Director of Sales - Produce & Prepared Foods

Select how often (in days) to receive an alert:

Location:

Atlanta, GA, US, 30361

Travel:
Up to 50 % Travel

At Tosca, we’re redefining supply chains by delivering innovative solutions that drive sustainability, efficiency, and performance. As a leader in reusable packaging, we thrive on collaboration, transparency, and doing the right thing. Here, your work will matter. You’ll lead change, drive impact, and shape the future of how products move through global supply chains. Join a team where your voice is heard, your ideas have power, and your career can grow.

The Director of Sales, Produce & Prepared Foods will lead Tosca's commercial strategy and growth initiatives across North America's produce and prepared foods markets. This role is responsible for developing strategic customer relationships, expanding market share, driving profitable revenue growth, and delivering exceptional customer value.

Working closely with Operations, Supply Chain, Finance, Marketing, and Customer Experience teams, the Director will align customer needs with Tosca's solutions while leading a high-performing sales organization focused on growth, retention, and long-term business success.

Key Responsibilities

• Drive revenue growth, profitability, and market expansion within the Produce & Prepared Foods segment.
• Identify new business opportunities and build strategic relationships with customers and industry stakeholders.
• Develop and execute segment growth strategies aligned with company objectives.

Strategic Account Management

• Lead key customer relationships and long-term account growth strategies.
• Negotiate contracts, pricing structures, and commercial agreements.
• Partner with customers to identify opportunities that create mutual value and support long-term success.
• Recruit, coach, and develop a high-performing sales team.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Establish clear performance goals and support professional development initiatives.
• Drive pipeline management, forecasting accuracy, and sales process discipline.
• Utilize data, analytics, and market insights to improve commercial performance.
• Ensure consistent execution of sales strategies and best practices.

Cross-Functional Collaboration

• Partner closely with Operations, Supply Chain, Finance, Marketing, and Customer Experience teams.
• Align internal resources to deliver exceptional customer outcomes.
• Advocate for customer needs while balancing operational and financial objectives.

Business & Financial Management

• Own revenue, margin, forecasting, and business planning responsibilities for the segment.
• Evaluate growth opportunities through both commercial and financial lenses.
• Support annual planning, budgeting, and strategic business reviews.

• Bachelor's degree in Business, Supply Chain, Marketing, Finance, or a related field preferred.
• 10+ years of sales or commercial leadership experience within food, packaging, supply chain, logistics, manufacturing, retail, or related industries.
• Proven success growing strategic accounts, developing new business, and delivering profitable revenue growth.
• Experience leading and developing high-performing sales teams.
• Strong commercial and financial acumen with expertise in pricing, forecasting, contract negotiations, and margin management.
• Ability to build relationships and influence senior customer stakeholders.
• Experience partnering across Operations, Supply Chain, Finance, Marketing, and Customer Experience teams.
• Proficiency with Salesforce CRM and Microsoft Office applications.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Bilingual English/Spanish is a plus.

This is a remote role open to candidates located in states where Tosca is a registered employer. The position requires up to 50% travel, including overnight stays, to meet with customers, prospects, and internal teams across the territory.

At Tosca, we believe in fostering a workplace where everyone is treated with respect and dignity. We are an equal opportunity employer, dedicated to creating an inclusive and equitable environment where all qualified applicants are considered without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, disability, or veteran status.

Tosca participates in the E-Verify program to confirm the employment…