Director of Sales - Western Region

We are working with a well-established, growth-oriented food company that is seeking a Director of Sales to lead its Western U.S. business. In this role you will continue to build a presence across natural, conventional, mass, and club key accounts while being responsible for shaping regional strategy, distributor, and broker relationships.

This position is ideal for someone who is looking for the stability of a company with a long-standing platform that still offers a hands‑on culture - making this a great opportunity for a sales leader who wants to own a region and play a central role in the company’s next phase of growth.

• Responsible for driving growth of the company’s business across a variety of trade channels, including but not limited to traditional supermarkets and natural retailers.
• Acts as the primary leader of the account planning process; recommends account strategy and identifies available trade promotion options.
• Develops category reviews and new item presentations in partnership with Marketing and Brand teams; ensures that messaging to brokers, distributors, and retail customers is consistent with strategic positioning.
• Identifies key opportunities within assigned customers and collaborates with senior staff, Operations, Marketing, and Finance to develop scenarios that drive sustainable and profitable growth.
• Coordinates with Sales team partners where areas of responsibility intersect; provides updates, recommends corrective actions, and implements changes as needed.
• Makes key sales calls personally and manages broker and distributor organizations and resources to the greatest synergistic benefit.
• Provides regular and accurate input to Finance (including trade management and settlement processes), Operations, and Sales Planning as scheduled or requested.
• Maintains commitment databases and document tracking; resolves customer financial and operational issues.
• Communicates business trends, market conditions, analysis, and recommendations upward to senior leadership, as well as to Marketing and Brand teams.
• Identifies specific and actionable business opportunities across assigned customer base.
• Manages customer relationships directly or through distributor and broker partners; maintains full responsibility for the customer relationship regardless of route to market.
• Provides forecast input.
• Utilizes data resources (syndicated data, distributor spin reports) to identify and qualify new targets and manage existing business.
• Coordinates and participates in trade shows.

• Minimum of five years of sales experience in a food CPG environment with high to medium growth companies
• Broker management experience in specialty, natural, and/or organic channels is highly favorable but not required.
• Experience working with UNFI/Kehe preferred
• Bachelor’s degree or equivalent preferred.
• Must possess a valid driver’s license and proof of insurance.
• Experience with MS Office and proprietary information systems is required.
• Strong cognitive, problem‑solving, and analytical skills complemented by excellent written and verbal communication abilities.
• Strong organizational skills and adaptability to succeed in a smaller, entrepreneurial environment with multifaceted and evolving responsibilities.
• Tactful, flexible, and able to develop and maintain productive working relationships with individuals of diverse personalities.
• Self‑motivated and capable of working effectively with a geographically dispersed team.
• Must be able to lift and/or move up to 25 pounds.
• Must be able to travel to customers and trade shows (approximately 40–60%).