Sr. Director, International Sales

Here's what all the hype is about: Premier Nutrition Company (PNC) is one of the fastest-growing companies in the convenient nutrition space showing clear leadership in the category of protein shakes and protein powders. We make the brands Premier Protein, Dymatize, and PowerBar, which is sold internationally, and we are part of our holding company, BellRing Brands (NYSE: BRBR).

We have a simple, yet powerful, formula for our success, which we’ve been nailing for over 15 years. We start off with an organization powered by our company purpose—Changing Lives with Good Energy. Then our purpose-driven people are given the support and autonomy to develop and grow. Next, we are super-intentional about designing a culture where everyone feels like they truly connect and belong, which is one of our five company core values. Purpose-driven, connected employees who are consistently mastering new skills deliver amazing business results. And winning companies with amazing people and thriving cultures attract and retain top talent, so the cycle becomes self-reinforcing or what we call our regenerative culture.

We don’t mind sharing our formula since, as people who we believe in the power of changing lives with good energy, we think the world would be a better place if more workplaces treated adults like adults and gave them the platform to do the best work of their lives—alongsidesome truly amazing colleagues. Why don’t more companies do this? It takes deep-in-your-bones conviction to your people, products, and purpose to pull it off. It also takes resisting the urge to try to control people, and instead trusting them to make the right decisions. The results of our vibrant culture speaks for themselves: We were certified as a Great Place to Work™ for the 8th year-running in 2024. And we currently rank #3 on Fortune Magazine’s Best Workplaces in our category, and in the top 12 for each of the last 6 years.

We have a long list of ways we take care of our people, but here are some crowd-pleasers that our employees often say they love most: Year-round ½ day Fridays, in-office massages, free lunches & snacks, dogs in the office, month-long cultural and diversity celebrations, monthly over-the-top in-office events like bring your kids to work day, 6% 401k match after 1 year, as-needed sick leave, generous paid family leave regardless of gender, all positions bonus-eligible, company-wide volunteer days, company-matched charitable donations, no employee handbook, no dress code, coaching conversations instead of performance reviews, walking meetings, free exercise classes, and company-paid gym membership for Emeryville-based employees.

PNC seeks individuals who will flourish in this type of work environment and will add to our culture and help build this high-growth company for the next phase in our amazing journey. Does this sound like you? Then read on…

Responsibilities

The Role…

The Sr. Director of International Sales will oversee the continued expansion of PNC’s brands in priority markets, channels and customers and leading a team of US and Canada based international sales professionals (4 people). Reporting to the SVP & GM of International, this role will work closely with the GM and International brand leaders to develop and execute the growth strategy and priorities for the greatest long-term growth opportunities. The role is currently responsible for delivering $160MM in net revenue with a vision of achieving $250MM in 3 years.

This position will be based out of our Dallas, TX office with trips to our Emeryville, CA HQ office at least quarterly for various meetings, such as annual departmental team building and planning meetings, annual plan kick-off all-hands meeting, quarterly state-of-the-company updates, or other large cross-functional meetings. The expected pay scale for this role is $220k to $240k, which may vary based on relevant experience, qualifications, geographic area (if applicable), and internal equity for the role. We are a dynamic, HYBRID workplace so every employee who lives within 100 miles of our offices is expected to come in each TUESDAY and WEDNESDAY. We aligned on those two common days way back in 2021 to be intentional about connecting in person for things like innovation, impromptu collaboration, having respectful challenges to get to better decisions, leadership role-modeling, and culture building. Great work cultures are built on stories about what great looks like in practice, and great stories on Zoom meetings are few and far between.

You’re excited about this opportunity because your time will be filled with…

Be a strong, strategic, steady, and inspirational sale leader: 20% of Time

• Be a trusted senior leader for all of PNC International and provide strong sales thought leadership to the International team
• Work to build stronger sales relationships with cross-functional partners and advocate for the international business
• Coach, mentor, and inspire total sales team and drive increase job satisfaction (GPTW)
• Build individual sales team capabilities and identify opportunities for improvement including stronger accountability and financial discipline
  
  

Drive best in class partnership with most strategic accounts (Walmart, Amazon, Sam’s, Master Distributors): 20% of Time

• Continue to build strong customer relationships and move customer relationships to best in class
• Work with team to develop best in class category thought leadership
• Lead strategic dialogue for customer top to tops, and position PNC as the clear leader in the convenient nutrition category and get to “partner of choice”
  
  

Uplevel sales strategy to better deliver against results and prepare for future: 25% of Time

• Develop 3-Year Sales Vision and Strategic Initiatives and rally the sales and international team around vision
• Develop strong KPI tracking and tools for sales analysis
• Identify and prioritize top sales opportunities areas for revenue and growth
• Work with international brand leaders to map our Long-Range Plan volume and assumptions
  
  

Uplevel International Sales Organization to support a $250MM business: 15% of Time

• Develop international sales organization of the future identifying gaps in capabilities, strategy, partners, and insights. Make recommendations to optimize sales organization to better deliver against revenue and growth objectives and to be ready for a $250M org
• Partner with sales to ensure we have the optimal go-to-market structure including direct sales and optimizing distributor relationships and support
• Evaluate and enhance accounts sales and ensure right level of resources and insights are dedicated to top accounts. Improve selling tools.
  
  

The daily stuff that everyone does but few quantify: 20% of Time

• Hosting and attending meetings and presentations
• Participating in company-wide activities and events galore
• Impromptu conversations with colleagues
• Administrivia like email, calendaring, expense reports, and other non-value-added work
  
  

Qualifications

What are we looking for?

Education

• Bachelor’s degree or equivalent work experience required
  
  

Experience

• 12 years of relevant sales experience within the Consumer-Packaged Goods (CPG) industry
• Building and organizing sales structures and managing a diverse base of direct customers and distributor partners
• Strong understanding and acumen of e-commerce
• Experience in evaluating, selecting and onboarding distribution partners for channel expansion
• The ability to understand different route-to-market and value chains to optimize pricing competitiveness
• Demonstrated success in developing and coaching sales team members for new responsibilities and advancement opportunities
  
  

Skills

• Highly skilled at building and leading diverse teams and building rapport both internally (cross-functional relationships)
• Strong strategic skills to set sales strategy and priorities and achieving objectives through others
• Strong analytical acumen to assist the team in delivering against revenue and profit goals
• Leading change and influencing customers and the trade to embrace a high growth category
• Quarter and annual plan development, monthly revenue management and forecasting
  
  

So, if after reading through this long list you’re thinking—I’m not sure I meet 100% of these requirements, should I still apply? YES—if you embody a growth mindset, see challenges as opportunities to develop, and find innovative ways to get the real work that matters done, you sound like our kind of candidate!

Select 5 Key Capabilities & Traits Important to Add to and Diversify your Current Team:

• Influence and inspire
• Be a builder
• Learning and growth mindset
• Coach & empower
• Embody a strategic mindset
  
  

You will thrive here and may just do the best work of your life if…

• You are comfortable being natural, casual, open, and even a bit playful at work
• You can do periods of focused, deep work on projects that drive the needle
• You like to get sh*t, I mean—stuff done
• You don’t have a big ego and hate siloed thinking
• You want to be an integral part of shaping and nurturing an amazing work culture
• You can be flexible in your approach to people challenges and abandon past practices if they don’t make sense or would lead to a poor outcome
• You can be friendly, vulnerable, and self-deprecating in one moment, and deal with a challenging, delicate people-related matter as a professional in the next
  
  

This may not be your ideal next career move if…

• You tend to chase whatever shiny object presents itself during the day instead of real results
• You like managing from your house with your camera off and demonstrating excellence through email
• Dealing with ambiguity or experimentation is not your jam
• You like hierarchy, command and control management
• You try to resolve challenging interpersonal situations over instant messaging or passive aggression
• You want to build lots of processes, systems, governance, or policies and make a beautiful bureaucracy
  
  

Here’s the deal with our not-so-standard, um…standard interview process because we know you are the curious type, which is why you’re still reading this…

• Quick 30 min phone chat with a high energy member of our Talent Acquisition team to do a quick overview of your background and answer any burning questions you have
• Team interviews are kept to a minimum to foster a more efficient, candidate-friendly process (too many interviewers yields little value and drags out the process for you—and who wants that, right?):
• A short series of in-person or video interviews in a 1:1 setting; these are usually with the hiring manager, one or two other team members, and a person from another team to get broader perspectives (note: we don’t do panel interviews because they don’t give interviewers a chance to ask you unique questions, and we assign interviewers different roles so we’re probing different capabilities)
• A case study or job task to simulate what you’d actually be doing in the role (since your job is not actually to be interviewed for a living, why is that the thing companies rely on so much?) Yes, there will be a small panel for this one so you don’t have to do it more than once, and yes, they might ask you some kind yet probing questions at the end after the raucous applause stops.
• Once your interview concludes, the team will meet for an in-depth consultative process to ensure we are hiring the right person for the right job. Interviewers must come in with a strong yes or no vote beforehand to avoid groupthink with supporting reasons. The collective thoughts on your candidacy will be discussed in an environment of safety to challenge ideas respectfully, debate. and be open to all important qualifications of the candidates. A trained, disinterested bias blocker will be present to help mitigate bias so the team can make a sound hiring decision. The moment of truth arrives when the hiring manager makes the big decision. If you nailed the interviews and the case study was brilliant, guess what? The offer is all yours! And the ball is in your court. Will you accept? We sure hope so because this place is the real deal, and don’t just believe us—just ask the 92% of our people who said this is a great place to work in our most recent employee survey.
  

We strive to create an equitable and inclusive environment to contribute to the success of our organization. Premier Nutrition provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, status as a covered veteran and any other category protected under applicable federal, state, provincial and local laws.