BROAD FUNCTION AND SCOPE OF THE POSITION:The Market Manager leads and manages the regional sales organization to drive growth, profitability, and exceptional client representation. This role is responsible for developing, coaching, and supervising the sales force; aligning sales execution with company strategy; and managing principal relationships to ensure goals, initiatives, and expectations are met. The position balances strategic leadership with hands-on involvement in market execution, CRM discipline, and performance management.
PRINCIPAL RESPONSIBILITIES: Sales Leadership & Strategy- Involvement in all aspects of the regional sales force, including hiring, coaching, professional development, and performance management.
- Establish sales goals, objectives, and KPIs aligned with company strategy; ensure consistent execution across market.
- Provide clear direction and communicate the "why" behind sales strategies and initiatives.
Team Development & Performance Management- Educate, encourage, and mentor sales representatives to achieve individual and regional performance objectives.
- Conduct regular follow-ups, field rides, and performance reviews; hold team members accountable for results.
- Support a collaborative, high-performance culture that prioritizes team success.
- Leads trimester planning: conducting one-on-ones, setting expectations, reviews progress with regularity
Principal & Client Relationship Management- Serve as the primary sales point of contact for local market principals.
- Manage client expectations through proactive communication, alignment, and execution with the sales team.
- Schedule and lead client work-withs to reinforce strategy and drive opportunities.
Market Execution & Business Reviews- Work closely with regional contacts to maintain and grow business by meeting established goals and objectives.
- Conduct manufacturer and distributor business reviews to assess performance, identify opportunities, and align on next steps.
- Manage communication and execution of bonus, promotion, and incentive initiatives.
CRM, Reporting & Sales Operations- Oversee CRM usage, technology adoption, and data integrity across the sales team to ensure accurate reporting, forecasting, and insights.
- Analyze sales performance, market trends, and competitive activity to inform strategic decisions.
- Ensure timely completion of required reporting and administrative responsibilities.
Industry Engagement & Representation- Represent the company at industry events, trade shows, and meetings as determined by sales leadership.
- Strengthen the company's market presence through professional, consultative engagement with partners and customers.
EDUCATION, EXPERIENCE, KNOWLEDGE, SKILLS, AND ABILITIES:- Bachelor's degree in Business, Marketing, or a related field preferred; equivalent combination of education and experience considered.
- Minimum of 5-7 years of progressive sales leadership experience, preferably within foodservice, distribution, or a broker/manufacturer environment.
- Proven track record of leading high-performing sales teams and delivering consistent revenue growth.
- Collaborative leader who balances team and individual responsibilities.
- Skilled in coaching, mentoring, and developing talent through field engagement, feedback, and performance management processes.
- Ability to build and sustain a positive, high-performance culture focused on results, engagement, and continuous improvement.
- Open to feedback; contributes to a positive, high-morale culture.
- Results-driven while maintaining integrity and professionalism.
- Adaptable and comfortable leading through change.
- Proficiency in Microsoft 365 (Excel, PowerPoint, Outlook, Teams) and CRM platforms required.
- Ability to leverage data and digital tools to enhance team productivity, reporting, and communication.
COMPETENCIES:- Communication: Strong listening, written, and verbal communication skills.
- Relationship Building: High emotional intelligence with ability to build trusted relationships with clients, principals, and internal teams.
- Business Acumen: Understands financial and market implications of decisions; displays strong orientation to profitability and growth.
- Planning & Organization: Excellent time management, prioritization, and goal-setting skills.
- Influence: Delivers consultative, impactful sales presentations and brings passion to serving others.
- Accountability: Demonstrates self-motivation, ownership, and follow-through.
PHYSICAL REQUIREMENTS AND WORKING CONDITIONS:- Ability to perform essential job functions in office, warehouse, and restaurant environments.
- Ability to stand, walk, bend, stoop, or climb for extended periods.
- May be exposed to dust; ability to lift and/or push up to 30 pounds.
- Flexible work hours, including occasional weekends.
- Travel within the assigned territory required; overnight travel may be necessary.
