Sales Director (Grocery Channels)

Our client, one of the fastest-growing brands in the US food industry, is hiring a Sales Director (Grocery Channel).

Reporting to the VP of Sales, the Sales Director Groceries is a strategic leader responsible for developing the company's pastry business across the West Region of the United States. The role defines and executes grocery sales plans to expand distribution, strengthen customer partnerships, and deliver sustainable, profitable growth.

This position contributes to the broader grocery sales strategy while owning execution and performance across the West Region.

The role partners closely with Marketing to turn consumer and category insights into growth initiatives and supports the VP of Sales with business analysis and key presentations for the executive team.

Key Responsibilities and Essential Functions:

• Develop and execute the West Region grocery sales strategy for a large portfolio of bakery products, translating company priorities into customer plans, growth targets, and commercial actions.
• Grow existing grocery accounts and secure new business by expanding distribution, product assortment, and in-store presence across the region.
• Represent company at customer meetings, industry events, and trade shows to strengthen relationships and develop new business opportunities.
• Build strategic relationships with grocery retailers, distributors, and brokers, aligning partners around regional growth priorities and execution standards.
• Work hand in hand with Marketing to develop customer growth plans, product launches, promotional campaigns, and shopper activation initiatives; assess results and refine actions to improve sales and profitability.
• Lead commercial negotiations within agreed company guidelines and coordinate the implementation of pricing, promotional plans, and customer agreements.
• Participate in sales’ analysis, margins, distribution, promotional performance, and market trends to identify growth opportunities, assess risks, and recommend corrective actions.
• Contribute to annual budgets and sales forecasts, providing customer insights, assumptions, and action plans in line with company timelines and processes.
• Support the VP of Sales in preparing key executive presentations and business reviews, translating analysis into clear insights, recommendations, and growth priorities; present regional updates as needed.
• Monitor grocery category trends, consumer needs, and competitor activity in partnership with Marketing to inform regional strategy and customer proposals.
• Work alongside the second Sales Director to align commercial priorities, share market insights and best practices, and coordinate on customers or opportunities spanning territories.
• Partner with Customer Service, Finance, Supply Chain, Operations, and R&D to align customer commitments, demand forecasts, product availability, and launch readiness.

Collaboration:

• Partner closely with the VP of Sales, the second Sales Director, and Marketing to align grocery sales strategy, regional execution, and growth initiatives.
• Coordinate with Finance, Customer Service, Supply Chain, Operations, R&D, Legal, and HR as needed, and maintain effective relationships with customers, brokers, distributors, and external partners.

In addition to the specific duties outlined, you may be required to perform other tasks and responsibilities as deemed necessary by your manager. These tasks will be relevant to your role and within the scope of your area of expertise.

Required qualifications:

• Bachelor’s degree in Business or a related field

Experience:

• 5–7 years of experience in sales leadership, with demonstrated success in account development and profitable growth.
• Food industry experience is required.

Skills:

• Strong customer and commercial understanding, with the ability to build strategic grocery account plans.
• Understanding of distribution, logistics, and the operational requirements supporting retail execution.
• Experience working with retailers and brokers
• Strong analytical skills, including sales performance analysis, forecasting, budgeting, and profitability assessment.
• Excellent leadership, negotiation, communication, and presentation skills, including the ability to contribute to executive business reviews.
• Ability to translate strategy into action and collaborate effectively with Marketing, peer sales leaders, and cross-functional teams.

Company Policies and Compliance:

• Ensure compliance with Company GMPs, all local, state and federal regulations, customer-required practices and procedures, and requirements from third parties such as food safety certifiers.
• Develop and maintain quality and food safety standards. As applicable, lead the development, implementation, and maintenance of NO-GE, organic, and Kosher compliance systems, ensuring effective allocation and organization of resources.

Salary, Benefits and Perks:

• Competitive salary and performance-based bonus incentives.
• Comprehensive health, dental, and vision insurance packages.
• Employer-paid life insurance and flexible spending accounts (FSA).
• Generous PTO policy and 9 paid holidays per year.
• 401(k) plan with company match.
• Hybrid work schedule (2 WFH days)
• Relocation package
• Continuous career growth opportunities as we expand our operations.
• Training opportunities to support your career development.
• Values-driven culture that celebrates teamwork and mutual respect.

This is a full-time position which can be located in Miami, FL or San Antonio, TX.