Minimum 5 years of B2B sales experience with US foodservice distributors and operators.
Proven ownership of distributor relationships at the division or operating company level.
Successful track record in building and closing a pipeline of chain and distributor opportunities.
Strong understanding of distributor operations, redistribution, and route to market.
Familiarity with dispensed and blended beverage equipment and category economics.
Ability to work independently in a field-based role with minimal oversight.
Proficient in Salesforce CRM and Microsoft Office; SAP experience preferred.
Strong executive-level communication and presentation skills.
Bachelor's degree preferred, or equivalent senior-level commercial experience.
Responsibilities
Manage relationships with broadline distributors and redistributors in the assigned region.
Act as the primary contact for division and operating company support.
Prospect and secure new operators while expanding existing items and brands.
Maintain a pipeline of opportunities in Salesforce, tracking progress and activities.
Achieve year-over-year budget growth and minimize revenue attrition.
Communicate pricing and program changes to distributors and resolve service issues.
Assist in commercial terms and program agreements in collaboration with Finance.
Train distributor sales teams on product knowledge and conduct joint operator presentations.
Collaborate with Marketing, Customer Service, and Operations on program execution.
Monitor competitor activity and represent the company at trade shows and meetings.
Benefits
Competitive base salary with a performance-based bonus program.
Comprehensive benefits package including medical, dental, vision, life, and disability coverage.
401(k) retirement plan.
Paid time off and company holidays.
Opportunities for professional development.
Full Job Description
Position Overview: The Regional Sales Manager, Distribution owns Sunny Sky Products' broadline and redistribution business in an assigned region within the Commercial Channel. The role carries the distributor relationships at the division and operating company level, works the regional independents in the territory, and is accountable for the region's budget, pipeline health, and program execution. The successful candidate is a self-directed field seller who can build demand with operators, convert it into stocking authorizations at the distributor, and hold the day to day relationships that keep the business moving. Growth here comes from the accounts and items we already have as much as from new ones.
Key Responsibilities:
Own the assigned region's relationships with the broadline distributors and redistributors, including US Foods, Performance Food Group, Gordon Food Service, Sysco, Dot Foods, Ben E Keith, Shamrock, and Vitco.
Serve as the primary contact at the division and operating company level, and support the corporate relationships and joint business planning the Director of Sales, Distribution leads.
Grow the region by prospecting and winning new operators, expanding items and brands across the network, and opening emerging channels, securing gains through assortment, stocking authorizations, and new item setup.
Build and work a pipeline of opportunities in Salesforce from qualification through close, keeping accounts, stage, close dates, and activity current.
Deliver the region's budget with year-over-year growth, cut revenue attrition by identifying risk early, and forecast accurately by brand, product line, and partner.
Communicate pricing, stocking, and program changes to the distributor and the field promptly, and resolve post-sale service and order issues.
Support the Director of Sales, Distribution on commercial terms, program agreements, and RFP and bid responses in the region, in partnership with Finance.
Train and support the distributor's sales organization with product knowledge, demonstrations, and joint calls, and present to operators on how the portfolio performs and the economics behind it.
Work with Marketing, Customer Service, Operations, and Supply Chain on order management, fulfillment, and program execution in the region.
Track competitor activity, distributor consolidation, and category trends in the region, and represent Sunny Sky Products at trade shows, distributor food shows, and customer meetings.
Prioritize territory coverage so time goes to the accounts and opportunities with the most impact.
Key Competencies:
Business Acumen - Applies knowledge of the marketplace, competition, and distributor economics to grow the region.
Customer Focus - Dedicated to meeting distributor partner and operator expectations; builds trusted relationships.
Drive for Results - Consistently meets and exceeds goals; pushes self to deliver results.
Decision Quality - Makes sound, timely decisions grounded in analysis, experience, and judgment.
Interpersonal Savvy - Relates well at all levels, from operators to distributor leadership.
Priority Setting - Spends time on what matters most and keeps territory coverage focused on impact.
Qualifications:
Minimum 5 years of B2B sales experience calling on US foodservice distributors and operators.
Demonstrated ownership of a distributor relationship at the division or operating company level, including stocking authorizations and program execution.
Track record of building and closing a pipeline of chain and distributor opportunities.
Distribution background is critical: demonstrated knowledge of distributor operations, redistribution, route to market, and broker networks.
Working fluency with dispensed and blended beverage equipment, ingredient systems, and category economics.
Able to work independently in a field based role, with the self-direction to prioritize territory coverage without daily oversight.
Operates with full CRM discipline in Salesforce; proficient in Microsoft Office, AI, and reporting tools such as Power BI. SAP experience preferred.
Executive-level communication and presentation skills.
