Director of Grocery

About Lucky Energy

Lucky Energy is a fast-growing energy drink brand built on a simple belief: every day is a miracle. We're on a mission to bring bold flavor and good energy to every corner of the market, and we're building the team to do it! At Lucky, culture isn't an afterthought; it's how we work, how we grow, and how we win. If you're looking for a place where your impact is real and your energy is matched, you've found it.

The Role

The Director of Grocery is a senior commercial leader responsible for driving profitable growth across the grocery channel. You'll own the strategy, the relationships, and the results. This means managing broker partnerships, developing and closing national accounts, building joint business plans, and driving best-in-class retail execution.

You'll partner closely with our SVP of Sales and cross-functionally with Sales Planning, Marketing, Category Management, Finance, and Supply Chain, to deliver integrated channel strategies that scale. This is not a role for someone who delegates and disappears. This is a role for a hunter who has done startup life before: limited resources, maximum results.

Key Responsibilities

Commercial Leadership & Customer Strategy

Develop and execute national grocery strategy to deliver sales, profit, distribution, and market share objectives

Build and maintain senior-level relationships with key grocery customers, wholesalers, and strategic partners

Lead annual business planning, Joint Business Plans (JBPs), customer negotiations, and strategic growth initiatives

Identify opportunities to expand distribution, optimize assortment, and accelerate velocity across existing and emerging accounts

Partner with Finance to ensure profitable growth through effective pricing, trade investment, and promotional strategy

Represent the voice of the customer internally, ensuring their needs are reflected in business decisions and growth plans

Broker Network Management

Build, structure, and manage Lucky Energy's broker network by recruiting the right partners, setting expectations, and holding them accountable

Optimize broker performance by market; identify gaps and make swift decisions on partnerships

Develop broker incentive structures, communication cadences, and execution standards that drive consistent field results

Business Planning & Execution

Lead customer planning processes including annual operating plans, promotional calendars, forecasting, and trade investment management

Drive best-in-class execution of new item launches, promotional programs, merchandising initiatives, and seasonal activations

Monitor sales performance, market trends, and forecast accuracy to proactively identify risks and opportunities

Partner with Supply Chain and Demand Planning to optimize service levels, inventory, and customer fill rates

Analytics & Insights

Leverage syndicated, retailer, and internal analytics to identify growth opportunities and inform strategic decisions

Translate data into actionable recommendations that improve account performance and strengthen category leadership

Lead business reviews and executive presentations with compelling, insight-driven storytelling

Monitor competitive activity and market dynamics to ensure Lucky Energy remains positioned for sustainable growth

Cross-Functional Leadership

Collaborate with Marketing, Category Management, Finance, Supply Chain, and Operations to deliver integrated customer strategies

Influence internal stakeholders to align resources, priorities, and investments behind key growth opportunities

Bring a cross-functional mindset to everything

What We're Looking For

Must-Haves

Hunter mentality- you actively prospect, pipeline, and close new business. You don't wait for inbound.

Startup DNA- you've operated in resource-constrained environments and know how to do more with less. Ambiguity energizes you.

Broker management experience- you've built and managed broker networks and know how to drive results through partners.

8+ years of progressive CPG/beverage sales experience with a proven track record of opening accounts and scaling national distribution

Demonstrated success winning and managing national accounts- Kroger, Albertsons, Hyvee, HEB, Publix, or equivalent

Experience building JBPs, trade plans, and promotional programming with major retailers

Strong understanding of grocery retail dynamics, category management principles, and trade investment management

Proficiency with syndicated data: NielsenIQ, retailer POS with the ability to turn insights into buyer stories

Strong financial and analytical acumen; you can build a business case and defend it in a room

Exceptional communication, negotiation, and executive presentation skills

Willingness to travel ~30% to accounts, broker partners, trade events, and HQ

Nice-to-Haves

Energy, hydration, or better-for-you beverage experience

Experience scaling a brand to category leadership

Existing relationships with major grocery and mass channel buyers

MBA or equivalent business experience

Compensation & Benefits

Competitive base salary

Performance-based bonus tied to distribution, velocity, and revenue milestones

Equity participation…you'll own a piece of what you build

Health, dental, vision, and leave benefits

Flexible remote-first environment; travel ~30% to accounts, broker partners, and HQ

Monthly Lucky Energy product allowance (obviously)