Director of Business Development

Ethnix Group•Smyrna, TN

20d

About The Position

We are seeking an ambitious, strategic, and execution-focused Director of Business Development to oversee the entire Commercial Department and lead Ethnix Group’s sales growth across all business units and territories. This role will own the company’s commercial vision, build and execute scalable sales strategies, and ensure full alignment between field sales, corporate accounts, and key business partners. The Commercial Director will lead a multi-state sales organization, including but not limited to Regional Sales Managers, Supervisors, Corporate Account Executives, and Key Account Representatives, while driving performance, profitability, and long-term customer relationships across independent, corporate, and emerging channels.

Requirements

Bachelor’s Degree in Business Administration, Marketing, or related field (MBA preferred).
8+ years of progressive sales leadership experience in the food & beverage or FMCG sector.
Proven success leading large, geographically distributed sales teams.
Deep understanding of Hispanic retail markets, foodservice, and independent trade dynamics.
Demonstrated experience in strategic sales planning, P&L ownership, and data-driven decision making.
Strong negotiation, relationship-building, and leadership skills.
Entrepreneurial mindset with an execution-first attitude.
Demonstrated ability to read, write, and communicate effectively to comprehend and complete documents, and answer questions in English. Ability to write routine reports and correspondence as needed.
Demonstrated mathematical skills necessary to add, subtract, multiply, and divide numbers, decimals, and fractions, and calculate percentages.
Demonstrated ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
Proficient in CRM platforms (Salesforce, HubSpot, or similar)
Strong Excel and data analysis skills
Experience with ERP systems (SAP, NetSuite, or equivalent)
Able to build executive presentations (PowerPoint or similar)
Comfortable using Microsoft 365, Outlook, and Teams for cross-department communication
Have a current/valid driver’s license.
Steel toe or composite closed-toe shoes (protective safety footwear) are required in select business units.
Must be able to meet predictable attendance and punctuality expectations and physical demands of the position complying with Ethnix Group’s policies and performance expectations.

Nice To Haves

Bilingual (Spanish/English) preferred.

Responsibilities

Oversee the entire Commercial Department, ensuring full alignment, accountability, and performance across all sales channels, regions, and customer segments.
Lead Ethnix’s end-to-end commercial strategy, directly supporting company growth, profitability, and market expansion goals.
Develop and execute annual sales budgets, forecasts, and KPIs across all business units, with ownership of revenue, margin, and cost-to-serve performance.
Drive sales growth in existing markets while leading expansion into new territories, categories, and strategic customer segments.
Lead, coach, and develop the commercial leadership team (Regional Managers, Corporate Executives, Key Account Representatives) while building a strong internal talent pipeline and actively developing future sales leaders.
Establish a structured framework for ongoing training, field development, and performance management to elevate skill sets across all sales team members.
Partner cross-functionally with Supply Chain, Marketing, Operations, HR, Finance, Customer Success and other departments to ensure commercial plans are fully aligned, resourced, and executable.
Standardize sales processes, customer pricing programs, and negotiation protocols to strengthen discipline, improve profitability, and protect brand equity.
Lead national and regional business development initiatives, including retail program launches, product category expansions, and strategic partnerships.
Own commercial reporting and analytics, providing clear visibility on performance, trends, and actions to the CEO and Board.
Build and maintain strong executive-level relationships with key customers, distributors, and partners to support sustained growth.
Represent Ethnix Group as the senior commercial leader at industry events, trade shows, executive meetings, and strategic customer engagements.