Leads national foodservice sales strategy across customer, distributor, broker, and chain accounts. Drives profitable growth through business planning, negotiations, forecasting, pricing, trade-spend management, market analysis, and executive reporting. Builds strategic relationships, manages broker performance, monitors dairy commodity trends, and collaborates with marketing, finance, product development, operations, customer service, and supply chain teams. Requires extensive foodservice sales leadership experience and strong financial, analytical, and negotiation skills.
Job Title: Director, National Foodservice Sales
Location: New England or New York
Job Type: Full-Time, Direct Hire
Salary: $130,000–$140,000 base + up to 25% performance bonus
Work Setting: Hybrid/Remote with travel up to approximately 40%
About HV Talent Group
At HV Talent Group, we help talented professionals like you connect with top employers nationwide. As a trusted recruiting partner to industry-leading companies, we focus on direct-hire placements that align with your career goals, values, and long-term growth.
About the Opportunity
We are seeking an experienced Director, National Foodservice Sales to lead and execute foodservice sales strategy across national, regional, and distributor accounts for an established food manufacturing organization with a strong history in the dairy and food industry.
This is a strategic leadership role reporting directly to the Vice President of Sales. The Director will be responsible for driving profitable growth, strengthening key customer and distributor relationships, leading broker partnerships, and developing strategies that support revenue, margin, volume, and market-share objectives.
The ideal candidate brings significant foodservice sales leadership experience, strong knowledge of the dairy or related food industry, financial and analytical expertise, and a proven ability to manage strategic customer and broker relationships.
What You'll Do
Strategic Sales Leadership
- Develop and execute national foodservice sales strategies aligned with company growth objectives.
- Identify market opportunities, customer trends, and competitive activity to drive sustainable growth.
- Develop annual business plans, volume forecasts, and account-specific strategies.
- Present recommendations to senior leadership regarding growth opportunities, risks, and market conditions.
- Lead relationships with key foodservice distributors, operators, and chain accounts.
- Negotiate contracts, pricing agreements, promotional programs, and growth initiatives.
- Develop strategic customer plans focused on sales, profitability, and market-share growth.
- Conduct regular business reviews with key customers and distribution partners.
- Lead and develop broker relationships, establishing clear performance expectations and accountability.
- Conduct periodic broker business reviews and drive execution against sales objectives.
- Build collaborative account-planning processes across internal and external teams.
- Manage sales budgets, forecasts, and business plans for the foodservice channel.
- Analyze customer profitability, pricing strategies, market performance, commodity conditions, and promotional effectiveness.
- Monitor dairy and related commodity market trends and communicate their potential impact on pricing, margins, and customers.
- Manage trade-spend investments and marketing funds with a focus on return on investment.
- Maintain accountability for revenue, margin, and volume performance.
- Partner with Marketing, Product Development, Finance, Operations, Customer Service, and Supply Chain teams.
- Support new product launches and commercialization initiatives.
- Collaborate with internal teams to support strong customer service, invoicing, credit, and collections processes.
- Use business intelligence tools and market data to identify opportunities and support decision-making.
- Monitor sales performance, customer trends, and competitive activity.
- Prepare executive-level reporting and recommendations for senior leadership.
Required Qualifications
- Bachelor's degree in Business, Marketing, Finance, or a related field.
- 10+ years of sales experience with progressive leadership responsibility.
- 5+ years of foodservice sales management experience within consumer packaged goods, dairy, food manufacturing, or a related industry.
- Experience working with national and regional foodservice distributors.
- Proven experience managing strategic customer relationships and broker organizations.
- Strong financial acumen, including forecasting, budgeting, and profitability analysis.
- Strong understanding of dairy, cheese, butterfat, and related commodity markets, including the ability to interpret market movement and communicate business implications.
- Strong negotiation, contract management, and relationship-building skills.
- Demonstrated ability to lead cross-functional initiatives.
- Advanced proficiency in Microsoft Excel and PowerPoint.
- Experience with national chain accounts, broadline distribution, and broker management.
- Experience with CRM, TPM/TPO, and business intelligence platforms.
- Familiarity with Circana, Nielsen, Technomic, Datassential, or similar industry data sources.
- Background in dairy, refrigerated foods, foodservice distribution, consumer packaged goods, or related food manufacturing.
- Strategic thinking and strong business judgment
- Customer-focused leadership
- Strong financial and analytical skills
- Understanding of commodity markets and their business impact
- Results-oriented approach
- Strong negotiation and influencing skills
- Ability to lead and develop external broker relationships
- Excellent cross-functional collaboration
- Executive-level communication skills
- Ability to turn market and customer data into actionable business strategies
- $130,000–$140,000 base salary
- Up to 25% performance bonus eligibility
- Medical insurance
- Dental insurance
- Life insurance
- 401(k) with company match
- Paid time off
- Training and professional development opportunities
- Tuition reimbursement
- Opportunity for long-term career growth and advancement
Join an established organization with a strong reputation in the food industry and a culture built around integrity, teamwork, sustainability, quality, and long-term growth. This role offers the opportunity to influence national foodservice strategy, build high-level customer partnerships, and play a key role in the organization's continued growth.
Candidates must be based in New England or New York and be willing to travel approximately 40% as needed.
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