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Senior Director, Distributor National Accounts


Based in Toledo, Ohio, Libbey Inc. is one of the largest glass tableware manufacturers in the world. Libbey operates manufacturing plants in the U.S., Mexico, China, Portugal and the Netherlands. In existence since 1818, the company supplies tabletop products to retail, foodservice and business-to-business customers in over 100 countries. Additional information is available at


The Sr. Director, Distributor National Accounts will lead and direct all initiatives, programs and sales for 3 national distributor accounts, including one buying group, in the foodservice channel.  This position is responsible for coaching and leading 2 direct reports and partnering with Marketing to define the market opportunities in this key segment, , developing strategies and plans for increasing  Libbey’s share of business through deeper account penetration and new customer acquisition and ultimately growing restaurant sales.  In addition, the role must ensure the effective utilization of Libbey’s foodservice field salesforce to help the accounts effectively reach end users and pull Libbey brands through the distributor.  The Sr. Director, Distributor National Accounts must understand industry and competitor trends and proactively put strategies and actions in place to grow Libbey’s market presence and share in the national distributor space.



Creation of National Distributor Strategy

  • Lead development and of national distributor sales strategy and plan to grow business in this key targeted market segment
  • Cultivate effective relationships with top customers and end users to create an advantage for Libbey
  • Partner with Marketing, Sales, and other functions as appropriate to develop strategies, programs and plans

Execution of National Distributor Strategy

  • Develop and maintain an annual business plan outlining strategies to achieve company goals and align with distributor and Libbey sales teams.
  • Plan, drive, coordinate and grow Libbey’s total tabletop business in the national distributor segment, developing brand specifications, end user and customer programs, and managing projects and programs on an ongoing basis
  • Assist in the development of pricing tactics, programs and processes needed to achieve agreed upon sales and profitability targets and objectives

Collaboration Across & Within Libbey Sales Team

  • Lead and develop a high performing national distributor sales team
  • Communicate regularly with Regional Sales Directors, Foodservice VP, Sales VP and other Libbey internal staff
  • Utilize CRM tool and other sales effectiveness pipeline planning and review tools
  • Review, consolidate and submit credible, accurate forecasts of monthly sales volume, based on close connection to customer business plans, inventory builds, product mix and growth objectives


Requirements & Qualifications:

  • Bachelor’s degree required in Business Administration, Hospitality or a related field, M.B.A preferred
  • Minimum 10-12 years of sales experience (Tabletop and Foodservice Industry experience a plus)
  • Proven sales and relationship building experience
  • Highly competitive, results oriented and resilient individual, with strong prospecting skills
  • Ability to travel locally and nationally up to 50%
  • Proven success building, leading and transforming sales teams
  • Strategic thought leadership and the ability to convert strategy into effective action plans
  • Strong interpersonal and communication skills, with ability to develop and deliver compelling presentations
  • Strong conceptual abilities and excellent perseverance to solve problems and adapt solutions across a wide range of communications and creative challenges
  • Ability to build strategic relationships and maintain collaborative network of contacts internally and externally
  • Ability to work from home office
  • Computer skills, ability to work within CRM system


Libbey Inc. is an equal opportunity employer and gives consideration for employment to qualified applicants without regard to race, color, creed, age, religion, sex, national origin, citizenship, genetic information, sexual orientation, marital status, gender identity, disability, protected veteran status or any other federal, state, or local protected class.