Director of Food Sales
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Job Location:
San Francisco, CA - USA
Monthly Salary:
Not Disclosed
Posted on:
2 hours ago
Vacancies:
1 Vacancy
Department:
Job Summary
The Director of Food Sales will design and lead the execution of the go-to-market strategy for Hotalings new Food Division scaling revenue from our existing core product (Luxardo cherries) into adjacent product lines and emerging categories. This leader will establish strong trust-based relationships with our current food broker network national and regional distributors and key specialty and confectionery accounts.
This is a hands-on strategic role that blends selling coaching and system-building. You will personally drive customer acquisition elevate broker and distributor performance and develop the processes tools and operating rhythms that create predictable repeatable growth for the division.
Key Roles & Responsibilities
Strategic Leadership
- Develop and implement a 1224 month go-to-market sales strategy and playbook aligned with company objectives.
- Define and prioritize target channels (specialty food bakeries grocery foodservice) based on ROI and strategic opportunity.
Revenue Growth
- Grow Food Division revenue by expanding category penetration and introducing new SKUs.
- Set track and achieve quarterly and annual sales targets including pipeline creation conversion rates average order size and repeat purchase metrics.
Channel & Partner Management
- Strengthen relationships with the existing food broker network ensuring alignment on targets assortment and promotional plans.
- Manage relationships with regional and national distributors; negotiate terms exclusivity agreements listings and joint business plans.
- Identify and onboard new distributors and specialty brokers as needed to accelerate reach and coverage.
Account Penetration
- Identify pursue and secure key specialty food and confectionery accounts (buyers category managers co-packers manufacturers gourmet retailers).
- Develop tailored selling strategies for brokers distributors and end customers to improve penetration and retention.
Cross-Functional Collaboration
- Partner with Marketing Supply Chain Operations and Finance to ensure product readiness accurate forecasting pricing promotional cadence and efficient order fulfillment.
- Provide market feedback to inform SKU selection packaging labeling and pricing.
Sales Operations & Reporting
- Build and refine sales tools KPIs CRM processes forecasting rhythms and performance scorecards.
- Prepare and deliver monthly executive-level reporting on pipeline health win/loss analysis margins and go-to-market progress.
Team Development
Hire mentor and support sales representatives and account managers as the division grows; provide coaching and define measurable performance goals.
Success Metrics (First 12 Months)
- Establish baseline performance metrics and meet agreed-upon revenue targets (e.g. X% year-over-year growthfinalized with leadership).
- Convert X priority specialty/confectionery accounts and/or secure national distributor or retailer listings within 612 months.
- Increase broker-driven revenue conversion by X% through improved planning and incentive alignment.
- Launch Y new SKUs into target channels and achieve defined sell-through rates.
- Fully implement CRM tools reporting cadence and pipeline coverage metrics.
Qualifications :
Qualifications
- 7 years of B2B sales experience in specialty food ingredients confectionery or related CPG categories including direct experience managing brokers distributors and specialty accounts.
- Proven ability to launch new products and scale revenue through distributor and broker networks.
- Strong negotiation skills with brokers and distributors; experienced in commercial contracts pricing and promotional terms.
- Excellent relationship-building skills and a history of developing long-term strategic partnerships.
- Demonstrated strategic and operational capabilities: pipeline management forecasting and KPI-driven decision-making.
- Proficiency with CRM systems (Salesforce preferred) MS Excel and sales analytics tools.
- Willingness to travel frequently and represent the company at trade shows and customer meetings.
Preferred Skills
- Experience collaborating with specialty food and confectionery brokers.
- Experience with imported specialty ingredients or premium branded ingredients.
- MBA or advanced degree.
- Existing relationships with buyers in specialty retail confectionery manufacturing gourmet foodservice or premium grocery.
Additional Information :
How to Apply
Please submit your resume and a brief cover letter including:
- An example of a product launch or channel penetration initiative you led and the results achieved.
- Key brokers/distributors or specialty accounts youve worked with (high-level descriptions are fine).
- Your proposed 90-day plan for this role (top three priorities).
Remote Work :
Yes
Employment Type :
Full-time
Key Skills
- Crisis Management
- Marketing
- Public Relations
- Fundraising
- Media Relations
- Constant Contact
- Strategic Planning
- Social Media Management
- Team Management
- Public Speaking
- Wordpress
- Writing Skills
About Company
A born and bred San Francisco original, Hotaling & Co. is the leading distiller and importer of artisanal spirits and cocktail essentials. Our dedication to artisanal spirits first started 30 years ago under the name Anchor Distilling Company - heralding the return to copper pot disti ... View more
