Sales Manager - Regional

About the Role

The Regional Sales Manager is responsible for building relationships and profitable sales directly with regional customers and distributors. This role leads regional brokers to achieve sales and profit objectives across all food service segments, including B&I, C&U, Restaurants, Hotels and Leisure, Caterers, Commissaries, and Foodservice distributors (national, regional, and independent). The manager will evaluate market trends, gather competitive intelligence, and identify growth opportunities to formulate customer propositions that drive sales and profit goals.

Responsibilities

• Set the vision for the region and develop a business plan to achieve it.
• Achieve revenue and profitability quotas for OSI products within assigned customer segments.
• Establish a foundation for future sales growth through regional operators and distributors.
• Manage Current Business:
  • Proactively drive sales performance to meet budget goals.
  • Strengthen existing relationships and identify opportunities for account penetration.
  • Build and manage distributor relationships and programs.
  • Finalize distributor programs in a timely manner.
  • Oversee broker management.
• New Business Development:
  • Prioritize sales activities to maximize ROI.
  • Build sales with key large foodservice distributors and operators.
  • Identify competitive conversion opportunities with distributors and operators.
  • Develop long-lasting relationships based on trust and solution-selling.
  • Identify and penetrate new accounts with the product line.
• Balance Direct vs. Broker Management:
  • Manage select accounts directly while leading brokers for others.
• Sales Administration:
  • Develop sales plans to meet objectives and goals.
  • Monitor sales trends and address issues.
  • Establish forecasts at the SKU level.
  • Track lost business reports and articulate solutions.
  • Deliver sales objectives, trade budgets, and operational budgets.
  • Optimize ROI on all distributor programs.
• Sales Presentations and Ideation:
  • Prepare and perform sales presentations per company standards.
  • Propose relevant product and menu ideas.
• Training and Food Shows:
  • Ensure all food show presentations adhere to company guidelines.
  • Train brokers to ensure proficiency in selling and presenting OSI products.

Requirements

• 3-5 years of experience in a related field; candidates with 5+ years in foodservice sales, broker networks, or distributor sales will be prioritized.
• Bachelor’s degree in Business Management, Marketing, Sales, or equivalent (highly preferred).
• Strong computer skills, including proficiency in Microsoft Office, Excel (pivot tables, reporting), CRM systems, Blacksmith, and PowerPoint.
• Ability to communicate clearly, both verbally and in writing, with customers and all levels of management.

Skills

• Demonstrated record of sales growth with assigned distributors and accounts.
• Experience managing multiple foodservice distributors and negotiating distributor marketing programs.
• Proven ability to build long-term customer relationships.
• Strong broker management skills.
• Culinary experience and comfort in restaurant back-of-house (BOH) environments; ability to propose menu and product ideas to chef teams.
• Passion for sales in the frozen and perishable food industry.
• Ability to learn product-specific information and understand features/benefits to meet customer needs.
• Strong closing skills with excellent follow-through.
• Financial awareness and strong sales budget management.

Pay

The salary range for this role is $119,480 to $179,220 USD, with a midpoint of $149,350 USD. Offers are typically made between the minimum and midpoint of the range, based on skills, experience, and internal equity. Highly qualified candidates may receive an offer above the midpoint.

Benefits

• Comprehensive time off.
• 401k with company match.
• Full suite of benefit offerings for you and your family.
• Bonus and special pay programs.

Schedule

• This is a remote position; candidates must live in the assigned region (West, North, or South).
• Travel required up to 75%.

Work Environment

Work is generally performed in a professional office environment with standard office equipment. The role may require:

• Frequent and/or infrequent bending, squatting, pushing, pulling, stretching/reaching, and use of hands or fingers.
• Lifting up to 15 pounds.
• Standing or walking on concrete flooring for less than 4 hours.