VP of Sales

JOB TITLE: VP of Sales DIVISION: Sales

REPORTS TO: President FLSA STATUS: Exempt

POSITION SUMMARY

The Vice President of Sales serves as the executive leader responsible for developing and executing the Company's sales strategy within the specialty food distribution market. This role oversees all revenue-generating functions, including field sales, key account management, and business development across retail, foodservice, specialty markets, and emerging channels. The Vice President of Sales ensures that the Company maintains its competitive advantage by curating tailored product solutions, elevating customer partnerships, and driving profitable growth in a segment defined by unique products, discerning customers, and evolving consumer trends.

Essential Duties and Responsibilities

Strategic Leadership

• Develop and implement a comprehensive sales strategy focused on specialty, premium, specialty, and differentiated product categories.
• Identify opportunities for expansion within each of our Sales Segments - Corrections/Institutional, Food Service, Contract Management Groups.
• Provide executive leadership with market intelligence analyzing consumer trends, product innovations, and competitive developments relevant to specialty distribution.

Revenue Growth & Channel Expansion

• Direct all sales activities aimed at achieving revenue, margin, and growth objectives across each of our Sales Segments - Corrections/Institutional, Food Service, Contract Management Groups.
• Lead negotiations of key contracts, pricing programs, and brand partnerships that strengthen the Company's position within each of our core market segments.

Customer & Vendor Relationship Management

• Maintain and grow executive-level relationships with high-value customers, specialty retailers, chefs, importers, and artisan producers.
• Partner with procurement and category management to curate unique assortments aligned with emerging culinary trends and customer preferences.
• Collaborate closely with vendor partners-domestic and international-to support product launches, promotional programs, and exclusive brand offerings.

Team Leadership & Development

• Lead and develop a high-performing sales organization with deep expertise in specialty products and consultative selling.
• Establish clear performance metrics and accountability frameworks for regional sales managers, account executives, and inside sales teams.
• Provide continuous coaching and training on product knowledge, category nuances, culinary trends, and value-based selling approaches.

Operational Excellence & Process Management

• Oversee pricing strategy, contract management, and margin optimization to ensure competitiveness in premium and specialty categories.
• Ensure effective utilization of CRM systems, analytics platforms, and forecasting tools to enhance accuracy and operational alignment.
• Partner with operations, supply chain, and procurement to ensure product availability, special-order accuracy, and efficient management of niche or small-batch items.

Qualifications

Education & Experience

• Bachelor's degree in business, Sales, Marketing, or a related discipline required; MBA preferred.
• 10+ years of senior sales leadership experience within specialty food distribution, premium retail, gourmet products, natural/organic, or related categories.
• Demonstrated success driving growth in niche markets with varied product assortments and high customer expectations.
• Strong relationships within specialty retail, premium foodservice, or artisan brand networks strongly preferred.

Skills & Competencies

• Deep understanding of specialty food categories, culinary trends, importer relationships, and premium consumer preferences.
• Strong financial acumen, including P&L management, pricing strategy, and margin optimization.
• Exceptional communication, presentation, and negotiation skills.
• Proven ability to lead geographically distributed teams with diverse product knowledge.
• High degree of professionalism, integrity, and strategic thinking.
• Ability to work effectively within an environment characterized by small-batch sourcing, differentiated products, and dynamic supply chains.

Performance Metrics

• Achievement of EBITDA, revenue and profitability targets across the organization
• Growth of premium channels and new customer acquisition.
• Improvement in specialty product margin and pricing accuracy.
• Customer satisfaction, retention, and account growth among high-value specialty partners.
• Expansion of exclusive vendor relationships and curated product offerings.
• Forecast accuracy and efficiency of sales operations.

WORKING CONDITIONS AND PHYSICAL DEMANDS:

Professional office environment. Primary office environment is ambient room temperatures, lighting and traditional office equipment as found in a typical office environment. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential duties of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Individuals may need to sit or stand as needed. May require walking primarily on a level surface for periods throughout the day. Reaching above shoulder heights, below the waist, or lifting as required to file documents or store materials throughout the workday. Proper lifting techniques are required May include lifting up to 25 pounds on occasion.