Sales Director

Produce Careers Inc.; California; On-site; USD 150,000 - 230,000; Full time

Job summary

Produce Careers Inc. in California seeks an experienced sales leader to drive revenue growth, expand market share across the U.S. and Mexico, and build strong customer partnerships. You will coach a high‑performing team, execute annual sales plans, lead negotiations, and align pricing with company goals.

Requirements include 10+ years in sales leadership, proficiency with CRM and Power BI, and bilingual English/Spanish; travel is moderate to heavy.

Qualifications

• 10+ years of progressive experience in sales, business development, account management, or commercial leadership.
• Proven success leading and developing high-performing sales teams.
• Experience delivering profitable revenue growth, expanding strategic customer relationships, and driving market share growth.
• Strong forecasting, pipeline management, pricing strategy, margin optimization, and contract negotiation experience.
• Excellent leadership, communication, presentation, and negotiation skills.
• Proficiency with CRM platforms, Power BI, Microsoft Office, and sales analytics tools.
• Ability to travel as needed to support customers and business growth; travel moderate to heavy.
• Bilingual English and Spanish required.

Responsibilities

• Lead, coach, and develop a high-performing sales team focused on revenue growth, profitability, customer retention, and market expansion across U.S. and Mexico.
• Develop and execute annual sales strategies, business plans, and account growth initiatives.
• Drive organic growth within existing accounts while identifying and securing new business opportunities across strategic product categories, including labels, flexible packaging, top seal, corrugated packaging, machinery, and other value-added solutions.
• Build and maintain executive-level relationships with key customers, national accounts, prospects, and strategic partners.
• Lead contract negotiations, commercial proposals, and customer business reviews. Ensuring pricing, service commitments, and terms align with company goals.
• Own sales forecasting, pipeline management, and revenue planning processes, leveraging CRM, Power BI, and other sales management tools.
• Monitor pricing, profitability, and margin performance to ensure sustainable growth and achievement of business objectives.
• Analyze market trends, customer needs, and competitive activity to identify growth opportunities and inform commercial strategy.
• Partner with Operations, Supply Chain, Finance, Marketing, Product Development, and Customer Service to align customer commitments with business objectives and operational capabilities.
• Support the development, commercialization, and promotion of innovative packaging solutions.
• Collaborate with internal teams and supplier partners to identify new materials, technologies, and market opportunities.
• Partner with the sales team and operations to review slow-moving and obsolete inventory and implement customer-specific corrective actions.
• Represent the company at customer meetings, trade shows, industry associations, and networking events.

Skills

Sales leadership

Forecasting

Pipeline management

Pricing strategy

Contract negotiation

CRM usage

Team development

Bilingual English/Spanish

Education

Bachelor's degree in Business, Sales, Marketing, or related field

Tools

Power BI

Microsoft Office

CRM

Job description

The ideal candidate is an experienced sales leader with a proven track record of growing revenue, increasing market share, building strong customer partnerships, and driving accountability within a commercial organization. Seeking candidates that reside in California.

Key Responsibilities:

• Lead, coach, and develop a high-performing sales team focused on revenue growth, profitability, customer retention, and market expansion across U.S. and Mexico
• Develop and execute annual sales strategies, business plans, and account growth initiatives.
• Drive organic growth within existing accounts while identifying and securing new business opportunities across strategic product categories, including labels, flexible packaging, top seal, corrugated packaging, machinery, and other value-added solutions.
• Build and maintain executive-level relationships with key customers, national accounts, prospects, and strategic partners.
• Lead contract negotiations, commercial proposals, and customer business reviews. Ensuring pricing, service commitments, and terms align with company goals.
• Own sales forecasting, pipeline management, and revenue planning processes, leveraging CRM, Power BI, and other sales management tools.
• Monitor pricing, profitability, and margin performance to ensure sustainable growth and achievement of business objectives.
• Analyze market trends, customer needs, and competitive activity to identify growth opportunities and inform commercial strategy.
• Partner with Operations, Supply Chain, Finance, Marketing, Product Development, and Customer Service to align customer commitments with business objectives and operational capabilities.
• Support the development, commercialization, and promotion of innovative packaging solutions.
• Collaborate with internal teams and supplier partners to identify new materials, technologies, and market opportunities.
• Partner with the sales team and operations to review slow-moving and obsolete inventory and implement customer-specific corrective actions.
• Represent the company at customer meetings, trade shows, industry associations, and networking events.

Qualifications:

• Bachelor's degree in Business, Sales, Marketing, or a related field.
• 10+ years of progressive experience in sales, business development, account management, or commercial leadership.
• Proven success leading and developing high-performing sales teams.
• Demonstrated ability to deliver profitable revenue growth, expand strategic customer relationships, and drive market share growth.
• Strong experience with forecasting, pipeline management, pricing strategy, margin optimization, and contract negotiation.
• Excellent leadership, communication, presentation, and negotiation skills.
• Proficiency with CRM platforms, Power BI, Microsoft Office, and sales analytics tools.
• Ability to travel as needed to support customers and business growth initiatives. Travel will be moderate to heavy.
• Bilingual English and Spanish required.

Preferred Qualifications:

Experience within the packaging, produce, food processing, manufacturing, or related industries.

Experience leading commercial sales activities across the United States and Mexico.

Experience selling or managing products within one or more of the following categories is highly preferred:

• Flexible Packaging
• Labels
• Custom Printed Packaging
• Corrugated Packaging
• Top Seal Solutions
• Clamshells
• Packaging Machinery
• Produce Packaging
• Food Processing Packaging
• Other Value-Added Packaging Solutions
• Knowledgeable in Data analytics using Power BI, CRM and related tools
• Business Development & Market Expansion
• Key Account Management
• Revenue Growth & Profitability
• Customer Relationship Management
• Contract Negotiation
• Team Development & Coaching
• Market Analysis & Commercial Strategy
• Cross-Functional Collaboration

Success in this role will be measured by the ability to drive sustainable revenue growth, improve profitability, expand strategic customer relationships, increase market penetration, and build a high-performing commercial sales organization.