Summary

The Regional Sales Director owns all revenue and execution activity within their assigned geography (West/LA). This role leads a team of Territory Managers tasked with meeting or exceeding revenue, volume, and execution targets across the away-from-home channel. The Regional Sales Director is accountable for building and executing an annual regional business plan, developing sales talent, driving account acquisition and retention, and delivering against AOP. As the direct link between field execution and the VP of Field Sales, this role translates national strategy into territory-level action and holds the team accountable to results.

Responsibilities

Revenue & Performance Ownership

• Own regional revenue, volume, and margin performance against AOP targets
• Build and manage a rolling sales forecast with weekly accuracy; report actuals vs. plan to VP of Field Sales with clear gap analysis
• Monitor and hold Territory Managers accountable to individual revenue, execution, and activity KPIs
• Identify and act on in-year opportunities to close the gap against plan, including incremental accounts, upsells, and pricing actions
• Track new business pipeline by TM, ensuring sufficient coverage to hit acquisition targets

Annual Business Planning

• Lead the development of the regional annual business plan, including bottom-up revenue build by TM and key account
• Align regional plan to national wholesale strategy and segment priorities (WIN/COMPETE/Do Not Focus)
• Define and communicate quarterly priorities, territory assignments, and execution standards to the team
• Partner with Sales Ops and Finance to ensure regional data and forecasts are integrated into the national 3+9 process

Team Leadership & Development

• Recruit, onboard, develop, and retain a high-performing team of Territory Managers
• Conduct regular field rides and coaching sessions with each TM, with documented feedback and follow-up
• Lead weekly team meetings with a clear agenda focused on pipeline, execution, and priority accounts
• Deliver structured sales training aligned to La Colombe's selling methodology, product portfolio, and brand standards
• Manage performance issues directly and in a timely manner; partner with HR as appropriate
• Build a culture of accountability, urgency, and pride in execution quality

Account Management & Customer Relationships

• Own relationships with top regional accounts and enterprise targets, partnering with TMs on key negotiations and renewals
• Lead or support QBRs with high-value accounts, ensuring La Colombe's business is defended and grown
• Oversee contract negotiations and pricing approvals within delegated authority; escalate exceptions to VP of Field Sales
• Ensure regional accounts receive consistent, high-quality service and execution in line with brand standards

Execution Standards & Reporting

• Set and enforce equipment installation, calibration, and in-account execution standards across the territory
• Partner with the Regional Technical Lead to ensure service levels support sales performance
• Utilize CRM and reporting tools to maintain real-time visibility into pipeline, account health, and TM activity
• Deliver accurate weekly, monthly, and quarterly performance reports to the VP of Field Sales
• Identify systemic execution gaps and implement corrective action plans at the team level

Requirements

Experience Needed

• 5-8 years of sales experience with a minimum of 2-3 years in a field sales management role
• Experience in the away-from-home channel - foodservice, hospitality, or B&I - strongly preferred
• Demonstrated track record of building and managing high-performing sales teams against revenue targets
• Strong forecasting and business planning skills; comfortable owning a P&L at the regional level
• Experience with CRM platforms (Salesforce preferred) and sales reporting tools
• Proven ability to recruit, coach, and develop field sales talent
• Self-motivated and highly organized; able to manage multiple priorities across a large geography
• Strong communication and presentation skills; able to represent the region to senior leadership
• Willingness to travel within region (50%+)

Education Requirements

Bachelor's Degree required

The salary range for this full-time position is $140,000.00 - $220,000.00, + bonus + equity + benefits. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Chobani provides a comprehensive benefits package, including medical, dental, vision coverage, disability insurance, health savings account, flexible spending accounts, and tuition reimbursement. To help save for the future, all employees are eligible for a 401k match of 100% on up to 5% of eligible pay. To support growing families, we provide fertility and childcare assistance, and 12 weeks of parental leave at full pay after six months of continuous employment. In addition, we provide wellness resources which include an employee assistance program, fitness discounts, a wellness reimbursement, on-site gym access (certain locations) and a monthly wellness newsletter to connect you with resources and timely information. We offer various types of paid time of including: 120 hours of paid time off, 11 holidays, and paid volunteer time off.