Director of National Sales / Reports to the CEO
Bay Area headquarters / Open to working remotely

BSG Team Ventures has commenced an executive search for a Director of National Sales for our specialty foods distributor client which imports specialty foods that can be found in a traditional Italian alimentari. The Director of National Sales will be an essential member of the management team, along with Operations, Finance and Marketing, and will “own” the sales function.

Opportunity Overview

Director of National Sales

About Our Client

Our client is a specialty foods distributor and is backed by the Murano Group as of the middle of 2013. Murano is a privately-owned holding company that invests its own capital to create long term value. Founded in 1919 in the Bay Area, our client imports specialty foods which can be found in a traditional Italian alimentari. Historically an importer and retail operator, when they would discover producers passionate about their craft, they would collaborate to create craveable culinary items and share them with the Bay Area consumer under our client’s brand. So well received by consumers and other retailer operators around the country, our client is expanding their consumer goods division and has positioned this business for material growth. The line currently consists of 25 SKUs across multiple categories and departments . Current commercial clients include: Sunset Foods, Dorothy Lane Market, Kowalski’s, Lunds and Byerlys, Kings and Balducci’s, Fairway Market, and others. Additional relationships are in the process of development.

Products

Our client will continue to expand their product offerings (pasta, pesto and spreads, seasonings, crackers, and related food items) through continued sourcing from Italian specialty manufacturers while also growing their relationships with new and existing producers in the US. In the competitive gourmet food and wine markets, our client has established a reputation for quality which will be built on as distribution grows.

The Position

As an essential member of the management team, along with Operations, Finance and Marketing, the Director of National Sales will “own” the sales function. The successful candidate will sell directly and develop a sales organization (hire, train and manage) for consumer goods. The role includes growing and managing the broker network. Operating as a hunter/farmer, the Director of National Sales will be front-line to the targeted specialty and conventional retail markets. There is a corporate business strategy in place that the management team is executing. This role will contribute to its evolution and implementation. Additionally, contributions will be made to development of a growth story for our client emphasizing their brand sales approach rather than a commodity/price approach.

The Director of National Sales will report to the CEO and be an integral part of our client’s leadership with the following responsibilities:

Develop and implement a business plan for the sales function in support of the existing corporate strategy
Expand and manage the broker network
Determine optimal vehicles for brand development including trade show/conference lead generation
Originate new business and extend existing client relationships. This is a hunter/farmer role
Partner with Marketing to ensure that materials are in place to enhance sales opportunities
Partner with Finance in developing sales forecasts and supporting documentation
Partner with Operations to assure the highest customer satisfaction with delivery and service
Manage the establishment of a brand sales approach versus a commodity/price approach to sales
Work in tandem with the management team to improve gross margins as sales increase
At every opportunity, champion our client as a growing and evolving purveyor of specialty foods

Ideal Candidate Profile

A summary of key competencies required to be successful in the Director of National Sales role include the following:

Functional:

Functional Director/VP career history in business development, sales and marketing
Building and optimizing direct (inside and outside) sales platforms
Expanding and managing broker networks
Success recruiting, onboarding, training, mentoring and managing highly motivated sales professionals
Experience preparing and monitoring budgets focused on driving gross margins and optimizing cost of sales
Experience developing and implementing business plans in support of corporate strategy
Management committee background partnering with leadership, marketing, operations and finance

Industry:

Food and beverage experience, ideally specialty or niche product offerings
Commitment to monitoring trends and developments in related product areas for food and beverage
First-hand knowledge of retail and commercial distribution channels and structures

Geographic:

Bay Area headquarters
Open to working remotely

Corporate Stage:

While our client has been in business since 1919, the company is in transition. It has been restructured for growth and increased profitability with a new emphasis on commercial sales
New products have been added and that process will continue
As retail is deemphasized, new outlets for products will continue to be identified and developed
Sales growth from under $10 million to over $30 million in two to three years

Management Attributes:

Demonstrated sales and sales management skills
Success in partnering with Operations, Finance and Marketing
Comfortable in an entrepreneurial environment contributing across all business fronts
Natural leadership skills and comfort leading by example

General:

The successful candidate for this Director of National Sales position will possess as many as possible of the traits required to succeed in this leadership position:

Energized by developing and leading successful sales initiatives individually and through teams
Passion for quality food and wine
Combination of intelligence and street smarts. A professional who is savvy in terms of people, products and business. Enthusiastic about doing as well as directing.
Conceptual thinking skills with initiatives supported by convincing analytics
A team player with an open mind who is an effective and convincing communicator
Effective team builder who is decisive when called for
Unquestioned honesty and integrity as well as loyalty to colleagues and the organization
High level of energy and commitment combined with enthusiasm and a positive attitude
Excellent writing, speaking and presentation skills
Outstanding planning and organizational skills
Strong strategic instincts and long-term vision with the tactical skills to show accomplishments
Work ethic necessary to achieve ambitious goals individually and for the organization
A sense of ownership and pride in our client and what the team sets out to do and accomplishes

Team

Our client’s team includes a five-member management committee with an additional eight professionals in support positions. The retail staff, not included in these numbers, is being pared back with the pivot to commercial distribution.

Financial Backing

Our client has the backing of Murano Group, a long-term investor. Our client made their investment in September, 2013.

Compensation

Compensation is competitive with the market and requirements of the Director of National Sales position. In this performance-based environment, this will include base salary, bonus based on individual and corporate goals with a stakeholder award under consideration.

For more information, please contact, OR to apply for the position: