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)
