Scope of Job: The Sr. Director of Government Sales is responsible for driving strategic growth and managing a portfolio of key government and non-commercial clients—including the Defense Logistics Agency (DLA), U.S. Department of Agriculture (USDA), FEMA, and select commercial customers. This senior leader identifies and capitalizes on new business opportunities, expands market presence, and ensures the achievement of ambitious sales and profitability targets. This position will play a pivotal role in executing the company’s government sales strategy and driving long-term business success. Essential Job Functions and Responsibilities: Building and sustaining high-impact relationships with clients and cross-functional partners. Leading the development and execution of business development strategies informed by industry trends and client needs. Delivering measurable results in revenue growth, customer retention, and contract renewals. Representing the organization externally and serving as a trusted advisor to clients. Strategic Business Execution for Growth Identify, evaluate, and develop new business opportunities within the channel to expand market presence and increase profitability. Lead category development initiatives and play a key role in new business presentations and onboarding of new clients. Plan and oversee new sales initiatives to attract, retain, and grow customer relationships. Representing the company at trade shows and networking events to enhance brand visibility and generate leads. Customer & Market Engagement Proactively engage with potential and existing clients to build and nurture long-term relationships. Serve as a key liaison between customers and internal teams to ensure alignment and satisfaction. Maintain deep knowledge of market conditions and customer needs to inform strategy and continuous improvement. Sales Execution & Financial Performance Attain volume and profitability targets for assigned portfolio. Drive pricing strategies in alignment with Price Board approvals and contract terms. Negotiate new contracts, renewals, and amendments within established controls and approval processes. Cross-Functional Collaboration Collaborate with internal teams—including Product Development, Procurement, Operations, Food Safety & Quality Assurance, and Thermal Processing—to support product development and commercialization. Partner with production and support departments to ensure product quality and food safety standards are met. Operational & Analytical Excellence Conduct business analysis for new projects, RFPs, and proposals for current and prospective customers. Prepare and deliver regular progress reports and forecasts to internal and external stakeholders. Support the execution of broader organizational goals and strategies. Document and share insights to drive improvements in people, products, and processes. Team Development & Continuous Improvement Lead, mentor, and develop a high-performing sales and business development team, fostering a culture of accountability and professional growth. Champion continuous improvement by identifying and implementing best practices, training opportunities, and process enhancements across the team. Collaborate with production and supporting departments to ensure the food safety and quality of our products. Other duties as assigned. Education: Bachelor’s in business administration, Marketing, or related field preferred, MBA a plus. Experience: 5-10+ years of experience in product development, process development, sales, and marketing or similar experience in food related industry. Expertise in government/humanitarian food industry including pricing strategies, client relations and needs assessment, category management, administration, and supervision of brokers. Preferred experience in co-manufacturing. Thorough understanding of production processes and the ability to utilize this information to meet customer expectations and requirements. Manufacturing under the FARS within contracts. Competencies : Financial and Business Acumen, Customer Relationship Management, Due Diligence, Business Partnership Management, Negotiation, Strategic Planning, Product and Sector, Excellent Presentation and Presenting Skills, Objective and Key Results Driven, Conflict Resolution, Accountability, Initiative, Integrity, and Operational Excellence. Physical Requirements: Requires prolonged sitting and continuous use of computer. May lift, carry, push, or pull objects up to 10 lbs. Travel: Up to 20%