Sales Director, Nutritional Ingredients

As Director of Sales for the Western Territory, you will drive growth across Nutraceutical, Food & Beverage, Pet Food, Sports Nutrition, and Premix segments. This is a true player-coach position. You will be expected to develop and grow your own book of business while leading a team focused on new customer acquisition and account expansion. You will contribute directly to revenue and gross profit through your personal sales, while also driving performance across the territory. You will work closely with VP of Sales to align with territory/customer strategy, priorities, and execution. You will own the territory strategy and results, including revenue, gross profit, pipeline development, and forecast accuracy. Success in this role comes from being active in the market, identifying opportunities, building relationships, and converting those opportunities into long-term partnerships. In addition to your personal sales responsibilities, you will lead and develop a sales team. This includes setting clear expectations, driving consistent activity, holding the team accountable, and coaching them to improve performance and execution. This role requires strong communication across customers and internal teams, along with the ability to position our company as a trusted partner. That means bringing value beyond price through market intelligence, innovation ingredients, supply chain insight, product knowledge, and proactive solutions. The right candidate thrives in a fast-paced, entrepreneurial environment and takes full ownership of their territory. You create opportunities, not wait for them, and lead by example. Travel is expected as needed to support customer development, team leadership, and overall territory growth. Key Responsibilities & Expectations Own the performance of the Western Territory, including revenue, gross profit, pipeline development, and forecast accuracy. Operate as a player‑coach by building, managing, and growing a personal book of business while leading a high‑performing sales team. Drive new business development and build a strong, active pipeline through consistent prospecting, networking, and market engagement across key segments. Expand existing customer relationships by increasing share of wallet, identifying new opportunities, and developing long‑term partnerships. Lead, coach, and hold the sales team accountable for activity levels, pipeline development, CRM usage, forecasting accuracy, and overall performance against territory goals. Set clear expectations and lead by example through strong personal execution, urgency, and follow‑through. Develop and execute a clear territory strategy aligned with company objectives, focusing on sustainable growth and market share expansion. Build and maintain strong relationships with key stakeholders, including Purchasing, R&D, and senior leadership within customer organizations. Represent the company as a trusted partner by delivering value beyond price through market intelligence, supply chain insight, product knowledge, and proactive solutions. Develop and deliver competitive proposals and quotations that align with customer needs and company objectives. Collaborate cross‑functionally with product management, innovation, sourcing, marketing, quality, logistics, and accounting teams to ensure alignment and execution. Maintain a strong understanding of market trends, pricing dynamics, product applications, and competitive positioning. Ensure all sales activities, customer interactions, and pipeline updates are consistently documented and up to date in CRM systems. Participate in trade shows, customer visits, and industry events to drive new opportunities and strengthen relationships. Travel up to 40%+, with additional travel as needed to drive new business and maintain strong customer relationships. Take full ownership of results, operating with a high level of accountability, discipline, and focus on execution. Requirements, Education & Experience 7 to 10+ years of experience in ingredient sales or a related field, with exposure to raw materials, functional ingredients, or premix solutions. Consistent track record of meeting or exceeding sales targets over multiple years. Experience working in Nutraceutical, Food & Beverage, Pet Food, Sports Nutrition, or broader CPG markets. Prior experience in a leadership or mentorship capacity is preferred. Strong understanding of ingredient markets, including pricing structures, supply chain dynamics, and competitive landscape. Established industry relationships and network within the Western Territory is strongly preferred. Experience working in a distribution, manufacturing, or ingredient supply environment. Comfortable operating in a fast‑paced, performance‑driven, entrepreneurial environment. Experience collaborating cross‑functionally with teams such as sourcing, operations, quality, logistics, and finance. Proficiency with CRM and ERP systems. Strong communication skills with the ability to engage effectively across all levels of an organization. Ability to work effectively across cultures and with global teams. High level of ownership, accountability, and follow‑through. Strong problem‑solving skills with the ability to navigate complex customer and internal situations. Ability to balance strategic thinking with day‑to‑day execution. Adaptable and resilient, with the ability to handle challenges and maintain focus on long‑term goals. Conditions of Employment Candidates must have reliable transportation and a valid driver’s license. Must be able to travel as required for the role. Must submit to and comply with a background check prior to hiring. #J-18808-Ljbffr Wellington Executive Search