Director of Sales – Retail

Insperity; Tustin (CA); Hybrid; USD 140,000 - 170,000; Full time

Benefits offered by this job

Health coverage

Paid holidays

401(k) plan with match

Job summary

Our client, a food company with 12+ years in the market, seeks a Director of Sales – Retail to lead growth of consumer products across U.S. retail channels. This high-visibility role owns retail strategy, account acquisition, distribution growth, and the commercial infrastructure that supports scale.

Competitive compensation at $140,000–$170,000 annually plus up to 80% bonus, comprehensive benefits, and flexible work arrangements are offered to attract top talent. Travel as needed is expected.

Qualifications

• 7+ years of progressive sales experience in food CPG with direct retail selling.
• Proven success growing regional and national retail accounts.
• Experience negotiating with retailers, presentations, and launches.
• Strong understanding of pricing, trade spend, margins, and profitability.
• Ability to develop account strategies, forecasts, and retailer-focused presentations.
• Excellent communication and relationship-building skills.
• Willingness to travel as needed.

Responsibilities

• Develop and execute national retail sales strategies across grocery, club, mass, natural/specialty channels.
• Build buyer relationships to win new regional and national accounts.
• Lead full sales cycle from prospecting through launch and expansion.
• Grow existing accounts via distribution, promotions, and SKU expansion.
• Create account plans, pricing, and promotional initiatives driving profitable growth.
• Analyze performance, feedback, and market data to identify opportunities.
• Manage brokers, distributors, and external partners.
• Collaborate with leadership, operations, marketing, product development, and finance.
• Help establish scalable sales processes and tools for growth.

Skills

Food CPG sales

Retail account growth

Negotiation skills

CRM software

Excel & PowerPoint

Tools

CRM software

Excel

PowerPoint

Email systems

Job description

Our client is an established food company with more than 12 years of experience sourcing, developing, and supplying high-quality seafood products across the United States. They are seeking an experienced Director of Sales – Retail to lead the growth of their consumer products across U.S. retail channels. This is a highly visible builder role with ownership of retail strategy, account acquisition, distribution growth, and commercial infrastructure development.

Best-in-Class Benefits and Culture:

Our client value their employees' time and effort. Their competitive compensation of $140,000 - $170,000 annually plus up to 80% bonus potential based on sales goals, along with a comprehensive benefits package, demonstrates their commitment to employee success. Benefits include:

• Comprehensive health coverage: Medical, dental, and vision insurance provided
• Paid holidays
• 401(k) plan with company match beginning after the first work anniversary
• Flexible work arrangements with remote or hybrid options
• Opportunity to work directly with company leadership
• High degree of ownership and influence over company growth strategy

Plus, they work to maintain the best possible environment for their employees, where people can learn and grow with the company. They strive to provide a collaborative environment where everyone feels encouraged to contribute to their processes, decisions, planning, and culture.

To thrive/succeed as the Director of Sales, you should have:

• 7+ years of progressive sales experience in food CPG, including significant direct retail selling experience
• Proven success winning and growing regional and national retail accounts
• Experience working directly with retail buyers and navigating category reviews, item presentations, negotiations, and launches
• Strong understanding of retail economics, including pricing, trade spend, promotions, margins, and profitability
• Experience developing account strategies, forecasts, and retailer-specific sales presentations
• Strong negotiation, analytical, communication, and relationship-building skills
• Ability to independently prospect, develop opportunities, and drive commercialization
• Experience using CRM software, Excel, PowerPoint, and email systems
• Willingness to travel as needed

Your responsibilities as the Director of Sales will include:

• Develop and execute national retail sales strategies across grocery, club, mass, natural/specialty, and related channels
• Build and leverage buyer relationships to win new regional and national retail accounts
• Lead the full sales cycle from prospecting through launch and account expansion
• Grow existing accounts through increased distribution, promotional programs, and SKU expansion
• Develop account plans, forecasts, pricing strategies, and promotional initiatives that drive profitable growth
• Analyze sales performance, retailer feedback, market intelligence, and available data to identify new opportunities
• Manage brokers, distributors, sales representatives, and other external partners
• Collaborate closely with leadership, operations, supply chain, marketing, product development, and finance teams
• Help establish scalable sales processes, tools, and commercial capabilities for continued growth

Our client is an equal opportunity employer that welcomes and encourages diversity in the workplace. It does not discriminate based on race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law. We will consider qualified applicants with criminal histories for employment.

Qualified applicants with arrest or conviction records will be considered for employment with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.

We anticipate that the application window will close in 30 days.