District Sales Manager

The District Sales Manager (DSM) at Edward Don & Company leads district-level sales strategy and provides day-to-day guidance to Territory Managers to support maximum profitability and growth. The role is focused on planning, coaching, and account leadership across assigned territories in the foodservice industry.

Location

Tampa, FL (hybrid)

Role Overview

The DSM provides leadership and strategic planning to monitor Territory Managers’ sales activities within assigned districts. The position ensures district plans align with organizational goals by forecasting performance, setting annual quotas, and jointly building strategic plans with the Regional Sales Vice President to grow sales revenue from current clients and new customer acquisitions.

Key Responsibilities

• Establish district and territory sales objectives by forecasting and developing annual sales quotas.
• Collaborate with Territory Managers to project expected sales volume and profit for existing and new properties.
• Ensure Territory Managers follow approved plans so goals are met.
• Assign and/or reassign accounts as necessary.
• Spearhead recruitment, motivation, and development of Territory Managers and support a culture of accountability, performance-based management, teamwork, and best practices.
• Monitor, evaluate, and provide feedback to Territory Managers on progress toward goals.
• Coach Territory Managers on balancing productivity, quality, and customer service delivery.
• Participate in staff selection, performance and compensation evaluations, corrective action, and terminations when needed.
• Promote continuous training and development for associates and oversee training and educational programs for Territory Managers.
• Lead and facilitate change management in support of organizational goals and consult with the Human Resources Department as appropriate.
• Support field sales by assisting on sales calls with Territory Managers and providing constructive feedback to develop their skill sets.
• 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 (Phocas, GForce, Salesforce.com) and sales training resources to target prospects and opportunities.
• Maintain, build, and expand customer relationships and coordinate with internal departments to support customer service needs.
• Provide advance notification to Merchandising and Operations regarding changes that may affect product movement, orders, or delivery.
• Continuously monitor assigned accounts, take corrective action to maintain customer satisfaction, and immediately notify management if an account is at risk of discontinuing service or if issues remain unresolved.
• Work with accounts receivable to ensure invoices are paid within agreed-upon terms.
• Participate in major client presentations and lead discussions to support best-in-class customer service.
• Work with all operating divisions that support the sales organization to maintain a collaborative work environment.

Minimum Requirements

• High School education required.
• Bachelor’s degree in a related field (e.g., business administration) or equivalent relevant industry experience.
• 2+ years of experience successfully growing profitable sales in the foodservice industry.
• Excellent communication skills (verbal and written), interpersonal ability, and professional interactions.
• Ability to communicate clearly via email and telephone.
• Ability to effectively present information and respond to questions from clients, management, and associates.
• Strong leadership skills, including mentoring and developing individuals and teams.
• Collaborative management style with effective delegation of responsibilities.
• Strong understanding of financial concepts, including pricing and forecasting.
• Computer literacy including maintaining a customer database and using MS Office (Word, Excel, PowerPoint, Access, Outlook).
• Must maintain a valid driver’s license with a driving record meeting company minimum standards for travel throughout the assigned district.
• Physical ability 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; and occasionally lift and/or move up to 20 pounds.

Preferred Skills

• 5+ years of foodservice sales experience.
• Familiarity with Phocas, Gforce, Box, Salesforce.com, and PeopleSoft.

Technology

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

Work Environment

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