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Director of Food Sales
Director of Food SalesHotaling & CO. • San Francisco, California, USA
Director of Food Sales

Director of Food Sales

Hotaling & CO. • San Francisco, California, USA
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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

    Department / Functional Area : Operations

    Experience : years

    Vacancy : 1

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