District Sales Manager

Provides leadership, strategic planning, and oversight of all sales activities for Territory Managers (TMs) in assigned districts to ensure maximum profitability and growth aligned with the Company’s vision and goals. Establishes and builds strategic plans with the Regional Sales Vice President to increase sales revenues from current and new clients.

Responsibilities

• Establish sales objectives by forecasting and developing annual sales quotas for districts and territories.
• Work closely with TMs to project expected sales volume and profit for existing and new properties.
• Ensure that plans are followed by TMs to meet all goals.
• Assign and/or reassign accounts as necessary.
• Spearhead the recruitment, motivation, and development of TMs for the assigned district, instilling a culture of accountability, performance-based management, and teamwork.
• Monitor, evaluate, and provide feedback to TMs on progress toward goals.
• Coach and develop TMs in balancing productivity, quality, and customer service.
• Participate in staff selection, performance and compensation evaluations, corrective action, and terminations as necessary.
• Promote continuous training and development of associates.
• Lead and facilitate change management in support of organizational goals.
• Consult with the Human Resources Department as appropriate.
• Work directly with TMs and customers in the field by assisting on sales calls and providing constructive feedback.
• Oversee training and educational programs for TMs.
• Participate in major client presentations and discussions to ensure best-in-class customer service.
• Collaborate with all operating divisions that support the sales organization to create a collaborative work environment.
• Increase sales through account penetration by analyzing current sales and volume, planning sales calls, and following up.
• Utilize product knowledge, ROI, analytical research tools (e.g., Phocas, GForce, Salesforce.com), and sales training resources to target new prospects and opportunities.
• Maintain, build, and expand customer relationships.
• Regularly interact and communicate with internal departments to provide vital information for servicing customers, including advance notification of merchandising changes, product movement, or proprietary product updates.
• Provide advance notification to Operations about new customers or changes affecting customer orders or delivery.
• Continuously monitor assigned accounts and take corrective action to maintain and improve customer satisfaction.
• Immediately notify management if an existing account is at risk of discontinuing service or if issues remain unresolved.
• Work with accounts receivable to ensure customers pay invoices within agreed-upon terms.

Requirements

• High School education required.
• Bachelor's degree in a related field (e.g., business administration) or equivalent relevant industry experience.
• 2+ years of experience successfully growing profitable sales in the foodservice industry.
• 5+ years of foodservice sales experience preferred.

Skills

• Excellent communication (verbal and written), interpersonal, and professional interactive skills.
• Ability to communicate clearly through email and telephone.
• Effectively present information and respond to questions from clients, management, and associates.
• Strong leadership skills, including mentoring and developing individuals and teams.
• Able to engage and lead team discussions and meetings.
• Understands team dynamics and works well within a team structure.
• Collaborative management style with effective delegation of responsibilities.
• Excellent listening, presentation, negotiation, and closing skills.
• Strong understanding of financial concepts, including pricing and forecasting.
• Responds promptly to customer needs and solicits feedback to improve service.
• Ability to prioritize and manage multiple priorities/deadlines.
• Uses time effectively and identifies/resolves problems promptly.
• Gathers and analyzes information skillfully, develops alternative solutions, and exhibits sound judgment.
• Makes timely decisions and tactfully approaches others.
• Handles pressure well, accepts responsibility, and follows through on commitments.
• Goal-oriented, self-starter who can work independently within a team environment.
• Computer literacy, including customer database maintenance, internet navigation, and MS Office (Word, Excel, PowerPoint, Access, Outlook).
• Familiarity with Phocas, GForce, Box, Salesforce.com, and PeopleSoft is a plus.

Physical Demands

• Regularly required to sit, stand, walk, and use hands and fingers to operate a computer keyboard, mouse, and telephone.
• Frequently required to sit and reach with hands and arms.
• Must occasionally lift and/or move up to 20 pounds.

Work Environment

• May work in a normal office environment or a remote home-based office, depending on the assigned territory.
• Moderate noise level in the work environment.
• Requires travel to and from Territory Managers, customers, and prospects in the assigned region (Connecticut, Rhode Island, Massachusetts, and Southern New Hampshire).
• Overnight travel may be required for company events, district meetings, training sessions, vendor fairs, and client appointments.
• May require the use of a personal vehicle for business travel, including long periods of sitting.
• Must maintain a valid driver’s license with a driving record that meets company minimum standards.
• If working remotely, must have required software for timely communications and a dedicated workspace free of distractions.
• May require evening and weekend work depending on customer needs.