Primary Responsibility:
The Director is responsible for driving profitable growth across an assigned portfolio of customers while developing and executing a robust pipeline of new business opportunities. This role owns revenue, contribution margin, customer retention, pipeline development, forecast accuracy, and strategic account planning objectives, ensuring the achievement of both short-term financial goals and long-term partnership growth.
The Director serves as the primary commercial leader and executive relationship manager for assigned accounts, developing trusted partnerships with customer leadership teams and positioning Universal Pure as a strategic business partner. Through consultative selling, expert negotiation, and disciplined commercial execution, the Director identifies and secures growth opportunities that expand Universal Pure's services and market presence.
As the commercial quarterback, the Director leads cross-functional alignment among Universal Pure Leadership, Operations, Food Safety & Quality Assurance (FSQA), Finance, IT, and other key stakeholders to ensure customer requirements, operational capabilities, and financial objectives are fully aligned. This role requires exceptional business acumen, project management expertise, and written and verbal communication skills to influence decision-making, drive accountability, and deliver sustainable revenue and contribution margin growth while strengthening long-term customer relationships.
Essential Functions
Customer Growth and Portfolio Management
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Own and achieve annual revenue, contribution margin, retention, and growth objectives for assigned accounts.
- Develop and execute strategic account plans that identify opportunities for revenue expansion, margin improvement, and long-term partnership growth.
- Establish and maintain executive-level relationships with key customer stakeholders.
- Conduct regular business reviews with customers to assess performance, identify opportunities, and align on strategic initiatives.
- Ensure customer satisfaction and proactively address risks impacting customer retention or growth.
- Drive implementation of Integrated Commercial Planning processes that align customer demand, operational capacity, financial objectives, and service expectations.
- Manage customer portfolios to optimize profitability, service performance, and strategic value.
Commercial Leadership and Execution
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Lead all commercial negotiations, including pricing, contract renewals, service expansions, and strategic agreements.
- Demonstrate expertise in contract development, Letters of Intent (LOIs), Term Sheets, Service Level Agreements (SLAs), and other commercial agreements.
- Develop customer-specific pricing strategies that balance growth, profitability, operational efficiency, and competitive positioning.
- Utilize Business Development Process (BDP) to evaluate opportunities, assess risks, price and support sound business decisions.
- Lead forecasting, pipeline management, capacity planning, and month-end sales review processes to ensure achievement of business objectives.
- Ensure commercial discipline and consistent execution across all customer tiers.
New Business Development and Organic Growth
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Identify, qualify, and secure new customers and brands that align with Universal Pure's strategic growth objectives.
- Build and maintain a healthy pipeline of qualified opportunities sufficient to achieve annual growth targets.
- Expand service offerings within existing accounts, including High Pressure Processing (HPP), Cold Storage, Value-Added Services, logistics, and future service platforms.
- Develop market intelligence and competitive insights to identify emerging growth opportunities.
- Create and execute prospecting strategies that generate sustainable long-term revenue and contribution margin growth.
Cross-Functional Leadership and Project Management
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Serve as the commercial quarterback for customer onboarding, expansions, capital projects, network optimization initiatives, and strategic customer programs.
- Lead cross-functional teams consisting of Operations, FSQA, Finance, IT, and Executive Leadership to ensure successful project execution.
- Drive accountability and alignment across departments to achieve customer commitments, operational excellence, and financial objectives.
- Facilitate resolution of complex customer issues through collaborative problem-solving and proactive communication.
- Ensure customer requirements are effectively translated into actionable operational plans.
Performance Metrics and Accountability
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Achieve or exceed annual revenue, contribution margin, customer retention, and new business acquisition targets.
- Maintain accurate sales forecasts and pipeline reporting.
- Deliver customer growth plans that support company strategic objectives.
- Monitor and improve key performance indicators including revenue growth, margin expansion, customer retention, customer satisfaction, and pipeline conversion rates.
- Drive continuous improvement initiatives that enhance customer experience, operational performance, and profitability
- Demonstrated ownership of revenue, contribution margin, customer retention, pipeline development, forecast accuracy, and overall portfolio performance.
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Demonstrated expertise in commercial strategy, contract negotiations, pricing, business case development, and project leadership.
- Demonstrates executive presence and confidence when engaging with senior leadership teams, both internally and externally.
- Demonstrated and consistent success driving strategic growth, revenue expansion, contribution margin improvement, and EBITDA performance across assigned customers and book of business.
- Demonstrated success managing complex customer relationships, navigating organizational dynamics, and creating long-term strategic partnerships.
- Demonstrated ability to influence and lead internal and external stakeholders to achieve customer, operational, and financial objectives.
- Proven ability to develop and execute strategic account growth plans that strengthen customer partnerships and deliver measurable business results.
- Proven track record of identifying, qualifying, and securing new business opportunities through consultative selling, market analysis, and disciplined prospecting.
Other Key Candidate Characteristics
Business Development, Sales, Hunting & Account Leadership
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Proven ability to develop innovative and value-driven solutions that address customer needs while supporting Universal Pure's growth, profitability, and operational goals.
Executive Presence
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Demonstrates executive presence and confidence when engaging with senior leadership teams, both internally and externally.
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Proven ability to establish and maintain relationships at multiple levels within customer organizations, including C-suite and executive decision-makers.
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Effectively communicates complex business, operational, and financial concepts to diverse audiences and stakeholders.
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Serves as a trusted advisor to customers by providing strategic insights, industry expertise, and business solutions that create long-term value.
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Skilled at influencing decision-making and building consensus across customer and internal leadership teams.
Commercial Acumen
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Proven ability to lead cross-functional teams and successfully quarterback complex customer initiatives resulting in revenue growth, margin expansion, and new business awards.
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Strong understanding of financial performance drivers, including revenue, contribution margin, EBITDA, pricing strategies, and return on investment.
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Recognized by peers and leadership for consistently delivering results, fostering accountability, and driving commercialization excellence.
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Ability to balance customer needs with operational capabilities and financial objectives to achieve mutually beneficial outcomes.
Education
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Bachelor's degree in business, Supply Chain, Food Science, Operations Management, Marketing, or a related field required.
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Advanced degree (MBA or equivalent) preferred.
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Formal sales training and demonstrated sales leadership experience required.
Knowledge, Skills & Employment Standards
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Proven ability to manage multiple priorities and deliver results in a fast-paced, dynamic environment.
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Demonstrated excellence in negotiation, strategic planning, business development, accountability, decision-making, project management, organizational effectiveness, and driving results.
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Strong leadership skills with the ability to influence without direct authority and align cross-functional teams toward common objectives.
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Exceptional verbal, written, presentation, and interpersonal communication skills.
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Strong business and financial acumen with working knowledge of P&L management, budgeting, forecasting, pricing, and contribution margin analysis.
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Demonstrated ability to analyze data, identify trends, and develop actionable business recommendations.
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Advanced proficiency in Microsoft Office Suite, including Excel, PowerPoint, and Word.
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Proficiency with CRM, ERP, and collaboration platforms including Salesforce, NetSuite, SharePoint, Webex, and related technologies.
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Working knowledge of supply chain and warehouse management systems (WMS), transportation management systems (TMS), and enterprise resource planning (ERP) platforms preferred.
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Proven ability to effectively present to executive leadership, customers, and large audiences.
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Located within a major metropolitan area and/or near a major airport hub.
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Ability to travel approximately 50%, including occasional weekends and holidays, as business needs require.
Physical Requirements & Work Environment
The requirements described below are representative of those necessary to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform these essential functions.
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Ability to effectively manage competing priorities, changing business demands, and high-pressure situations while maintaining professionalism and sound judgment.
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Ability to travel regularly, approximately 50% of the time, including overnight travel, in accordance with company travel and expense policies.
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Ability to maintain productivity and effectiveness while balancing multiple internal and external stakeholder expectations.
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Flexibility to work outside of standard business hours, including evenings, weekends, and holidays, as necessary to support customer needs, business objectives, project deadlines, and operational requirements.
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Ability to establish and maintain effective working relationships with customers, colleagues, and leadership across all levels of the organization.
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Demonstrated professionalism, emotional intelligence, and executive presence when interacting with internal and external stakeholders.
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Ability to lead discussions, negotiate agreements, influence decision-making, deliver presentations, and communicate effectively in both individual and group settings.
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Ability to analyze information, solve complex business challenges, make informed decisions, and respond constructively to feedback and changing business conditions.
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Ability to work in both office and operational environments, including occasional visits to manufacturing, warehouse, cold storage, and customer facilities.
Universal Pure is an Equal Opportunity Employer and is committed to fostering an inclusive workplace. Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other protected characteristic under applicable law.
