Sales Director
BMA Group Global, San Juan, PR, United States
The Director of Sales is a strategic leadership role responsible for driving revenue growth, expanding market share, and strengthening customer partnerships across a broad portfolio of foodservice and institutional products. This role leads the sales organization to achieve aggressive business objectives in a competitive distribution environment serving hotels, restaurants, food service operators, institutions, and other key accounts throughout Puerto Rico and the Caribbean.
The ideal candidate combines strong commercial acumen with deep customer insight and proven people‑leadership capabilities to grow existing business, develop new revenue streams, and influence the company’s go‑to‑market strategy within complex channel landscapes.
Key Responsibilities
Strategic Leadership & Revenue Growth
- Develop and execute the overall sales strategy and business plan to achieve revenue, profitability, and market penetration targets.
- Identify and prioritize high‑value growth opportunities across product categories, geographies, and customer segments.
- Lead forecasting, budgeting, and performance planning processes for the Sales function.
- Build, mentor, and scale a high‑performing sales team focused on excellence in execution, customer engagement, and consultative selling.
- Drive a culture of accountability, continuous improvement, and professional development.
- Set clear performance expectations, KPIs, and sales activity metrics.
Client Relationship & Key Account Management
- Cultivate and maintain strong, long‑term relationships with strategic accounts, distributors, and key stakeholders.
- Lead negotiations on major contracts, pricing strategies, and service level agreements to maximize commercial outcomes.
- Partner with internal cross‑functional teams (e.g., marketing, operations, customer service) to deliver exceptional customer experiences and seamless execution.
- Monitor market trends, customer buying behavior, and competitor activity to inform business decisions and strategic initiatives.
- Leverage insights and data to develop innovative solutions and value propositions for target customers.
- Represent the company at industry events, trade shows, and strategic meetings to enhance market presence.
Operational Excellence
- Collaborate with Distribution, Product, and Supply Chain teams to ensure sales strategies are aligned with operational capabilities and service standards.
- Drive process improvements, optimize sales tools and systems, and champion data‑driven decision‑making across the sales organization.
- Ensure compliance with regulatory, financial, and ethical standards in all sales activities.
Required Qualifications
- Bachelor’s degree in Business, Marketing, Sales Management, or related field (MBA preferred).
- Minimum 8–12+ years of progressive sales leadership experience , ideally in distribution, foodservice, hospitality, or FMCG sectors.
- Demonstrated success driving double‑digit revenue growth, expanding market coverage, and leading large sales teams.
- Strong strategic thinker with excellent analytical, negotiation, and business development skills.
- Exceptional leadership presence with the ability to influence across functions and at all organizational levels.
- Track record of building high‑performance teams and coaching for results.
- Excellent communication skills, both written and verbal; bilingual (English/Spanish) strongly preferred.