry conferences, certification courses, and advanced analytics training.
• A clear promotion pathway toward senior director and vice‑presidential roles within the national accounts organization.

Culture & Work Environment

At arenaflex, we celebrate an inclusive, purpose‑driven culture that encourages curiosity, empowerment, inclusivity, and agility. Our employees enjoy:

• Flexible remote‑first work arrangements, with occasional on‑site visits to key customer locations.
• Collaborative team spaces that foster idea sharing and rapid problem solving.
• Regular “innovation sprints” where employees can pitch new product concepts and receive executive feedback.
• Employee resource groups that support diverse backgrounds and perspectives.
• Recognition programs that celebrate both individual achievements and team milestones.

Compensation, Perks & Benefits

arenaflex offers a competitive total rewards package that reflects the seniority and impact of this role:

• Base salary range: $158,000 – $187,000, adjusted for geography, experience, and market benchmarks.
• Annual incentive target of 30% of base salary, tied to performance against clearly defined KPIs.
• Comprehensive medical, dental, and vision coverage for you and eligible dependents.
• Retirement savings plan with company match, flexible spending accounts, and financial wellness resources.
• Generous paid time off, parental leave, and holiday schedules.
• Travel reimbursement, mobile device allowance, and a company‑provided laptop.
• Wellness programs, including gym membership subsidies, mental‑health resources, and employee assistance services.
• Employee stock purchase plan (ESPP) and potential equity grants for high‑performing leaders.

Our Purpose & Growth Mindset

arenaflex is committed to refreshing the world and making a difference through purposeful innovation. We nurture an inclusive culture that values continuous learning, curiosity, empowerment, and agility. By joining arenaflex, you become part of a legacy that spans more than a century, while helping shape the next generation of sports‑drink experiences.

Application Process

If you are a visionary sales leader with a passion for strategic growth, brand building, and collaborative partnership, we want to hear from you. Apply today to become a pivotal part of arenaflex’s journey toward market leadership.

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