Senior Director of Sales - CMC/GPO

JBS Foods • Oklahoma City, OK

10h • Remote

About The Position

The Senior Director of Sales (CMC-GPO) leads the strategic development and management of business with corporate and subgroup contract-managed customers (CMCs) and group purchasing organizations (GPOs) within Foodservice. The role owns national segment strategy and performance, including retaining and growing existing business, securing new business, and delivering KPIs for fresh and prepared focus products. Customers include managed and member-affiliated groups such as Compass/Foodbuy, Sodexo/Entegra, Aramark/Avendra, Premier, Delaware North, HPS, and AVI. The position is remote from a home office and requires travel as business needs dictate.

The role leads strategic customer partnerships, profitable growth, pricing and contract negotiations, and effective contract implementation. It serves as Pilgrim’s senior strategic sales leader and subject matter expert for the Non-Commercial segment, represents the company with senior customer and industry leaders, and aligns cross-functional resources to develop and execute national growth plans. The position also provides leadership for product positioning, business analytics and reporting, and demand forecasting in partnership with Demand Planning and Category Marketing.

This is a salaried position. The stated base salary range is $174,000–$205,000, and the role is eligible for the company’s annual bonus plan. Pilgrim’s offers medical, dental, and vision coverage beginning after 60 days; paid sick leave, vacation, and six company-observed holidays; a 401(k) company match beginning after the first year of service; and learning and development programs. Compensation is determined based on factors including relevant experience, skills, qualifications, tenure, internal equity, and market data.

Requirements

• Bachelor’s degree from a four-year college or university.
• At least 10 years of progressive sales experience in CPG Foodservice.
• Required Non-Commercial CMC/GPO experience.
• Demonstrated success leading strategic accounts, driving national growth, and delivering commercial results.
• Proven ability to develop and execute strategic account plans, build and maintain executive-level customer relationships, negotiate complex national contracts, and deliver sustained business growth.
• Ability to influence cross-functional teams, lead strategic initiatives, and translate market insights and business analytics into actionable commercial strategies.
• Ability and willingness to travel as business needs dictate.
• Computer skills, including internet navigation and proficiency in Microsoft Excel, Word, and PowerPoint, and ability to use company systems and technology platforms effectively.
• Excellent verbal and written communication skills, including the ability to influence and communicate with senior leadership, strategic customers, and internal stakeholders.
• Strong interpersonal, relationship-building, negotiation, and leadership skills, including the ability to collaborate across diverse groups inside and outside the company.
• Ability to perform the functions of the job with or without a reasonable accommodation.

Nice To Haves

• Prior poultry experience preferred.

Responsibilities

• Establish and execute the Non-Commercial segment growth strategy and lead accountability for commercial objectives and KPIs.
• Strengthen executive-level relationships with key and strategic CMC/GPO accounts and lead broker performance.
• Represent Pilgrim’s at senior levels across the segment, execute Sales and Marketing strategies, and build relationships with industry leadership and partners.
• Represent Pilgrim’s at industry events and trade shows and identify opportunities to improve market presence and competitive advantage.
• Develop and execute a national bid, contract, and business development pipeline; align cross-functional resources to prioritize opportunities, accelerate customer acquisition, and maximize growth.
• Champion a customer-centric, consultative selling approach and translate customer needs and segment trends into business opportunities and cross-functional insights.
• Lead positioning and growth of Prepared and Fresh focus products, maintaining an understanding of competitive dynamics, customer needs, and Pilgrim’s value proposition.
• Lead national contract strategy and pricing negotiations and oversee contract development, renewals, and revisions throughout the year.
• Drive growth on MOG items and improve volume run-rate.
• Use CRM and trade analytics to evaluate performance, identify growth opportunities, address target gaps, and lead regular business reviews and monthly reporting.
• Oversee demand forecasting by assessing run-rate performance, business gains and losses, and future customer requirements.
• Partner with Demand Planning and Category Marketing to align forecasts and mitigate supply risks.
• Lead cross-functional collaboration and stakeholder alignment, proactively identify opportunities and challenges, mobilize resources, and ensure consistent communication and execution.
• Travel as needed to meet business objectives, attend company events, visit facilities, or represent the company.
• Perform other duties as assigned.

Benefits

• Medical coverage begins after 60 days of employment.
• Dental coverage begins after 60 days of employment.
• Vision coverage begins after 60 days of employment.
• Paid sick leave and vacation.
• Six company-observed holidays.
• 401(k) company match beginning after the first year of service, subject to the company vesting schedule.
• Eligible to participate in the company’s annual bonus plan.
• Continuous learning opportunities and career growth through learning and development programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior