Senior Director of Sales

Senior Director of Sales - CMC/GPO Location: Bentonville, AR, United States Date Posted: Oct 15, 2026 Category: Sales & Marketing Share: Save Job Saved Description Senior Director of Sales (CMC-GPO) General Summary: This position will be remote (home office) and will lead the strategic development and management of all business for corporate/sub-group contract managed customers (CMCs) and group purchasing organizations (GPOs) within Foodservice. Customers include, but are not limited to, all managed and member-affiliated groups; Compass/Foodbuy, Sodexo/Entegra, Aramark/Avendra, Premier, Delaware North, HPS, AVI, etc. This role will own overall national segment strategy and performance, including retaining and growing the existing business, securing new business, and delivering key performance indicators (KPIs) for focus products (fresh and prepared). Responsibilities include leading strategic customer partnerships, driving profitable growth, overseeing pricing and contract negotiations, and ensuring effective contract implementation. Responsibilities: Strategic Sales Leader for the Segment - Serve as the senior subject matter expert and strategic sales leader for Pilgrim’s within the Non-Commercial segment. - Establish and execute the segment growth strategy, strengthen executive-level relationships with key and strategic CMC/GPO accounts, lead broker performance, and drive accountability against commercial objectives and KPIs. The Face of Pilgrim’s - Represent Pilgrim’s at the highest levels across the segment, leading the execution of Sales and Marketing strategies and strengthening the company’s position with strategic customers and industry partners. - Build relationships with industry leadership, represent Pilgrim’s at key industry events and trade shows, and identify opportunities to enhance the company’s market presence and competitive advantage. Build & Execute the Growth Pipeline - Lead the development and execution of a comprehensive national bid, contract, and business development pipeline. - Align cross-functional resources to prioritize opportunities, accelerate customer acquisition, and maximize growth. - Establish clear strategies for where and how to win. Sell the Pilgrim’s Way - Champion a customer-centric, consultative selling approach that delivers differentiated solutions and long-term strategic value. - Translate customer needs and emerging segment trends into actionable business opportunities, while providing thought leadership and market insights to influence cross-functional strategies and support enterprise-wide growth initiatives. Product & Portfolio Expert - Provide strategic leadership in the positioning and growth of focus products (Prepared and Fresh). - Maintain a deep understanding of competitive dynamics, customer needs, and Pilgrim’s value proposition. Contract & Pricing Management - Lead national contract strategy and pricing negotiations. - Oversee contract development, renewals, and revisions throughout the year, driving growth on MOG items and improving volume run-rate. Know Your Business - Establish a disciplined, data-driven approach to business management by leveraging CRM and trade analytics to evaluate performance, identify growth opportunities, and address gaps against targets. - Lead regular business reviews and monthly reporting. Forecast Your Demand - Provide leadership and oversight of demand forecasting by evaluating run-rate performance, business gains and losses, and future customer requirements. - Partner closely with Demand Planning and Category Marketing to align forecasts, mitigate supply risks, and ensure the business is well positioned for growth. Be Present & Engaged - Lead cross-functional collaboration and stakeholder alignment to drive national and regional business results. - Proactively identify opportunities and challenges, mobilize the appropriate resources, and ensure consistent communication and execution amongst cross-functional teams. Other duties as assigned Qualifications: - Bachelor’s degree from four-year college or university. - 10+ years of progressive sales experience in CPG Foodservice required, with demonstrated success leading strategic accounts, driving national growth, and delivering commercial results. - Non-Commercial CMC/GPO experience required; prior poultry preferred. - Proven track record of developing and executing strategic account plans, building and maintaining executive-level customer relationships, negotiating complex national contracts, and delivering sustained business growth. - Demonstrated ability to influence cross-functional teams, lead strategic initiatives, and translate market insights and business analytics into actionable commercial strategies. - This position requires ability to travel, as needed to meet business objectives. - Computer skills, including internet navigation and proficiency in Microsoft Excel, Word, and PowerPoint, are required, along with the ability to effectively utilize company systems and technology platforms. - Excellent verbal