Position Summary: The Regional Sales Manager is responsible for building relationships and profitable sales directly with regional customers and distributors for the region. The role is responsible for leading regional brokers to achieve sales and profit objectives for the region in all food service segments. Key customers are regional operators in all foodservice segments: B&I, C&U, Restaurants, Hotels and Leisure, Caterers, Commissaries, serviced directly by or through Foodservice distributors including national, regional and independent Distributors. The manager will need to reevaluate priorities, manage time and resources to achieve the biggest return on investment and effort. Evaluate market trends and gather competitive information in the region, identify trends and opportunities that affect current and future growth and formulate customer propositions that help achieve the region's sales and profit goals.
Primary Responsibilities: Sets the vision for the Region. Develops and adheres to a business plan to attain this vision. Achieves the region's revenue and profitability quotas under the OSI umbrella of products within customer segments. Establishes an environment and foundation for future sales growth through regional operators in all foodservice segments: B&I, C&U, Restaurants, Hotels and Leisure, Caterers, Commissaries, and Foodservice distributors. Efficiently manages territory sales plans to achieve sales growth from the following categories:
Manage Current Business- Proactively drives sales performance to achieve Budget goal.
- Strengthen existing relationships and find opportunities to further penetrate the accounts.
- Build relationships and manage distributors and distributors programs.
- Finalize distributor programs within a timely fashion.
- Manage brokers.
New Business Development- Prioritizes sales activity.
- Build sales with a list of key large foodservice distributors and operators in the market.
- Identifies competitive conversion opportunities with distributors and operators alike.
- Builds long-lasting relationships based on trust, business sense and selling solutions.
- Identify new accounts.
- Develop and execute plan to penetrate the new accounts with product line.
Balance between direct vs brokers- Manage certain accounts directly and manage brokers to lead other accounts.
Sales Administration- Develop sales plans to meet objectives and goals.
- Monitor sales trends and address issues.
- Establish forecasts for all items (sku level).
- Track lost business reports and articulates solutions.
- Deliver sales objectives, trade budget and operation budget.
- Optimize a return on investment on all distributor programs.
Sales presentations and ideations- Prepare and perform sales presentations and product presentations per company standards.
- Propose product and menu ideas that are relevant.
Training and Food shows- Ensure all food show presentations are per company food show guidelines
- Train brokers and ensure that all broker salespeople are well versed and trained in how to sell and present OSI products
Skills:- Demonstrated record of sales growth in a prior sales position in the region with the assigned distributors and accounts.
- Manage and oversee multiple foodservice distributors and negotiated distributor marketing programs.
- Manage and oversee multiple accounts and record of building long term relationships.
- Broker management skills
- Culinary experience and track record (very comfortable in the BOH-Back of the House of a restaurant) and ability to propose menu and product ideas to chef teams.
- Strong passion for food and sales in frozen and perishable food industry required.
- Ability to learn product specific information.
- Understand product features and benefits to meet customer needs.
- A 'closer with strong follow-through'
- Strong sales budget management and financial awareness
Experience - 3-5 years of experience in related field is preferred. Candidates with 5 plus years of experience with foodservice sales, broker network or distributor sales will be prioritized.
- Very strong computer skills with Microsoft office, Excel, CRM, Blacksmith, PowerPoint. Well versed in Excel, i.e., pivot tables and reporting.
- Ability to communicate clearly, both verbally and in writing, externally with customers and internally with all levels of management.
Education - Bachelor's degree in business management and/or Marketing or Sales or equivalent is highly preferred.
Compensation & Benefits The salary range posted represents the low and high end of OSI's salary range for this position. The salary range for this role is $119,480.00 to $179,220.00 USD, with a
midpoint of $149,350 USD. Offers are typically made between the minimum and midpoint of the range, based on skills, experience, and internal equity. In rare cases, highly qualified candidates may receive an offer above the midpoint; however, offers at the maximum of the range are not customary. Salaries will vary based on various factors, including but not limited to, location, education, skills, experience and performance. Base salary is one component of OSI's overall total rewards package. Other components may include bonuses, special pay programs, comprehensive time off, 401k with match and a full suite of benefit offerings for you and your family.
Work Environment - Work is generally performed within a business professional office environment, with standard office equipment available.
- Work conditions are typical of an office environment.
- This role requires travel required up to 75%.
- This role is a remote position and is required to live in the region (West, North, South) assigned to.
- Position may require the physical agility of lifting up to 15 pounds.
- Position may require frequent and/or infrequent bending, squatting, pushing, pulling, stretching/reaching, use hands or fingers, talk, hear, feel objects, tools, controls and standing/walking on concrete flooring.
- Position may require the physical ability to stand/walk for Less than 4 hours.
