Sales Director

Gotham Greens•New York, NY

3d•Hybrid

About The Position

Gotham Greens is seeking an energetic and passionate Director of Sales, Central/East to lead strategic account growth and generate revenue across selected channels and retailers for both fresh produce and packaged foods in the Central/Eastern U.S. This role will be responsible for the day-to-day management of key customers, acquisition of new customers and the delivery of core sales objectives across the region. The role (Central) will be uniquely responsible for Whole Foods Market, one of our largest customers. In addition, this role will interface with our contract sales agency across the region and at Whole Foods (Central) to deliver business results, drive in-store conditions, and expand product distribution in the central/eastern region(s). The ideal candidate is organized, responsive, and highly communicative, and a cross functional collaborator with Marketing, Operations, Supply Chain and Growing. The Director of Sales will deliver best in class account management and exhibit strong persuasive selling and negotiation skills. This position reports to the Chief Commercial Officer (CCO) and can be remote in one of the preferred locations. The role will require travel across the region to meet with and prospect new customers. The ideal candidate is passionate about sustainability and embraces Gotham Greens' core values of quality, trust, growth, and curiosity.

Requirements

Minimum of 7 years of sales experience in the food industry with preference for fresh produce sales or perishable goods sales.
Must have prior experience calling on leading national and regional retailers, distributors, and operators.
Experience in organic/natural/perimeter and central region grocery retailers is highly preferred.
Experience in key account management.
Experience in cold calling, networking, and lead generation, all with the ability to capture and close new business.
Experience with broker network preferred
Strong analytical skills and understanding of syndicated data.
Excellent verbal and written communication skills.
Highly proficient and computer literate SaaS digital tools such as MS Office, Teams, Salesforce, etc.
Bachelor’s degree in business, management, or related degree preferred; or equivalent experience.
Engaged, curious, proactive, optimistic, and energizing
Understands the culture of a rapidly growing disrupter brand
Ability to travel to key accounts, company office locations, as well as adaptability to proactively work from home and be a self-starter.

Nice To Haves

Think strategically to drive new business opportunities and generate sales results that align with the company’s strategic plan.
Effectively organize, plan, and execute.
Work collaboratively internally amongst the Sales and Marketing teams and externally with key accounts and partners
Identify and analyze areas of the sales process for continuous improvement and drive results in those areas.
Maintain confidential and sensitive information.
Adhere to and represent the Gotham Greens’ values.

Responsibilities

Deliver regional and/or customer revenue and profit objectives and contribute to overall company attainment of financial objectives.
Manage all assigned budgets within forecast and deliver forecast updates as required.
Manage trade spending within assigned budgets and ensure the appropriate performance metrics are attained; execute, analyze, and optimize retail promotions to maximize sales.
Be the primary point of contact for one of the company’s largest customers - Whole Foods Market (WFM) - working collaboratively with the broker and the internal team to deliver business results and to ensure excellence across all AMPS (assortment, merchandising, pricing, shelving) objectives.
Manage and develop business results at key regional retail accounts—including grocery chains, mass merchants, club retailers, and natural/specialty channels—in close partnership with the national broker. Includes the development and execution of annual, joint business planning at selected customers.
Develop trusting relationships between key customers and the company to sustain and expand business growth over time. This includes senior level account penetration and influence.
Deliver AMPS objectives across assigned customer base
Partner with the CCO, sales team counterparts and marketing to set and manage product pricing, trade spending, and go-to-market plans (including AMPS objectives) aligned with the company’s sales strategy.
Help create and proactively track progress against set targets.
Lead and direct regional contract negotiations, trade spending programs, terms, new product slotting fees, and annual account planning with major buyers and key accounts.
Analyze sales performance data (velocity, ACV distribution, category share) and adjust tactics, customer plans, and sales presentations accordingly to secure business and favorable margins.
Maintain customer records in CRM software.
Manage communication between the sales brokerage, key accounts, and internal teams.
Serve as the company representative on customer accounts sourced, secured and managed through the brokerage.
Participate in industry initiatives, including conferences, trade shows and food exhibitions.
Other duties as assigned to meet business needs.