Director of Sales

Summary

Join Vital Farms' West Regional Sales Team as a team leader, reporting to the VP of Sales. You will be responsible for growing the company's grocery presence in the West Region, leading a team of four, and building strategic partnerships with key customers. Success requires strong sales experience, leadership skills, and collaboration with internal teams. The role involves developing annual plans, managing broker networks, and leveraging data to drive company initiatives. The ideal candidate will have extensive grocery sales experience in the food industry, preferably with dairy/refrigerated products, and a proven track record of success in leading grocery accounts in the West Region. Vital Farms offers a remote work environment, competitive pay and benefits, and opportunities for professional development.

Requirements

• Bachelor’s degree (BA/BS) preferred
• 10+ years of grocery sales and account management experience in the food industry with multiple years leading people; Dairy/Refrigerated experience preferred
• Ability to travel as needed for customer appointments, internal meetings, trade shows, etc. Anticipate 40-60% travel
• Candidate must be located within a commutable distance to a major metropolitan/regional airport
• Must have demonstrated success leading grocery accounts throughout the West with preference given to candidates with experience working with the following accounts: Albertson’s HQ & Divisions, Raleys, Stater Bros and Save Mart
• Established relationships and demonstrated success working with key retailer accounts, along with leading grocery broker and distributor relationships
• Proven track record of successfully developing annual plans to advance the company position at both the strategic and operational levels in the long and short term
• Demonstrated successful engagement of Top to Top/JBP meetings with Senior Leadership and Executives at key retail partners to align joint plans
• Working knowledge and keen understanding of syndicated data platforms
• Proficient in Trade Analytics (selling price, margins, etc.)
• High proficiency with Microsoft Office (PowerPoint, Excel, and Word)
• Excellent skills in the following areas: listening, presentation, negotiation, analysis, customer service, selling, communication, organization, leadership
• Has developed and led highly functioning sales individuals and/or team

Responsibilities

• Lead the West Regional Sales Team with a team of 4 strategically located in the West part of the US to achieve sales, distribution and budgetary KPIs and goals
• Build and grow strategic partnerships with customer leadership teams for key existing and new customers (Albertson’s Co, Raleys, Stater Bros, Save Mart and more)
• Drive alignment with customers in JBPs and T2Ts on mutual goals that are achievable while working across internal teams and external data
• Own, manage, and support a broker partner network, including setting goals/targets, ensuring execution, and conducting regular business reviews
• Build out multi-year strategic plans for span of control for Customers, Distributions, Brokers, and People to maximize recourses and business performance
• Guide team to strategic and collaborative annual trade plans with distribution growth plan for East customers with Finance and Sales Leadership
• Ensure team leverage’s customer data to track consumption, distribution, pricing, and sales to continuously move the company initiatives forward
• Conduct monthly and annual team reviews to drive accurate and timely forecasts for expected demand, trade plan, and promotional trade spend
• Leverage partnership with marketing on impactful shopper programs at strategic accounts and develop customer specific programs within given funds
• Work across the People Team and Sales Leadership to ensure the development of people in span of control through PD and QC processes throughout the year

Benefits

• A fast-paced, energetic, remote environment with passionate people who are leading a movement to bring ethically produced food to the table
• Competitive pay and benefits (Medical, Dental, Vision, and Paid Parental Leave, just to name a few)
• Generous retirement contributions: 401(k) + 3% Contribution from Day 1
• Annual bonus and equity grant (subject to business results and company approval)
• Free eggs and butter, along with friends and family discounts
• Fun team SWAG that will make you the talk of the town
• Professional development opportunities and an amazing team dedicated to your growth