Channel Sales Manager - Branded Foodservice Sales (K12)

About Us

Lassonde Pappas & Co. is a US leader in beverage manufacturing dedicated to our team members, customers, and consumer satisfaction. We remain committed to our small-town roots and rural values. Since 1942, we’ve been producing delicious products for our customers across the country. We focus on building the best team by creating and advancing an inclusive environment amongst our diverse workforce.

Position Summary

The Channel Sales Manager or Sr. Channel Sales Manager reports directly to the channel lead (Director or VP) and will be responsible for driving case sales volume in the Foodservice Channel (primarily the K-12 segment) while maintaining and delivering profitability targets for assigned customers. This role handles day-to-day account duties, identifies issues, and collaborates with internal stakeholders and leadership to problem-solve.

Responsibilities

• Drive K-12 end-user usage of our branded products to K-12 and other Foodservice channel customers throughout the WEST region.
• Serve as the main point of contact and manage a network of brokers responsible for growing and maintaining sales and relationships with both distributor and end-user customers in the territory.
• Attend national, state, and local shows and conferences on behalf of the company as necessary.
• Manage and facilitate the K-12 bid process between all stakeholders (brokers, direct schools, distributors).
• Ensure budget case and profitability (Net Sales) attainment in the assigned customer base (West region).
• Maintain forecast accuracy and sales attainment, reporting to direct manager and other functions (e.g., supply chain, commercialization) as needed.
• Manage customer pricing actions, including increases, decreases, commodity-based adjustments, and bid/RFP activity.
• Handle deduction and promotion/incentive management.
• Collaborate with other functional teams and sales team members to build a culture of collaboration, share best practices, and drive continuous improvement.
• Perform other related duties as required and assigned.

Requirements

• Minimum 2 years of sales experience calling on the K-12 foodservice channel, preferably in the food & beverage industry.
• Demonstrated experience managing multiple customers and proficiency in prioritization and task management.
• Experience managing people and balancing self-sales support functions or directing responsibilities of shared sales support.
• Bachelor’s degree preferred.
• Strong communication, analytical, and negotiation/influencing skills.
• Proven business management and broker management experience.
• Minimum 20% travel required.
• Working knowledge of Excel and other Microsoft Office programs.
• Excellent verbal and written communication skills.

Preferred Qualifications

• Proven organizational skills.
• Consultative, influential, strategic thinking, and problem-solving skills.

Physical Requirements & Working Conditions

This position requires sufficient physical ability to work in a typical office setting, drive a motor vehicle, and occasionally work in the field.

• Frequent: sitting, upward and downward flexion of neck, fine finger dexterity and light to moderate finger pressure (extended keyboard and mouse use), side-to-side turning of neck, walking, standing, bending, stooping, pushing/pulling, twisting at waist, moderate wrist torque to twist equipment knobs and dials.
• Occasional: squatting, kneeling, reaching above and at shoulder height, moderate grasp to manipulate reference books and manuals, lifting objects weighing 20–35 lbs. from below waist to above shoulders and transporting distances up to 50 feet.

Benefits

• Medical, dental, and vision coverage options.
• 401-K, Life & Disability Insurance.
• Paid Time Off (PTO).
• Tuition Reimbursement.
• Health Fairs.
• Gym Membership Discounts.
• Growth and development potential.

Pay

Pay range for this position is $115,000–$135,000 plus annual bonus, depending on experience and geographical location.