Overview
Purpose:

The Regional Sales Manager, Foodservice is responsible for driving profitable growth, market penetration, customer acquisition, and business development across the assigned region. This role develops and executes regional sales strategies, manages broker performance, expands distributor and operator relationships, and identifies new business opportunities across key foodservice segments. The Regional Sales Manager serves as the primary field sales leader within the territory and collaborates closely with cross-functional teams to deliver revenue, volume, distribution, and profitability objectives.

 

This position is home-office based and must reside within the assigned region. Arizona, California, Idaho, Oregon, or Utah.

Responsibilities Primary Accountabilities:

 

Regional Business Growth

• Own regional revenue growth, volume objectives, market share expansion, and profitability targets across the assigned territory.
• Develop and execute annual business plans aligned with company sales objectives and strategic priorities.
• Identify market opportunities, emerging trends, and customer needs to drive sustainable growth.

Business Development

• Prospect, qualify, and secure new business opportunities across operator, distributor, chain, and non-commercial foodservice channels.
• Develop and execute customer acquisition strategies that expand Dole's presence within the region.
• Lead customer presentations, business reviews, and contract negotiations.

Customer Relationship Management

• Build and maintain strong relationships with key customer decision-makers, distributor personnel, brokers, and industry stakeholders.
• Develop strategic account growth plans focused on increasing distribution, sales, and profitability.
• Ensure high levels of customer satisfaction and execution excellence.

Broker Leadership & Management

• Develop and execute regional broker strategies aligned with business objectives.
• Establish broker performance expectations, KPIs, and accountability measures.
• Conduct regular broker business reviews and provide coaching to maximize market execution and sales performance.

Regional Sales Planning & Forecasting

• Develop and maintain accurate sales forecasts, volume projections, and pipeline reporting.
• Develop territory business plans that support annual operating plans and growth strategies.
• Monitor customer performance and adjust business plans as needed to achieve targets.

Cross-Functional Collaboration

• Partner with Category Marketing, Innovation, Revenue Growth Management, Sales Strategy, Supply Chain, and Customer Service teams to identify and execute growth opportunities.
• Provide marketplace insights and competitive intelligence to support product innovation and strategic planning.
• Collaborate on customer-specific programs, pricing strategies, and promotional initiatives.

Financial & Administrative Management

• Manage customer pricing, rebates, allowances, deductions, and trade investments within approved guidelines.
• Support receivable management and resolution of customer issues as needed.
• Ensure compliance with company policies, contractual agreements, and financial controls.

Market & Competitive Intelligence

• Maintain expertise in foodservice market trends, industry developments, competitor activity, and customer needs.
• Communicate marketplace opportunities, risks, and competitive dynamics to leadership and cross-functional partners.
• Other duties as assigned

Qualifications Experience, Knowledge, & Skills You Bring:       

• 5-7 years of progressive foodservice sales experience.
• Demonstrated success developing new business and growing existing accounts.
• Experience managing foodservice distributors, brokers, and multi-state territories.
• Strong understanding of foodservice operator segments including Chain Accounts, K-12, College & University, Healthcare, Business & Industry, and Broadline Distribution.
• Proven ability to negotiate contracts and build long-term customer relationships.
• Strong analytical, forecasting, and business planning capabilities.
• Experience utilizing CRM, sales analytics, and reporting tools.
• Consumer Packaged Goods (CPG) food industry experience strongly preferred.
• Excellent communication, presentation, and influencing skills.

What You’ll Need to Succeed:

• Passionate about a purpose driven career
• Committed to fostering inclusive environments that support employee development and well-being
• Sets clear expectations, encourages innovation, and drives continuous improvement
• Models and coaches towards transparency and integrity in decision-making

• Effectively facilitates cross-team communication and teamwork

Education & Certification:

• Bachelor’s degree in Business, Marketing, Sales or related field required.

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 15 pounds and reach overhead.
• Ability to travel by automobile and airplane.

Travel Requirements:

• Ability to travel up to 40-50% including overnight travel within assigned region, events, or headquarters office.

 

FOR JOBS BASED IN CALIFORNIA/PREMIUM LOCATION:

Hiring Pay Scale: $135,000 to $155,000

 

FOR JOBS BASED IN NON-PREMIUM LOCATION:

Hiring Pay Scale: $130,000 to $150,000

 

Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.