Director of Sales - Intergro | Clearwater, FL

Intergro is seeking a Director of Sales to join our senior leadership team. This role is responsible for leading our core sales team with increasing gross margin performance year over year through strategic sales leadership, direct management of key national grower accounts, team development, market expansion, and organizational alignment.

The Director of Sales will lead Intergro's largest direct grower relationships while developing a high-performing sales organization. This individual will play a critical role in training new team members, developing succession plans for experienced sales professionals, optimizing our inside and outside sales structure, and leading the successful commercialization of new products.

Responsibilities

Profitability & Growth

• Drive year-over-year gross margin improvement through strategic market specific pricing, product mix optimization, and disciplined sales execution.
• Develop and execute sales strategies that increase profitable revenue growth across the Eastern U.S.
• Monitor sales performance, customer profitability, and market opportunities to identify growth and margin enhancement initiatives.
• Establish and manage key performance metrics aligned with company profitability goals with the assistance of company’s data analyst.
  

Strategic Account Leadership

• Serve as the primary relationship manager for Intergro's largest direct national grower accounts.
• Build and maintain executive-level relationships with key customers and decision-makers.
• Lead annual business reviews, contract discussions, strategic planning initiatives, and growth opportunities with major accounts.
• Increase product penetration and market share within strategic customer accounts.

Sales Team Development

• Lead, coach, and develop the Eastern U.S. sales organization.
• Train and mentor newly hired sales team members, ensuring successful onboarding and long-term performance.
• Establish sales processes, accountability standards, and development plans that drive consistent results.
• Utilize opportunity reports to keep the team focused, while working with Analyst to improve repeatable reporting.
• Foster a culture of customer focus, continuous improvement, and accountability.
• Maintain alignment between the sales team and the operations team.

Succession Planning & Organizational Development

• Develop succession plans for legacy sales personnel and key customer relationships.
• Facilitate knowledge transfer and leadership development within the sales organization.
• Build organizational depth to support long-term growth and business continuity.

Sales Structure Optimization

• Lead the ongoing evolution of Intergro's inside and outside sales model.
• Define and optimize roles, responsibilities, territory coverage, and account ownership.
• Improve collaboration and efficiency across the sales organization.

Product Commercialization & Market Expansion

• Lead the sales organization's adoption and commercialization of new products.
• Partner with leadership, suppliers, and operations teams to develop successful go-to-market strategies.
• Identify and pursue geographic expansion opportunities across the Eastern United States.
• Support market development initiatives and customer acquisition efforts in targeted growth regions.

Travel & Work Location Requirements

This is a highly visible leadership role requiring regular interaction with customers, sales personnel, vendors, and company leadership.

Office Presence

• Maintain a regular presence at company headquarters with the expectation of being in the office weekly for a portion of the business week on the weeks you aren’t traveling with the sales team.
• Participate in leadership meetings, sales reviews, strategic planning sessions, and cross-functional collaboration.

Travel Expectations

• Travel alongside members of the sales team to support customer development, coaching, and strategic account growth.
• Periodic travel throughout each territory as needed.
• Attend industry trade shows, customer events, and supplier meetings as required.

Estimated travel commitment: 40-50%.

Requirements

• High School diploma or equivalent required
• Bachelor's degree preferred in Business related field.
• Minimum of 5 years of sales management experience with a proven track record selling in competitive markets.
• Demonstrated ability to understand the market in which you are selling and the deployment of resources that ensure maximum coverage and product exposure.
• Must possess executive level communication skills; including the ability to sell innovative solutions while demonstrating value added benefits to executive management.
• Success contacting and making presentation to key people within customer organizations from purchasing managers, general managers, presidents, and owners.
• Must possess strong planning, organizational and time management skills, as well as strong analytical problem-solving skills.
• Self-starter with strong leadership skills and a creative initiator with the ability to motivate.
• Must be team orientated with excellent customer service and selling skills.

The perks of being a Bunzl team member don’t stop at being part of a great team or being valued as our #1 asset. We offer a full range of benefits to help our employees take care of themselves and their families today, tomorrow and for the future.

• Medical, Dental & Vision Benefits effective the 1st day of the month after 30 days
• Paid Time Off - Vacation, Sick, Holidays and Personal Time
• 401K with generous company match
• Additional benefit information can be found on the Bunzl Careers home page under Benefits and Perks.

Bunzl is a global leader in the Cleaning & Hygiene, Food Processing, Grocery, Health Care, Non‑Food Retail, and Safety industries. We have grown both organically and through acquisitions to exceed $10 billion in sales. Headquartered in St. Louis, Missouri, Bunzl North America operates more than 100 warehouses and serves all 50 states, Puerto Rico, Canada, and parts of the Caribbean and Mexico. With more than 10,000 team members and over 400,000 supplies, Bunzl is recognized as a leading supplier across North America—and proudly certified as a Great Place to Work®. At Bunzl, you’ll find Unlimited Potential… your career, our future.

Bunzl Distribution offers competitive salaries, a comfortable work environment, and a full range of benefits including a 401k with a company match.

Bunzl Distribution has a tradition of commitment to equal employment opportunity. It is the established policy to attract and retain the best qualified people without regard to race, color, religion, national origin, sex/gender (including pregnancy), sexual orientation, age, disability or veteran status as provided by law.