Position Summary: We are seeking an ambitious, strategic, and execution-focused Director of Business Development to oversee the entire Commercial Department and lead Ethnix Group’s sales growth across all business units and territories. This role will own the company’s commercial vision, build and execute scalable sales strategies, and ensure full alignment between field sales, corporate accounts, and key business partners.
The Commercial Director will lead a multi-state sales organization, including but not limited to Regional Sales Managers, Supervisors, Corporate Account Executives, and Key Account Representatives, while driving performance, profitability, and long-term customer relationships across independent, corporate, and emerging channels.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
- Oversee the entire Commercial Department, ensuring full alignment, accountability, and performance across all sales channels, regions, and customer segments.
- Lead Ethnix’s end-to-end commercial strategy, directly supporting company growth, profitability, and market expansion goals.
- Develop and execute annual sales budgets, forecasts, and KPIs across all business units, with ownership of revenue, margin, and cost-to-serve performance.
- Drive sales growth in existing markets while leading expansion into new territories, categories, and strategic customer segments.
- Lead, coach, and develop the commercial leadership team (Regional Managers, Corporate Executives, Key Account Representatives) while building a strong internal talent pipeline and actively developing future sales leaders.
- Establish a structured framework for ongoing training, field development, and performance management to elevate skill sets across all sales team members.
- Partner cross-functionally with Supply Chain, Marketing, Operations, HR, Finance, Customer Success and other departments to ensure commercial plans are fully aligned, resourced, and executable.
- Standardize sales processes, customer pricing programs, and negotiation protocols to strengthen discipline, improve profitability, and protect brand equity.
- Lead national and regional business development initiatives, including retail program launches, product category expansions, and strategic partnerships.
- Own commercial reporting and analytics, providing clear visibility on performance, trends, and actions to the CEO and Board.
- Build and maintain strong executive-level relationships with key customers, distributors, and partners to support sustained growth.
- Represent Ethnix Group as the senior commercial leader at industry events, trade shows, executive meetings, and strategic customer engagements.
- Steel toe or composite closed-toe shoes (protective safety footwear) are required in select business units.
- Must be able to meet predictable attendance and punctuality expectations and physical demands of the position complying with Ethnix Group’s policies and performance expectations.
Organizational Responsibilities:
Follows established policies and procedures by monitoring and ensuring compliance with regulatory requirements, organizational standards, and operational processes related to area(s) of responsibility and reporting violations or infractions to appropriate individual(s).
Practices proper safety techniques in accordance with Company, warehouse, and departmental policies, procedures, and standards by immediately reporting any mechanical or electrical equipment malfunctions, employee/visitor injuries or accidents, or other safety issues to appropriate individual(s).
Identifies areas for improvement and offers suggestions to improve the site's efficiency, profitability, and productivity.
Keeps abreast of current changes in technology, logistics tools, processes, and standards within the industry and area(s) of responsibility by attending internal and external training programs and by accessing other sources of information, and applies knowledge and practices to area(s) of responsibility.
Work Hours (may vary by state or location):
This position is a full time-exempt. Hours of operation vary by site and shift. Must be available to work on weekends when scheduled and must be able to perform the essential job functions unaccompanied.
Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education/Experience:
- Bachelor’s Degree in Business Administration, Marketing, or related field (MBA preferred).
- 8+ years of progressive sales leadership experience in the food & beverage or FMCG sector.
- Proven success leading large, geographically distributed sales teams.
- Deep understanding of Hispanic retail markets, foodservice, and independent trade dynamics.
- Demonstrated experience in strategic sales planning, P&L ownership, and data-driven decision making.
- Strong negotiation, relationship-building, and leadership skills.
- Entrepreneurial mindset with an execution-first attitude.
Language Ability:
Demonstrated ability to read, write, and communicate effectively to comprehend and complete documents, and answer questions in English. Ability to write routine reports and correspondence as needed. Bilingual (Spanish/English) preferred.
Math Ability:
Demonstrated mathematical skills necessary to add, subtract, multiply, and divide numbers, decimals, and fractions, and calculate percentages.
Reasoning Ability:
Demonstrated ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
Computer Skills:
- Proficient in CRM platforms (Salesforce, HubSpot, or similar)
- Strong Excel and data analysis skills
- Experience with ERP systems (SAP, NetSuite, or equivalent)
- Able to build executive presentations (PowerPoint or similar)
- Comfortable using Microsoft 365, Outlook, and Teams for cross-department communication
Certificates and Licenses:
Have a current/valid driver’s license.
Supervisory Responsibilities:
This job does have supervisory responsibilities.
Work Environment:
The work environmental characteristics described here are representative of those an employee may encounter while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform these functions.
This role may require time spent in various work environments, including:
- Office Settings: Work is typically performed in a shared office space, which in some locations may be adjacent to or integrated with active warehouse and cross-dock operations. While climate-controlled, noise levels may fluctuate due to nearby equipment or team activity. Employees have access to standard office tools including computers, phones, and collaborative spaces.
- Sales Field Work: Sales employees may travel to client sites, stores, or promotional events. Work is a mix of indoor and outdoor settings and may require standing for extended periods, lifting materials, and navigating a variety of business environments.
This position requires adaptability, situational awareness, and consistent use of appropriate personal protective equipment (PPE) where applicable.
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is regularly required to use hands to finger, type, handle or feel objects, talk, and hear. The employee is frequently required to stand; walk; reach with hands and arms, climb, stoop, and squat. The employee is intermittently required to sit. Incumbents must be able to physically access all exterior and interior parts of the warehouse and amenities.
Must be able to push, pull, lift, carry, or maneuver weights of up to twenty (20) pounds independently and fifty (50) pounds with assistance. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.
Routine, local travel may be required to attend training classes, conduct market research, or other situations necessary for the accomplishment of some or all of the daily responsibilities of this position.
Understanding of Job Essentials:
ETHNIX Group is a drug free, harassment free workplace. All candidates must pass an extensive background check. Ethnix Group is an equal opportunity employer and does not tolerate harassment, discrimination or retaliation.
I understand that all pre-employment screening activities are conducted in compliance with federal and state employment laws. Background checks are completed during the post- offer stage of the employment process in compliance with the Fair Credit Reporting Act requirements.
I also fully understand the content of this job description, have had the opportunity to ask questions regarding this job description, and have had the job duties and responsibilities, requisites, and physical demands and working conditions explained to me. I am capable of performing the essential functions of this job with or without reasonable accommodation. If I need accommodation, I will ask the hiring manager for it.
The above job description is not intended to be an all-inclusive list of duties and standards of the position. Incumbents will follow any other instructions, and perform any other related duties, as assigned by their supervisor.
Ethnix Group is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
