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.