Regional Sales Manager

Dole Food Company   •  

Des Moines, IA

Industry: Manufacturing


5 - 7 years

Posted 158 days ago

This job is no longer available.

Job Description


The Regional Sales Manager leads the company’s efforts to maintain and expand relationships with regionally assigned customers through our dedicated broker partnerships and direct customer engagement. Regional Sales Managers are responsible for achieving sales quotas along with assigned strategic account objectives. The Regional Sales Manager represents a full range of Dole Fresh Vegetable products and services to assigned regional customers, while leading the customer account planning cycle and ensuring customer expectations are achieved or exceeded. The Regional Sales Manager’s key focus is headquarters and key buying locations, while coordinating closely with assigned broker team’s field associates and supervisors to execute joint business plans across territory.


  • Establishes productive, professional relationships with key personnel in assigned sales territory.
  • Coordinates the engagement of company personnel, including headquarter support, contracted services and management resources, in order to achieve performance objectives and customer satisfaction.
  • Meets assigned targets for profitable sales volume and strategic sales objectives for assigned territory.
  • Proactively assesses, clarifies and validates customer opportunities on an ongoing basis.
  • Proactively leads joint Dole/Customer- strategic account planning process that develops mutual performance objectives, financial targets and critical milestones for both short and long range execution.
  • Negotiate contractual business agreements with assigned customers and legal authority within Dole to ensure mutual consent of sales volume performance and financial support obligations during contract/agreement period(s).
  • Meets budgeted profitability for assigned territory.
  • Achieves strategic customer objectives defined by annual budget process and individual Performance Development Plan.
  • Completes strategic customer account plans to meet company and management’s standards.
  • Completes required individual training and development plan within assigned time frame.
  • Maintains high customer satisfaction ratings that meet company standards.
  • Maintains strong customer, management and company communication/informational dialogue.
  • Achieves assigned sales quota in designated regional accounts.
  • Work with Customers, Brokers and Dole team to provide forecasts on account volume trends related to promotions and seasonal activity.
  • Other duties as assigned

Required Skills


  • Minimum 5 years of strategic sales experience in a business to business environment (Preferably Produce Sales or Consumer Packaged Goods)
  • Demonstrated problem and negotiation skills
  • Strong communication, interpersonal skills, negotiation skills, decision making skills
  • Knowledge and ability to use basic software programs such as Word, Excel, PowerPoint, Lotus Notes. Cognos, syndicated data,
  • Proficient in understanding and presenting category data via IRI or Nielsen.
  • Ability to develop and present annualized budgets based on the customers in the region analyzing current and future performance.
  • Knowledge and use of such reporting tools at Outlook, Cognos, and
  • Background in I-trade promotional loading, and reporting to manage the promotional system.

Required Experience


  • Minimum 5 years of strategic sales experience in a business to business environment (Preferably Produce Sales or Consumer Packaged Goods)
  • Bachelor of Arts or Science Degree in Business Management/Sales or combination of college and applicable work experience

We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.