Job 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 and written communication skills, with the ability to influence and communicate effectively with senior leadership, strategic customers, and internal stakeholders.
• Strong interpersonal, relationship-building, negotiation, and leadership skills, with the ability to collaborate effectively across diverse groups of individuals within and outside the company.
• Can perform the functions of the job with or without a reasonable accommodation
• As a salaried position with the company, you may be required to travel at some point to other facilities, to attend Company events, or as a representative of the Company in other situations. Unless otherwise specified in this posting, the amount of travel may vary and the most qualified candidate must be willing and able to travel as business needs dictate.

The applicant who fills this position will be eligible for the following compensation and benefits:

• Benefits: Vision, Medical, and Dental coverage begin after 60 days of employment;
• Paid Time Off: sick leave, vacation, and 6 company observed holidays;
• 401(k): company match begins after the first year of service and follows the company vesting schedule;
• Base salary range of $174,000 - $205,000;
• Incentive Pay: This position is eligible to participate in the Company’s annual bonus plan, the amount of bonus varies and is subject to the standard terms and conditions of the incentive program; and
• Career Development: Our company is dedicated to supporting professional growth by offering continuous learning opportunities and a focus on career growth through various learning and development programs.

The posted salary range represents the Company’s good faith estimate of the compensation that the Company reasonably expects to pay for this role at the time of posting. Actual compensation will be determined based on factors including, but not limited to, relevant experience, skills, qualifications, tenure, internal equity, market data, and may vary accordingly.

This position does not have an application deadline. We will continue to recruit until the position has been filled.

The Company is dedicated to ensuring a safe and secure environment for our team members and visitors. To assist in achieving that goal, we conduct drug, alcohol, and background checks for all new team members post-offer and prior to the start of employment. The Immigration Reform and Control Act requires that verification of employment eligibility be documented for all new employees by the end of the third day of work.

About us: Pilgrim’s is a leading global food company with more than 62,000 team members worldwide. The company processes, prepares, packages, and delivers fresh, frozen, and value-added food products for customers in more than 100 countries. Pilgrim’s operates protein processing plants and prepared foods facilities in 14 states, Puerto Rico, Mexico, the U.K, the Republic of Ireland and continental Europe. Pilgrim’s is headquartered in beautiful Greeley, Colorado, at the JBS USA corporate office where our 1,200 employees enjoy more than 300 days of sunshine a year.

Our mission: To be the best in all that we do, completely focused on our business, ensuring the best products and services to our customers, a relationship of trust with our suppliers, profitability for our shareholders and the opportunity of a better future for all of our team members.

Our core values are: Availability, Determination, Discipline, Humility, Ownership, Simplicity, Sincerity

EOE, including disability/vets

Unsolicited Assistance: JBS and its companies do not accept unsolicited assistance from any recruitment vendors for any of our open jobs. All resumes or candidate profiles submitted by recruitment vendors or headhunters to any employee at JBS and its companies or via the applicant tracking system, in any form without a valid written request and search agreement previously approved by HR, will be solely owned by JBS and its companies. No fees will be paid should the candidate be hired by JBS and its companies because of an unsolicited referral.