Director of Sales

Job Description

Job Description

The Director of Sales is responsible for driving revenue growth, expanding customer relationships, and executing strategic sales initiatives within the ready-to-eat (RTE) food manufacturing industry. This role leads key retail and foodservice accounts, develops sales strategies to increase market share, and collaborates cross-functionally with operations, marketing, and executive leadership to support business objectives. The ideal candidate has a strong background in CPG or food manufacturing sales, experience managing major retail accounts, and a proven ability to lead teams, negotiate customer partnerships, and deliver profitable growth across multiple distribution channels.

The Director of Sales is responsible for driving revenue growth, expanding customer relationships, and executing strategic sales initiatives within the ready-to-eat (RTE) food manufacturing industry. This role leads key retail and foodservice accounts, develops sales strategies to increase market share, and collaborates cross-functionally with operations, marketing, and executive leadership to support business objectives. The ideal candidate has a strong background in CPG or food manufacturing sales, experience managing major retail accounts, and a proven ability to lead teams, negotiate customer partnerships, and deliver profitable growth across multiple distribution channels.

Main Responsibilities/Duties:

• Develop and execute national sales strategies to drive revenue growth across retail, club, grocery, and mass merchandise channels

• Lead and manage strategic relationships with major CPG retailers, including national and regional account buyers and category managers

• Own annual sales planning, forecasting, budgeting, and revenue performance against company growth targets

• Negotiate pricing, promotional programs, distribution expansion, and joint business plans with key retail partners

• Identify and secure new business opportunities to expand market penetration and increase shelf presence

• Collaborate cross-functionally with operations, supply chain, marketing, finance, and product development teams to support customer initiatives and operational execution

• Lead, mentor, and develop commercial, innovation and new product development team, brokers, and distributor relationships

• Analyze syndicated data, POS reporting, market trends, and competitive activity to drive strategic sales decisions

• Oversee customer profitability, trade spending, margin performance, and promotional ROI

• Manage broker networks and distributor relationships to ensure alignment with company sales objectives

• Drive successful new product launches and retail commercialization strategies across key accounts

• Ensure customer compliance with retailer requirements, service levels, inventory management, and food industry standards

• Represent the company at customer meetings, trade shows, industry events, and executive business reviews

• Develop long-term strategic partnerships with retailers to support sustainable growth and category leadership

• Monitor industry trends, consumer behavior, and emerging retail opportunities within the RTE and prepared foods category

• Partner with executive leadership to support strategic planning, capacity growth, and market expansion initiatives

• Establish KPIs and reporting metrics to measure sales effectiveness, customer performance, and team productivity

• Support private label and branded business development initiatives across multiple retail channels

• Maintain a strong understanding of food manufacturing operations, supply chain constraints, and retailer fulfillment expectations

• Foster a performance-driven culture focused on accountability, collaboration, innovation, and customer service excellence

Education:

• Bachelor's degree in Business, Marketing, Supply Chain or related field (MBA preferred)

Level of Experience Required: 10+ years

Knowledge, Skills, Experience:

• 10+ years of progressive sales experience within food manufacturing, CPG, or related industries

• Proven experience managing national or regional retail accounts and driving revenue growth

• Strong knowledge of retail sales processes, category management, and food industry operations

• Experience selling refrigerated, frozen, deli, or prepared food products preferred

• Demonstrated leadership experience managing sales teams, brokers, and strategic customer relationships

• Strong negotiation, communication, and presentation skills

• Proficiency with CRM systems, syndicated data platforms, and Microsoft Office applications

• Ability to travel as needed to support customer and business requirements

• Experience working with major retailers such as Walmart, Kroger, Costco, Target, and Publix

• Strong understanding of private label and branded product strategies

• Proven ability to lead cross-functional initiatives in a fast-paced manufacturing environment

• Develop and execute national sales strategies to drive revenue growth across retail, club, grocery, and mass merchandise channels

• Lead and manage strategic relationships with major CPG retailers, including national and regional account buyers and category managers

• Own annual sales planning, forecasting, budgeting, and revenue performance against company growth targets

• Negotiate pricing, promotional programs, distribution expansion, and joint business plans with key retail partners

• Identify and secure new business opportunities to expand market penetration and increase shelf presence

• Collaborate cross-functionally with operations, supply chain, marketing, finance, and product development teams to support customer initiatives and operational execution

• Lead, mentor, and develop commercial, innovation and new product development team, brokers, and distributor relationships

• Analyze syndicated data, POS reporting, market trends, and competitive activity to drive strategic sales decisions

• Oversee customer profitability, trade spending, margin performance, and promotional ROI

• Manage broker networks and distributor relationships to ensure alignment with company sales objectives

• Drive successful new product launches and retail commercialization strategies across key accounts

• Ensure customer compliance with retailer requirements, service levels, inventory management, and food industry standards

• Represent the company at customer meetings, trade shows, industry events, and executive business reviews

• Develop long-term strategic partnerships with retailers to support sustainable growth and category leadership

• Monitor industry trends, consumer behavior, and emerging retail opportunities within the RTE and prepared foods category

• Partner with executive leadership to support strategic planning, capacity growth, and market expansion initiatives

• Establish KPIs and reporting metrics to measure sales effectiveness, customer performance, and team productivity

• Support private label and branded business development initiatives across multiple retail channels

• Maintain a strong understanding of food manufacturing operations, supply chain constraints, and retailer fulfillment expectations

• Foster a performance-driven culture focused on accountability, collaboration, innovation, and customer service excellence

Education:

• Bachelor's degree in Business, Marketing, Supply Chain or related field (MBA preferred)

Level of Experience Required: 10+ years

Knowledge, Skills, Experience:

• 10+ years of progressive sales experience within food manufacturing, CPG, or related industries

• Proven experience managing national or regional retail accounts and driving revenue growth

• Strong knowledge of retail sales processes, category management, and food industry operations

• Experience selling refrigerated, frozen, deli, or prepared food products preferred

• Demonstrated leadership experience managing sales teams, brokers, and strategic customer relationships

• Strong negotiation, communication, and presentation skills

• Proficiency with CRM systems, syndicated data platforms, and Microsoft Office applications

• Ability to travel as needed to support customer and business requirements

• Experience working with major retailers such as Walmart, Kroger, Costco, Target, and Publix

• Strong understanding of private label and branded product strategies

• Proven ability to lead cross-functional initiatives in a fast-paced manufacturing environment