Director of Sales - Produce & Prepared Foods

The Director of Sales, Produce & Prepared Foods will lead Tosca's commercial strategy and growth initiatives across North America's produce and prepared foods markets. This role is responsible for developing strategic customer relationships, expanding market share, driving profitable revenue growth, and delivering exceptional customer value.

Working closely with Operations, Supply Chain, Finance, Marketing, and Customer Experience teams, the Director will align customer needs with Tosca's solutions while leading a high-performing sales organization focused on growth, retention, and long-term business success.

Key Responsibilities

Commercial Leadership

• Drive revenue growth, profitability, and market expansion within the Produce & Prepared Foods segment.
• Identify new business opportunities and build strategic relationships with customers and industry stakeholders.
• Develop and execute segment growth strategies aligned with company objectives.

Strategic Account Management

• Lead key customer relationships and long-term account growth strategies.
• Negotiate contracts, pricing structures, and commercial agreements.
• Partner with customers to identify opportunities that create mutual value and support long-term success.

Team Leadership & Development

• Recruit, coach, and develop a high-performing sales team.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Establish clear performance goals and support professional development initiatives.

Sales Excellence

• Drive pipeline management, forecasting accuracy, and sales process discipline.
• Utilize data, analytics, and market insights to improve commercial performance.
• Ensure consistent execution of sales strategies and best practices.

Cross-Functional Collaboration

• Partner closely with Operations, Supply Chain, Finance, Marketing, and Customer Experience teams.
• Align internal resources to deliver exceptional customer outcomes.
• Advocate for customer needs while balancing operational and financial objectives.

Business & Financial Management

• Own revenue, margin, forecasting, and business planning responsibilities for the segment.
• Evaluate growth opportunities through both commercial and financial lenses.
• Support annual planning, budgeting, and strategic business reviews.

• Bachelor's degree in Business, Supply Chain, Marketing, Finance, or a related field preferred.
• 10+ years of sales or commercial leadership experience within food, packaging, supply chain, logistics, manufacturing, retail, or related industries.
• Proven success growing strategic accounts, developing new business, and delivering profitable revenue growth.
• Experience leading and developing high-performing sales teams.
• Strong commercial and financial acumen with expertise in pricing, forecasting, contract negotiations, and margin management.
• Ability to build relationships and influence senior customer stakeholders.
• Experience partnering across Operations, Supply Chain, Finance, Marketing, and Customer Experience teams.
• Proficiency with Salesforce CRM and Microsoft Office applications.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Bilingual English/Spanish is a plus.