Head of Sales, Senior Director at Herb Pharm

Description

Job Title: Head of Sales, Senior Director
Department: Sales
Reports To: CEO
Location: Herb Pharm, 5428 Bierson Way, Central Point, OR, 97502 - Remote Available
Job Type: Full-Time
FLSA Status: Exempt
Pay: $170,000-$190,000 DOE

Note: At this time, we are only able to hire candidates who reside in the following states:
Arizona, California, Florida, Indiana, Kansas, Kentucky, Maine, Maryland, North Carolina, Ohio, Oregon, Texas, Virginia, and Washington.

About Herb Pharm

At Herb Pharm, we inspire trust in plants and respect for nature while balancing purpose with profit. Located in beautiful Williams, Oregon, we’ve been the nation’s leading liquid herbal supplement company for over 45 years. Our diverse organic farm and production facility works with 250+ plants to create over 500 liquid herbal extracts, distributed to grocery, natural food, and specialty stores nationwide. We’re committed to treating our employees with respect and gratitude—join us and be part of our mission!

Job Summary

The Senior Director of Sales leads the retail growth strategy and the effective/efficient delivery of this strategy to achieve Herb Pharm’s growth objectives in consort with the company’s ethics and mission.  Responsible for a cross-channel team, this individual has a proven track record of scaling revenue, outpacing the category, by collaborating with our retail partners to deliver best in class category management, trade analytics and shopper marketing.  

The Senior Director of Sales will focus initially on domestic brick and mortar revenue growth with expanding responsibility into digital and international with proven success. Personally managing and directing our Natural Channel Brokers and Sales Representatives with the assistance of the Sales Manager, the Senior Director of Sales is expected to build effective personal relationships with accounts to accomplish goals.  This requires a commitment to traveling 50-60% of the time.  This individual is also responsible for collaborating effectively with the VP of Marketing and all internal departments to ensure delivery of product to market, which meets or exceeds customer expectations. 

This role is responsible for developing and executing approved sales and promotional plans and metrics and revising plans as needed to continuously improve performance, thereby contributing to the overall successful operation and growth of the organization

Requirements

Essential Duties & Responsibilities include the following; other duties may be assigned: 

• Develop and deliver retail revenue targets in collaboration with Marketing, including territory planning, new account and market identification, and product introduction strategies. 
• Establish and deliver sales metrics for each territory and effectively achieve specific retail KPIs through Brokers and Representatives performance management.  
• Ensure that Regional Sales Managers (RSMs) and Brokers execute their sales plans, tactics, and tasks to support overall sales objectives and meet established metrics. 
• Build and maintain strong partnerships with all account segments and distributors in the Natural Channel by fostering solid relationships with managers and buyers. 
• Regularly visit key accounts to promote the company, address concerns, and resolve issues. 
• Actively prospect for new accounts in partnership with RSMs and Brokers. 
• Provide field intelligence, research sales trends, and keep the Sales Team and Management informed of evolving account needs. 
• Oversee the performance of Natural Channel Brokers and Representatives by recruiting, selecting, training, coaching, and evaluating their effectiveness in collaboration with RSMs. 
• Manage Broker contracts, territory assignments, goal setting, and communication between Brokers, Sales Reps, and company management. 
• Strengthen company relationships with accounts through regular visits to stores and corporate offices alongside RSMs and Sales Reps. 
• Ensure the implementation and accurate tracking of approved promotional programs, training, and advertising campaigns by Sales Reps. 
• Establish and manage assigned budgets, including promotional expenses, trade show costs, travel, and entertainment. 
• Collaborate with peers and subordinates to control costs, review monthly reports, explain variances, and adjust plans as needed to achieve objectives. 
• Work with the Marketing Department to deliver annual trade show plan, coordinating with RSMs and Marketing staff to ensure successful event execution. 
• Given proven success in domestic retail channels, the Senior Director of Sales will take on increasing international, professional and digital channels (the latter in partnership with Marketing). 

Qualifications & Skills

Education: 

• Bachelor’s degree (BS) in Business, Communications, or a related field
• MBA — preferred but not required 

Experience: 

• At least 10 years of sales leadership in: 
• Natural channel and supplements industry 
• Broker management  
• Traditional Grocery, Mass and Drug channels 
• Category management, trade analytics and shopper marketing (Tier 1 CPG experience preferred) 
• Pro-Channel (preferred, but not required)  

 Equivalent combination of education and experience may also be considered 

Skills:

• Proficiency in Office365
• Strong verbal and written communication skills, including public speaking and business correspondence 
• Proficient in interpreting financial reports, technical manuals, and safety procedures 
• Skilled in compiling and analyzing sales and credit data for routine reporting 
• Able to apply statistical, geometric, and mathematical concepts to practical business scenarios 
• Experienced in problem-solving using data-driven analysis and logical reasoning 
• Effective leadership and team development abilities; able to train, coach, and inspire others 
• Conflict resolution skills with ability to manage interpersonal dynamics across all levels 
• Knowledgeable in sales forecasting and performance measurement techniques 
• Organized and deadline-driven, with strong time management skills 

Working Conditions

Work Environment: Primarily in a professional office or remote setting, conducting computer-based tasks such as analyzing performance reports, drafting strategic plans, and managing communications. 

Travel Requirements: Willingness and ability to travel (up to 60%) while managing travel costs. Dictated by customer requirements, travel will entail regular customer headquarters visits and attendance at industry trade shows. In addition, time in the field will be essential to develop and partner with broker partners and proprietary sales reps. Finally, if not located at Herb Pharm headquarters, the Senior Director of Sales will be required at in-person meetings once per quarter.  

Physical Demands: Extended work on a computer. Must be able to travel. 

Our generous benefits package includes a complete range of quality benefits:

· Comprehensive group medical, dental, and vision coverage for employees and dependents

· Coverage includes a variety of alternative healthcare options

· Prescription drug coverage with a mail-order program

· Generous employee purchase discounts on our herbal products

· Employee-free product program

· Employee assistance program

· Green Commuter Initiative to encourage carpooling, walking, and biking to work

· Life, accident, and disability insurance

· 120 hours of accrued Paid Time Off

· Eight paid National Holidays and one floating holiday

· Paid Jury Duty and Bereavement Leave

· Short-term disability plan

· 401(k) retirement plan with company matching and profit-sharing features

At Herb Pharm, we are committed to building a workplace that reflects the diverse communities we serve and embodies the eco-friendly values we stand for. As a B-Corp and Regenerative Organic Certified company, we believe that sustainability and equity go hand in hand. We are dedicated to fostering a culture of inclusion where every individual—regardless of race, ethnicity, gender, sexual orientation, religion, disability, or background—feels empowered to contribute, grow, and thrive.

We know that diversity drives discovery, innovation, and resilience, and we are committed to creating equitable opportunities for all employees. By embracing different perspectives and experiences, we not only strengthen our organization but also help nurture a more just, healthy, and sustainable society.

If you’re passionate about making a positive impact on the world and working in an environment that values social and environmental stewardship, we encourage you to apply. Together, we can create a future where businesses and communities thrive in harmony with the planet.

Herb Pharm is an equal-opportunity employer. We are committed to creating an inclusive environment for all employees and do not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other legally protected status. We celebrate diversity and are dedicated to fostering a workplace where everyone feels valued and empowered to contribute to our success.

Herb Pharm is committed to complying with all applicable provisions of the Americans with Disabilities Act (ADA). We provide reasonable accommodations to qualified individuals with disabilities to ensure equal employment opportunities. If you require assistance or accommodation during the application or hiring process, please contact [email protected]

At-Will Employment: Herb Pharm is an ‘At-Will’ employer. Nothing in this job description should be interpreted as an employment contract. Job responsibilities and tasks may be modified from time to time based on the company's needs.