Senior Director of Sales - CMC/GPO

Pilgrim's • Bentonville, AR

20h • $174,000 - $205,000 • Remote

About The Position

The Senior Director of Sales (CMC-GPO) will work remotely from a home office and lead the strategic development and management of business for 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 key performance indicators for focus products, including fresh and prepared products. It leads strategic customer partnerships, profitable growth, pricing and contract negotiations, and effective contract implementation.

The position serves as Pilgrim’s senior sales leader and subject matter expert for the Non-Commercial segment, representing the company with strategic customers and industry partners. It leads national bid, contract, and business development pipelines; develops customer-centric commercial strategies; and uses market insights, CRM, trade analytics, business reviews, and forecasting to guide performance and growth. The role works with cross-functional partners, including Demand Planning and Category Marketing, to align forecasts, mitigate supply risks, and deliver national and regional results. Travel is required as business needs dictate.

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.
• Excellent verbal and written communication skills, including the ability to influence and communicate effectively 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 reasonable accommodation.

Nice To Haves

• Prior poultry experience preferred.

Responsibilities

• Serve as the senior subject matter expert and strategic sales leader for Pilgrim’s in the Non-Commercial segment.
• Establish and execute the segment growth strategy, strengthen executive relationships with key CMC/GPO accounts, lead broker performance, and drive accountability against commercial objectives and KPIs.
• Represent Pilgrim’s at senior levels across the segment and lead execution of Sales and Marketing strategies to strengthen the company’s position with strategic customers and industry partners.
• Build relationships with industry leadership, represent Pilgrim’s at industry events and trade shows, and identify opportunities to enhance market presence and competitive advantage.
• Lead the development and execution of 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, translating customer needs and segment trends into business opportunities and providing market insights to support cross-functional and enterprise-wide growth initiatives.
• Provide strategic leadership in positioning and growing Prepared and Fresh focus products, maintaining a deep understanding of competitive dynamics, customer needs, and Pilgrim’s value proposition.
• Lead national contract strategy and pricing negotiations; oversee contract development, renewals, and revisions; drive growth on MOG items and improve volume run-rate.
• Use CRM and trade analytics to evaluate performance, identify growth opportunities, and address gaps against targets; lead regular business reviews and monthly reporting.
• Oversee demand forecasting by evaluating 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, or represent the company.
• Perform other duties as assigned.

Benefits

• Vision, medical, and dental coverage begin after 60 days of employment.
• Paid time off, including sick leave, vacation, and six company-observed holidays.
• 401(k) with company match beginning after the first year of service, subject to the company vesting schedule.
• Base salary range of $174,000–$205,000.
• Eligible to participate in the company’s annual bonus plan; bonus amount varies and is subject to program terms and conditions.
• Continuous learning opportunities and career-growth programs.

What This Job Offers

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