Director, National Foodservice Sales

About the role

More than 100 years of Farmers, Family, Mission, Purpose, Sustainability, Respect, Integrity, Work Ethic, Teamwork, Pride in Award Winning Products, and Agriculture. Cabot Creamery has held B Corp certification since 2012, and became the world’s first dairy co-op to do so. This certification demonstrates our commitment to transforming the global economy to benefit all people, communities, and the planet.

Pay

Salary Range: $130,000–140,000 plus performance bonus eligibility.

Responsibilities

• Lead and execute the Company’s foodservice sales strategy across national, regional, and distributor accounts.
• Manage direct and broker-led sales activities to achieve revenue, profit, market share, and customer growth objectives while aligning with broader corporate strategies.
• Report to the Vice President of Sales.

Strategic Leadership

• Develop and execute national foodservice sales strategies that support company growth objectives and annual operating plans.
• Identify market opportunities, customer trends, and competitive dynamics to drive sustainable growth.
• Develop annual business plans, volume forecasts, and account-specific strategies.
• Provide recommendations to senior leadership regarding growth opportunities, potential risks, and competitive threats.

Customer and Distributor Management

• Lead relationships with key foodservice distributors, operators, and chain accounts.
• Negotiate contracts, pricing agreements, promotional programs, and growth initiatives.
• Develop strategic customer plans focused on increasing sales, profitability, and market share.
• Conduct regular business reviews with key customers and distribution partners.

Broker Management

• Lead and develop broker relationships to ensure accountability, engagement, and execution excellence.
• Establish broker performance objectives and conduct periodic business reviews.
• Create collaborative account planning processes that drive alignment across internal and external teams.

Financial and Business Management

• Manage sales budgets, forecasts, and business plans for the foodservice channel.
• Analyze customer profitability, market performance, pricing strategies, commodity market conditions, and promotional effectiveness.
• Monitor dairy and related commodity market trends and communicate potential pricing, margin, and customer impact to internal stakeholders and external partners.
• Oversee trade spend investments and marketing funds to maximize return on investment.
• Maintain accountability for revenue, margin, and volume performance.

Cross-Functional Collaboration

• Partner with Marketing, Product Development, Finance, Operations, Customer Service, and Supply Chain teams to execute growth initiatives.
• Support new product launches and commercialization efforts.
• Collaborate with Customer Service and Finance teams to ensure operational excellence, including invoicing, credit management, and collections.

Analytics and Reporting

• Use business intelligence tools and market data to identify opportunities and support data-driven decision-making.
• Monitor sales performance metrics, customer trends, and competitive activity.
• Develop executive-level reporting and recommendations for senior leadership.

Requirements

• Bachelor’s degree in Business, Marketing, Finance, or a related field required.
• Minimum of 10 years of sales experience with progressive leadership responsibility.
• Minimum of 5 years of foodservice sales management experience within consumer-packaged goods, dairy, or related industries.
• Proven success managing broker organizations and strategic customer relationships.
• Experience working with national and regional foodservice distributors.
• Strong understanding of dairy, cheese, butterfat, and related commodity markets, including the ability to interpret market movement and communicate business implications clearly.
• Strong negotiation, contract management, and relationship-building skills.
• Demonstrated ability to lead cross-functional business initiatives.
• Strong financial acumen with experience in forecasting, budgeting, and profitability analysis.
• Advanced proficiency in Microsoft Excel and PowerPoint.
• Experience with CRM, TPM/TPO, and business intelligence platforms preferred.
• Familiarity with Circana, Nielsen, Technomic, Datassential, or similar industry data sources preferred.

Leadership Competencies

• Strategic thinking
• Customer focus
• Business acumen
• Commodity market awareness
• Results orientation
• Influence and negotiation
• Team leadership
• Collaboration
• Analytical problem solving
• Executive communication

Preferred Industry Experience

• Dairy, refrigerated foods, foodservice distribution, consumer packaged goods, or related food manufacturing industries.
• Experience with national chain accounts, broadline distribution, and broker management.

Benefits

Our support of employee growth includes promoting from within, training and tuition reimbursement. Team members enjoy access to a comprehensive benefits package, competitive salary and a 401k with company match.