Director of Sales - Produce

Tosca; Atlanta (GA); Remote; USD 170,000 - 220,000; Full time

Job summary

A leading company in reusable packaging, Tosca is seeking a Director of Sales - Produce to grow the North American Produce Supply Chain business. This role involves leading a high-performing sales team, defining market strategies, and innovating packaging solutions. The ideal candidate will have extensive B2B sales experience, strong leadership skills, and a passion for sustainability.

Qualifications

• 10+ years of experience in B2B sales, preferably in produce, packaging, or retail.
• Proven experience leading high-performing sales teams.
• Strong analytical skills to conduct cost/benefit analyses.

Responsibilities

• Lead the North American produce sales team, manage strategic planning and budgeting.
• Define go-to-market strategies for upstream and downstream customer segments.
• Develop and commercialize innovative packaging solutions.

Skills

Leadership

Sales Strategy

Customer Relationship Management

Financial Analysis

Packaging Solutions Knowledge

Education

Bachelor’s degree

Master’s degree or advanced training

Job description

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Why Tosca?

At Tosca, we’re redefining supply chains by delivering innovative solutions that drive sustainability, efficiency, and performance. As a leader in reusable packaging, we thrive on collaboration, transparency, and doing the right thing. Here, your work will matter. You’ll lead change, drive impact, and shape the future of how products move through global supply chains. Join a team where your voice is heard, your ideas have power, and your career can grow.

Why Tosca?

At Tosca, we’re redefining supply chains by delivering innovative solutions that drive sustainability, efficiency, and performance. As a leader in reusable packaging, we thrive on collaboration, transparency, and doing the right thing. Here, your work will matter. You’ll lead change, drive impact, and shape the future of how products move through global supply chains. Join a team where your voice is heard, your ideas have power, and your career can grow.

What You'll Do

The Director of Sales – Produce will lead and grow Tosca’s North American Produce Supply Chain business, including Produce and Fresh Kitchen segments. This individual will own strategy development, customer engagement (both upstream and downstream), and team leadership while driving conversions to reusable packaging.

Key Focus Areas

• Lead, coach, and develop a high-performing sales team
• Define and execute downstream retail strategies
• Expand upstream relationships with growers and processors
• Champion the adoption of emerging packaging solutions
• Collaborate with executive leadership to drive market penetration
• Stay ahead of industry trends to identify competitive advantage
  
  

Responsibilities

• Lead and manage the North American produce sales team, including strategic planning, budgeting, coaching, and pipeline development.
• Define and execute go-to-market strategies for both upstream (growers/processors) and downstream (retailers) customer segments.
• Act as a hands-on leader by developing the team, refining sales practices, and driving high-value customer engagements.
• Hold the team accountable for sales performance, best practices, and closing profitable opportunities.
• Identify, develop, and commercialize innovative packaging solutions across the produce supply chain.
• Build subject matter expertise in produce industry trends, economic indicators, and competitive landscape.
• Collaborate with senior leadership to drive retail conversions and scale adoption of Tosca’s reusable packaging solutions.
  
  

What We Are Looking For

We’re seeking a strategic, results-driven sales leader with deep industry expertise and a passion for innovation in the produce supply chain. The ideal candidate will bring a blend of commercial acumen, people leadership, and customer relationship management—along with a strong understanding of supply chain dynamics and packaging solutions.

Minimum Qualifications

• Bachelor’s degree required.
• 10+ years of experience in B2B sales, preferably within produce, packaging, supply chain, or retail industries. Produce Supply Chain or Grocery Retail sales
• Proven experience leading and developing high-performing sales teams.
• Demonstrated success in opening new accounts, closing complex deals, and managing key customer relationships.
• Strong financial and analytical skills, with the ability to conduct cost/benefit analyses and supply chain comparisons.
• Experience building and executing sales strategies, managing budgets, and delivering on performance metrics.
• High level of business acumen, energy, and a proactive, entrepreneurial mindset.
• Ability to travel 30% to 60% of the time, including overnight stays.
• Valid U.S. driver's license.
  
  

Preferred Qualifications

• Experience selling packaging or sustainability-focused solutions.
• Background working with growers, processors, and large grocery retailers.
• Master’s degree or advanced training in business, supply chain, or related fields.
  
  

Work Schedule

This is a remote position open to candidates located in states where Tosca is a registered employer. Travel up to 60% may be required.

Our Commitment to Equal Opportunity

At Tosca, we believe in fostering a workplace where everyone is treated with respect and dignity. We are an equal opportunity employer, dedicated to creating an inclusive and equitable environment where all qualified applicants are considered without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, disability, or veteran status.

E-Verify Employer

Tosca participates in the E-Verify program to confirm the employment eligibility of all newly hired employees. For more information, please visit the E-Verify website.

Seniority level

• Seniority level

  Director

Employment type

• Employment type

  Full-time

Job function

• Job function

  Sales and Business Development

• Industries

  Packaging and Containers Manufacturing

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