Director of Sales

Summary/Objective

The Director of Sales is responsible for implementing the organization’s growth strategy by identifying new business opportunities, building strategic partnerships, and expanding market presence. The Director of Sales focuses on developing and executing plans to increase revenue, enhance client relationships, and position the company as a leader in its industry. The Director of Sales will collaborate closely with the department VP and managers to align sales department initiatives with organizational goals, leveraging market insights and competitive analysis to drive sustainable growth and profitability.

Essential Functions

The Director of Sales will lead the identification, evaluation, and execution of new business opportunities, strategic partnerships, and market expansion initiatives. The Director of Sales will implement growth strategies, analyze market trends, and assess competitive landscapes to drive revenue and profitability. The Director of Sales will manage the department development of sales pipelines, manage key performance metrics with sales reps, and provide insights to guide decision-making. The Director of Sales with work closely with the sales team on training, discipline, guidance, strategy, and culture.

Responsibilities/Skills/Abilities

• Utilizes independent judgment to manage the sales team working on new opportunity and sales development activities.
• Has authority to make decisions on functions within the business development group of the sales team, including strategy, travel, prospect assignment and re-assignment.
• Implement strategic plans to drive business growth, market expansion, and revenue generation.
• Identify, evaluate, and pursue new business opportunities, partnerships, and client relationships.
• Build and maintain strong relationships with key stakeholders, including clients, partners, and internal teams.
• Guide prospect development, and lead deal closures to meet revenue and profitability targets.
• Institute a department discipline around implementation of the strategy with clarity, transparency, and measurables.
• Collaborate with marketing, sales, and product teams to create and execute go-to-market strategies.
• Monitor and analyze performance metrics, providing data-driven insights to inform business decisions.
• Represent the company at industry events, conferences, and networking opportunities to promote brand visibility.
• Oversee the development and management of sales pipelines, ensuring alignment with organizational goals.
• Mentor and lead business development teams, fostering a culture of accountability, innovation, and continuous improvement.

The job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.

Position Key Performance Indicators

• Effective engagement with the market tracked through customer touches
• Development of valuable sales opportunities tracked as opportunities and projects
• Development of growth in revenue and gross profit tracking by the company P&L
• Ability to engage and drive the sales team to close business opportunities, measured through company P&L.
• Develop and drive sales team initiatives by engaging in SMART (specific, measurable, attainable, realistic, time-based) goal development for each direct report, and evaluating the completion and impact of the goals.

Work Experience Requirements

• 8+ years of progressive experience in business development, sales, or strategic partnerships
• 3+ year of experience in managing people and holding sales teams accountable, including contracted or business supporting sales networks such as distributors or brokers.
• Demonstrated success in driving revenue growth and achieving business development targets.
• Experience in building, leading, and mentoring high-performing teams, fostering a culture of accountability and innovation.
• Expertise in negotiating complex deals with key partners on the commercial side of the business.

Education/Knowledge Requirements

• Bachelor’s Degree in Business Administration, Marketing, Finance, or a related field is required.
• Deep understanding of industrial food industry sales cycles, and market expansion techniques.
• Proficiency in financial modeling, forecasting, budgeting, and analyzing profitability metrics.
• Familiarity with sales processes, marketing strategies, and branding initiatives.
• Expertise in structuring and negotiating contracts, partnerships, and agreements.
• Awareness of legal, regulatory, and compliance requirements related to business development activities.
• Knowledge of project management methodologies to execute strategies effectively and on time.
• Experience in CRM implementation and maintenance.

Reports To

VP of Business Development

Direct Reports

May include Technical Sales Representatives as New Business Sales Support Representatives

Supervisory Responsibilities

The Director of Sales will mentor and manage a high-performing sales team, providing guidance, coaching, and professional development opportunities to ensure alignment with organizational goals and culture. The Director of Sales will oversee recruitment, onboarding, and training processes while setting clear performance expectations, monitoring progress, and conducting regular evaluations to drive accountability and results. Additionally, the Director of Sales will delegate tasks effectively, foster a collaborative and innovative work environment, and provide strategic direction for cross-functional teams to execute business initiatives seamlessly. Managing departmental utilization of the budget, resource allocation, and project timelines, this position will optimize efficiency and effectiveness while promoting professionalism, integrity, and a culture of transparency and excellence.

Backup

VP of Business Development

Physical Requirements

• Ability to sit, stand, or walk for extended periods during meetings, presentations, and conferences.
• Frequent use of a computer, phone, and other office equipment for communication, reporting, and analysis.
• Ability to work in a fast-paced environment, managing multiple tasks and deadlines simultaneously.

Work Environment/Hours

• Primarily work in an office setting, with a dynamic and collaborative atmosphere that encourages innovation and strategic thinking. The work environment is fast-paced, with frequent deadlines and the need to manage multiple priorities simultaneously. may require occasional evening or weekend work to accommodate client meetings or business needs.
• Travel?This position does include occasional travel as needed and is effective for the sales strategy, locally or not, as well as overnight travel.

EEO

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or any other characteristic protected by the law.