Director, Field Sales

NuCO2

8h•Hybrid

About The Position

This role is responsible for driving strategic sales growth, expanding key partnerships, and leading high-performing field sales teams to exceed revenue and profitability targets. The position focuses on securing new business, increasing penetration within existing accounts, and optimizing lead and referral channels, while also serving as a key escalation point for customer needs. The leader will coach and develop sales management, oversee forecasting and performance reporting, and play a critical role in launching new products and services. Success in this role requires a results-driven, financially savvy sales executive with strong leadership, relationship-building, and negotiation skills, ideally within the food service or hospitality industry.

Requirements

Bachelor’s degree required in Business Administration, Marketing, or a related field preferred.
Minimum of 5 years of leadership/management experience.
Minimum of 10 years of outside sales experience, preferably within the food service or hospitality industry.
Proven, strategic sales leader with experience in business-to-business sales; food service or hospitality industry experience preferred.
Demonstrated success in recruiting, building, and developing high-performing teams, with a strong track record of talent identification and retention.
Strong ability to interpret, analyze, and negotiate customer contracts.
Results-driven leader with a history of exceeding sales targets and delivering measurable business impact.
Excellent negotiation, communication, and problem-solving skills.
Strong financial acumen with the ability to influence investment and spending decisions.
Exceptional analytical, planning, and organizational capabilities.
Willingness and ability to travel as required up to 25%

Responsibilities

Drive execution of business growth objectives by securing new customer agreements, expanding organic sales, and increasing product penetration within the existing non-managed customer base.
Build and strengthen relationships with key leadership across existing national networking partners while identifying and developing new strategic partnerships.
Oversee the development, optimization, and execution of the lead and referral management platform.
Lead team performance by establishing clear expectations, driving accountability, and consistently exceeding departmental goals aligned with the company’s financial plan.
Manage, develop, and scale the Field Sales target account program to maximize revenue opportunities.
Deliver accurate and timely forecasts for revenue, bookings, and customer activations on a monthly and quarterly basis.
Serve as the primary escalation point for internal and external customer issues, ensuring timely, professional, and effective resolution.
Coach and develop Sales Managers on complex contract negotiations; ensure consistent coaching cascades to Territory Sales Managers.
Consistently exceed targets related to new contract bookings, customer activation, revenue growth, operating profit, and issue resolution.
Lead successful launches of new products and services across the organization.
Provide comprehensive performance reporting and forecasting on a monthly, quarterly, and annual basis.
Support the development of training curriculum for new products and services.