District Sales Manager

Drive district performance by leading Territory Managers, managing sales execution, and supporting growth across the assigned region.

Responsibilities

• Establish district and territory sales objectives by forecasting and developing annual sales quotas.
• Partner with Territory Managers to project expected sales volume and profit for existing and new properties.
• Ensure Territory Managers follow district plans to meet organizational and team goals.
• Assign and/or reassign accounts as needed.
• Lead recruitment, motivation, and development of Territory Managers within the district.
• Instill a culture of accountability, performance-based management, teamwork, and other best practices.
• Monitor, evaluate, and provide feedback to Territory Managers on progress toward goals.
• Coach and develop Territory Managers to balance productivity, quality, and customer service delivery.
• Participate in staff selection, performance and compensation evaluations, corrective action, and terminations as necessary.
• Promote continuous training and development for associates.
• Lead and facilitate change management aligned to organizational goals.
• Consult with the Human Resources Department as appropriate.
• Support field execution by assisting on sales calls with Territory Managers and customers, providing constructive feedback to build skills.
• Oversee training and educational programs for Territory Managers.
• Participate in major client presentations and discussions to support best-in-class customer service.
• Collaborate with operating divisions that support the sales organization to maintain a cooperative work environment.
• Increase sales through account penetration by analyzing current sales and volume, planning sales calls, and following up.
• Use product knowledge, ROI, and analytical research tools, including Phocas, GForce, and Salesforce.com, plus sales training resources to target new prospects and opportunities.
• Maintain, build, and expand customer relationships.
• Regularly coordinate with internal departments to share information needed for customer service (including merchandising changes, shifts in product movement, new business, and changes in proprietary product or related information).
• Provide advance notification to Operations about new customers or changes affecting orders or delivery.
• Continuously monitor assigned accounts and take corrective action to maintain and improve customer satisfaction.
• Notify management immediately if an existing account is at risk of discontinuing service or if issues remain unresolved despite corrective attempts.
• Coordinate with accounts receivable to ensure timely customer invoice payment within agreed-upon terms.

Requirements

• High School education required.
• Bachelor’s degree in a related field (e.g., business administration) or equivalent relevant industry experience.
• 2 or more years of experience successfully growing profitable sales in the foodservice industry.
• 5+ years of foodservice sales experience in the foodservice industry preferred.
• Excellent verbal and written communication, interpersonal skills, and professional presence.
• Ability to communicate clearly via email and telephone.
• Ability to present information and respond to questions from clients, management, and associates.
• Collaborative, proactive, and constructive working style with others.
• Strong leadership ability, including mentoring and team development.
• Ability to engage and lead team discussions and meetings.
• Ability to work effectively within a team structure and understand team dynamics.
• Collaborative management style with effective delegation.
• High level of trust and accountability.
• Strong listening, presentation, negotiation, and closing skills.
• Strong understanding of financial concepts, including pricing and forecasting.
• Ability to respond promptly to customer needs and requests for service and assistance.
• Ability to solicit customer feedback to improve service.
• Ability to prioritize and manage multiple priorities and deadlines.
• Time management, problem-solving, information gathering and analysis, and ability to develop alternative solutions.
• Demonstrated willingness to make decisions with sound, accurate judgment.
• Accountability behaviors including timely decisions, tactful approach, resilience under pressure, and follow-through on commitments.
• Goal-oriented self-starter able to work independently within a team environment.
• Computer literacy: maintaining a customer database, internet navigation, and MS Office (Word, Excel, PowerPoint, Access, Outlook).
• Familiarity with Phocas, Gforce, Box, Salesforce.com, and PeopleSoft is a plus.
• Physical demands: must be able to sit, stand, walk, and use hands and fingers to operate a computer keyboard, mouse, and telephone; frequently sit and reach with hands and arms; occasionally lift and/or move up to 20 pounds.
• Must maintain a valid driver’s license with a driving record meeting company minimum standards for travel throughout the assigned district.

Technologies

• Phocas
• GForce
• Salesforce.com
• Box
• PeopleSoft
• MS Office (Word, Excel, PowerPoint, Access, Outlook)

Work Territory

• Philadelphia, PA area
• New Jersey

Work Environment

• Depending on assigned territory: normal office environment or remote home-based office.
• Noise level is usually moderate.
• Travel required to and from Territory Managers, customers, and prospects in the assigned region as needed.
• Overnight travel required for company events, district meetings, training sessions, vendor fairs, and client appointments.
• May be required to use personal vehicles for business travel, including long periods of sitting.
• If working remote: required software for timely communications, a dedicated workspace, and ability to participate in customer or conference calls in a business-friendly environment.
• Evening and weekend work may be required depending on customer needs.

Location: Washington, DC 20036 (onsite)

Compensation: USD 97,400 - 146,200 per yearly

Minimum Experience: 2 years