The Director of Sales, Wholesale will lead customer development and sales strategy for Murphy’s Naturals’ wholesale business. This role is responsible for developing and executing the sales vision, expanding our retail footprint, and improving the performance of our national sales broker team. You will work cross-functionally with Operations, E-commerce, Marketing, and Innovation to ensure our retail and wholesale presence is aligned with brand growth and profitability goals.
Sales Strategy & Leadership
- Own the wholesale sales P&L and develop strategic plans to meet or exceed revenue and margin goals.
- Develop national and regional sales strategies that expand our retail presence.
- Lead and coach internal sales teams and external brokers.
- Set and manage KPIs for sales performance, customer development, and trade efficiency.
Customer Development & Account Management
- Build and maintain relationships with key accounts and retail broker groups.
- Oversee retailer relationships, including small grocery and independent retailers.
- Oversee the Customer Experience function and ensure issues are resolved quickly.
- Lead contract negotiations, new product presentations, and promotional planning.
- Collaborate with key partners to execute effective merchandising and seasonal plans.
Sales Operations & Process Optimization
- Oversee CRM usage, sales reporting, and administrative processes.
- Manage onboarding and training for new sales representatives and brokers.
- Continuously improve sales workflows, reporting, and customer service touchpoints.
- Monitor and reduce deduction balances and drive sales-related supply chain improvements.
Cross-Functional Collaboration
- Work closely with Sales Operations on demand forecasting, logistics, and fulfillment.
- Partner with Marketing on trade marketing, in-store promotions, and co-branded events.
- Share insights with product development based on retail trends and buyer feedback.
Qualifications
- 7+ years of CPG sales experience.
- Proven success leading high-performing sales teams and managing national accounts.
- A hands-on, data-driven leadership approach with a strong track record in natural CPG, broker management, and customer relationship development.
- Experience with brokers, CRM systems (e.g., Salesforce), and EDI platforms.
- Strong understanding of distributor networks (UNFI, KeHE, Hardware Distribution) and natural retail channels.
- Analytical mindset with the ability to translate data into growth strategies.
The Ideal Candidate Should Have:
- A mission-aligned mindset, with a passion for sustainability, the outdoors, and doing good.
- Proven leadership and coaching capabilities with a passion for team development.
- Experience working in a fast-paced, high-growth startup environment.
- The ability to translate the brand and product details into a great story.
- Excellent negotiation, interpersonal, and communication skills.
- A proactive self-starter mentality with strong organizational skills and attention to detail.
