Director of Sales – B2B

Key Details:

  • Build the B2B Sales strategy for a food manufacturer preparing to scale by 2x
  • Drive revenue growth, develop key B2B relationships, and lead a talented sales team.
  • Hybrid remote position in Greater Sacramento, California

The Director of Sales – Wholesale Ingredients is a key leadership role responsible for driving revenue growth, expanding B2B customer relationships, and leading a diverse sales team (6 direct reports). Responsible for developing and executing sales strategies, overseeing key customer relationships, and establishing best-in-class sales processes to optimize performance. The Director of Sales – Wholesale Ingredients will develop the annual sales plan and manage monthly forecasts for this segment of business to align with overall business objectives.

The ideal candidate has a deep understanding of natural and organic ingredient sales, a strong track record in B2B business development, and experience leading, mentoring, and developing a high-performing sales team.

Key Responsibilities
Sales Strategy & Business Development

  • Develop and execute a strategic sales plan to drive revenue growth and expand market share.
  • Identify and pursue new business opportunities with food manufacturers, co-packers, and industrial buyers.
  • Build and maintain strong relationships with key B2B customers, ensuring long-term partnerships.
  • Lead contract negotiations, pricing strategies, and account management best practices.
  • Collaborate with marketing and product teams to develop sales materials and promotional initiatives.

Sales Team Leadership & Development

  • Manage, mentor, and develop a sales team of five, providing leadership and professional growth opportunities.
  • Support team members in sales strategy execution, negotiation skills, and customer relationship management.
  • Set clear goals, KPIs, and expectations, ensuring accountability and alignment with business objectives.
  • Conduct regular team meetings, performance reviews, and one-on-one coaching sessions.
  • Foster a collaborative, high-performance sales culture focused on results and continuous improvement.

Sales Planning, Forecasting & Process Implementation

  • Develop and manage the annual sales plan, aligning targets with business goals and market opportunities.
  • Oversee monthly sales forecasts, ensuring accuracy and alignment with financial planning.
  • Implement structured sales processes, CRM tools, and forecasting methodologies to improve visibility and pipeline management.
  • Train and support the sales team in CRM usage, data-driven decision-making, and performance tracking.
  • Optimize customer segmentation and targeting strategies to maximize efficiency and profitability.

Customer & Market Insights

  • Analyze market trends, competitive activity, and customer insights to refine sales strategies.
  • Work with operations and supply chain teams to ensure product availability and seamless fulfillment.
  • Provide ongoing feedback to product development teams to align innovation with customer needs.
  • Represent the Company at industry trade shows, networking events, and customer meetings.

Qualifications & Experience

  • Bachelor’s degree in business or related field (MBA preferred).
  • 10+ years of experience in ingredient B2B sales or related field (natural and organic ingredients preferred).
  • Proven leadership experience managing and developing a sales team, with a strong ability to coach and mentor.
  • Strong expertise in ingredient sales, contract negotiations, and account management.
  • Experience developing and managing an annual sales plan and monthly forecasts.
  • Experience designing and implementing sales processes, CRM tools, and performance tracking systems.
  • Strong analytical skills with experience in market analysis, forecasting, and pricing strategies.
  • Excellent presentation, negotiation, and relationship-building skills.
  • Entrepreneurial mindset with a passion for the natural and organic food industry.
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