Senior Director of Sales - CMC/GPO

Pilgrim's • Bentonville, AR

11h • $174,000 - $205,000 • 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 and group purchasing organizations in 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. It is remote, with a home office, and requires travel as business needs dictate.

The position represents Pilgrim’s with strategic customers and industry partners, develops executive-level relationships, leads national growth and contract strategies, and coordinates cross-functional resources to deliver commercial results. It also oversees pricing and contract negotiations, contract implementation, business reviews and reporting, and demand forecasting in partnership with Demand Planning and Category Marketing.

The role requires a bachelor’s degree and at least 10 years of progressive CPG Foodservice sales experience, including Non-Commercial CMC/GPO experience. The position is salaried and eligible for a base salary of $174,000–$205,000 and participation in the company’s annual bonus plan. The company describes benefits including medical, dental, and vision coverage, paid time off, a 401(k) match, and learning and development programs.

Requirements

• Bachelor’s degree from a four-year college or university.
• At least 10 years of progressive sales experience in CPG Foodservice.
• 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 communicate effectively with senior leadership, strategic customers, and internal stakeholders.
• Strong interpersonal, relationship-building, negotiation, and leadership skills, and ability to collaborate across diverse groups within and outside the company.
• Ability to perform the functions of the job with or without reasonable accommodation.

Nice To Haves

• Prior poultry experience.

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-level 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.
• Build relationships with industry leadership, represent Pilgrim’s at industry events and trade shows, and identify opportunities to improve market presence and competitive advantage.
• Lead development and execution of a national bid, contract, and business development pipeline; align cross-functional resources to prioritize opportunities, acquire customers, 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 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 target gaps; 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, identify opportunities and challenges, mobilize resources, and ensure consistent communication and execution.
• Perform other duties as assigned.
• Travel as needed to meet business objectives, attend company events, or represent the company.

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 begins after the first year of service and follows the company vesting schedule.
• Eligible to participate in the company’s annual bonus plan.
• Continuous learning opportunities and learning and development programs focused on career growth.

What This Job Offers

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