Director of Foodservice & Ingredient Sales

As a purpose-driven, certified B corporation, Clover is leading the way for conscious businesses by demonstrating care for all stakeholders and moving the world forward. We are committed to lowering our environmental impact and meeting our sustainability targets, by providing kids and adults with healthy, nutritious, and delicious products that are made with care for animals, people, and the planet. We are a premium dairy brand known for our commitment to quality, sustainability, and superior taste.

Our products cater to high-end food service operators and artisanal food manufacturers.

We are seeking a dynamic and experienced Director of Food service & Ingredient Sales to lead and grow our sales in California. The Director of Food service & Ingredient Sales will be responsible for managing and expanding our customer base across food service end users, distributors, and ingredient buyers. This role requires a strategic and hands-on approach to growing sales, developing strong partnerships, and enhancing our brand presence within premium markets.

The ideal candidate has extensive experience working with premium branded products and a strong understanding of distributor management.

• Develop and execute a strategic sales plan to drive growth in food service working through distributors and directly with end users, cultivating marquee, influential brand accounts.
• Cultivate and manage relationships with distributors, ensuring strong partnerships and optimized distribution strategies.
• Identify and secure new business opportunities with premium food service operators, manufacturers, and ingredient buyers.
• Manage and grow existing customer accounts, ensuring a high level of service and engagement.
• Collaborate with internal teams, including marketing and operations, to align sales efforts with brand positioning and production capabilities.
• Analyze market trends, customer needs, and competitive landscape to identify opportunities for expansion.
• Negotiate contracts and pricing structures that align with company goals and profitability targets.
• Provide accurate sales forecasts and performance reports to leadership.
• Represent the brand at industry events, trade shows, and networking opportunities.
• Be creative in the unlock of new opportunities and have the ability to network and draw connection across channels from food service verticals like restaurants, colleges & universities, institutional (hospitals, etc), corporate campuses to retail and beyond.

• Minimum 15 years of experience working with perishable food or beverage products.
• Proven track record in food service sales and distributor management, ability to speak to chefs and translate products differentiation / benefits effectively.
• Strong network within food service in California.
• Experience selling to high-end and specialty customers, understanding their needs and expectations, at the field level up to strategic selling at the highest customer level.
• Ability to develop and implement successful sales strategies to open new accounts.
• Excellent negotiation, communication, and relationship-building skills.
• Highly motivated self-starter with strong analytical and problem-solving abilities.
• Ability to work in a high pace, dynamic environment in a category critical to customers business.
• Willingness to travel in CA as needed to meet with customers and attend industry events – this is a high customer touch point role.

• Ability to Navigate Complex Sales Cycles – Skilled at managing long sales cycles that involve multiple decision-makers, from chefs and procurement teams to R&D specialists in ingredient purchasing.
• Passion for High-Quality, Sustainable Food – Deep appreciation for premium dairy and a strong ability to communicate its value proposition to discerning customers.
• Entrepreneurial Mindset and GRIT – Thrives in a growing company environment, proactively identifying new opportunities and implementing creative sales strategies to drive revenue with high level of initiative.

• Competitive salary with performance-based incentives
• Comprehensive benefits package (health, dental, vision, 401K, etc.)
• Opp…