Turlock, CA

Job Description

We are seeking a results-driven Director of Sales to lead all Sales & Business Development activities for a rapidly growing natural food ingredient supplier.  Reporting directly to the General Manager of the Business Unit, this position will direct all sales activities for the North American Business to achieve planned profit, strategic goals, and exceed sales objectives to ensure the company’s short and long-term objectives are attained.  


This position will maintain high levels of influence for a $250M business unit within a leading global manufacturer and marketer of colors, flavors, and other specialty ingredients. This group is one of the largest producers and distributors of dehydrated onion and garlic products as well as chili powder, paprika, chili pepper, and dehydrated vegetables such as parsley, celery, and spinach.


Essential Job Functions include:


  • Lead, train, manage and motivate a team of 14 Regional, National, and International Sales Managers, including an inside sales force and Customer Service Manager.
  • Develop strategic and tactical sales/marketing plans that meet corporate financial objectives in the Ingredient, CPG, and International channels.
  • Establish Key Performance Indicators (KPIs) for revenue, profitability, market growth or dynamics, and customer satisfaction to track performance and provide feedback to the executive team.
  • Support completion of SWOT analyses to fully understand customers’ needs and demands for new food ingredient products; then develop differentiated programs that fulfill those needs.
  • Collaborate and work closely with all departments, R&D, Manufacturing, Purchasing, QC/QA, and Finance.
  • Optimize the sales and support team(s), provide feedback, coach, train, and establish career development plans for employees.
  • Develop annual and monthly forecasting of sales revenue, volumes, margins, and expense budgets. Implement corrective actions when needed throughout the fiscal year.
  • Develop product pricing/margins, sales promotions, training tools, marketing programs, collateral material, and potentially alternative channel partners.
  • Utilize Salesforce.com CRM software to track sales pipelines and share best practices.
  • Provide key forecasting inputs in areas such as production prioritization, inventory management, product mix, economic evaluations, and market analyses.
  • Travel primarily in the domestic U.S. and internationally as required to provide support and to drive profitable new growth, including but not limited to site visits, industry conferences, and customer sales calls.


Qualifications for this role include:


  • B.S. or B.A. with a Food Science, Agricultural, Business or Marketing Focus
  • MBA is a plus, but not required.
  • 8+ years of Sales, Business Development, and/or Marketing leadership experience within the agricultural or natural ingredient processing market, such as milling, crushing, refining, dehydrating, etc.  
  • 10+ years of proven experience developing and selling value-added integrated ingredient solutions into the food manufacturing and CPG markets
  • Facilitate remote work teams utilizing principles of Servant Leadership with a bias towards action.  
  • Prior P&L experience with strong business acumen and excellent negotiating skills.
  • Well-developed relationship management skills and consultative selling approach.
  • Clear track record of delivering results with the ability to lead and manage high-performance teams.
  • Independent problem-solving and change management skills.
  • Must be detail-oriented with excellent multitasking skills.
  • Outstanding oral and written communication skills.
  • Advanced P.C. skills, including Microsoft Office (Word, PowerPoint, Excel, Access).
  • Ability to travel a minimum of 40-50% overnight throughout the U.S., with limited travel to Canada and Mexico under Non-COVID conditions.


Compensation includes a very attractive base salary commensurate with experience, annual bonus potential, 401K, ESOP, comprehensive medical/dental benefits, and paid vacation. Relocation assistance is available for outstanding candidates.    


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