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.

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 will work closely with the sales team on training, discipline, guidance, strategy, and culture.

• Utilizes independent judgment to manage the sales team working on new opportunities 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.

• 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 tracked 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.

• 8+ years of progressive experience in business development, sales, or strategic partnerships.
• 3+ years 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.

• 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,…