Director - Sales

Job Summary The Director, Sales leads one of Metrolina s Customer Retail Teams and serves as the strategic and operational owner for the assigned key customer. This role is accountable for driving profitable top-line growth, ensuring customer alignment, and delivering disciplined execution across the sales organization. The Director leads and integrates the efforts of the Key Account Manager, Marketing Manager, Field Sales Representative (retailer applicable), and merchandising teams (retailer applicable) to translate customer strategies into actionable plans that drive results across the Customer s corporate, regional, and store levels. Through data-driven analysis, seasonal forecasting, and continuous refinement of sales strategies, this position ensures alignment between customer objectives and Metrolina s operational and financial goals while serving as the senior customer advocate. Key Responsibilities Strategic Sales Leadership & Customer Alignment Own overall sales strategy and annual revenue targets for assigned customer . Lead development and execution of Joint Business Plans, line reviews, ensuring alignment with customer priorities, KPIs, seasonal initiatives, and Metrolina capabilities. Analyze sales performance, forecasting accuracy, and profitability to identify risks and opportunities. Ensure sales strategies align with company objectives for growth, innovation, and cost efficiency. Serve as senior escalation point for complex customer issues, negotiations, and performance challenges. Team Leadership & Development - Lead the Key Account Manager, Marketing Manager, and Field Merchandising Teams Provide strategic direction and coaching to ensure account-level strategies support both customer initiatives and greenhouse production requirements. Review forecasts, analytics, and P&L performance to ensure data-driven decision making. Partner with the KAM and marketing manager on pricing strategies, program development, and risk mitigation (credits if applicable, claims, item setup accuracy). Align go-to-market strategies promotions with customer insights, category trends, and omnichannel opportunities support Joint Business Plans and sales objectives . Partner on line reviews, program launches, and seasonal storytelling to drive sell-through. Sales Execution & Performance Management Monitor sales targets, execution standards, and KPIs across the sales organization. Translate strategic plans into clear priorities for sales, marketing, and field teams. Assess sales efficiency and effectiveness, make adjustments as market conditions evolve. Ensure strong communication rhythms between account teams and field operations. Balance short-term execution needs with long-term customer development Provides direction and prioritization for field sales resources in partnership with key account team. Cross-Functional Collaboration Partner closely with Product Development and Marketing to create compelling, insight-driven programs. Collaborate with Demand Planning and Replenishment to align forecasts with production capacity. Support initiatives that improve operational efficiency and reduce non-value-added work. Act as a change agent by driving new processes, tools, and ways of working.

Skills & Competencies Strategic Leadership:

Ability to translate customer and consumer insights into actionable sales strategies.

People Leadership:

Proven experience leading, coaching, and developing high-performing teams in fast pace dynamic environment .

Customer Advocacy:

Strong ability to represent customer needs while protecting Metrolina s profitability and operational integrity.

Analytical & Financial Acumen:

Comfortable using data, forecasting models, and P&L insights to guide decisions including proformas, line reviews, and promotional strategies.

Cross-Functional Influence:

Skilled at aligning diverse teams around shared goals.

Change Leadership:

Ability to lead through complexity and evolving market dynamics.

Communication Excellence:

Strong verbal, written, and presentation skills at all organizational levels. Comfortable working in a fast-paced, seasonal, and customer-driven environment. Minimum Qualifications Bachelor s degree required, Advanced degree preferred. 10+ years of relevant sales experience. 5+ years of sales leadership experience. Ability to travel up to50% of the time. Knowledge of horticulture, agriculture, or seasonal consumer goods is a plus. Job Setting & Physical Demands This is a hybrid role that includes work in an indoor office environment as well as warehouse and outdoor settings. The position may involve varying weather conditions, dust, and allergens. The role requires the ability to sit, stand, bend, reach, squat, and twist regularly, and to lift up to 35 pounds unassisted and 50 pounds with assistance. Travel between locations may be required. Fluency in reading, writing, and speaking English is required. Disclaimer This job description indicates in general the nature and levels of work, knowledge, skills, abilities, and other essential functions (as covered under the Americans with Disabilities Act) expected of people assigned to this position. It is not designed to cover or contain a comprehensive list of activities, duties or responsibilities required of the incumbent. All employees may be required to perform activities outside of their normal job responsibilities from time to time as needed. EOE - All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, age, disability, or veteran status.