Regional Sales Director

Chobani is actively seeking a Regional Sales Director to own regional revenue and execution in the West region (West/LA). This remote role based in California leads Territory Managers to achieve revenue, volume, and execution targets, translating national strategy into territory action and delivering against the annual operating plan. Salary: USD 140,000 - 220,000 per year.

Benefits

• Medical, dental, and vision coverage
• Disability insurance
• Health savings account (HSA)
• Flexible spending accounts (FSA)
• Tuition reimbursement
• 401k match of 100% on up to 5% of eligible pay
• Fertility and childcare assistance
• Parental leave: 12 weeks of paid leave after six months of continuous employment
• Wellness resources (employee assistance program, fitness discounts, wellness reimbursement, on-site gym access where available, monthly wellness newsletter)
• Paid time off: 120 hours
• Holidays: 11
• Paid volunteer time off

Responsibilities

• Own regional revenue, volume, and margin performance against AOP targets
• Build and manage a rolling sales forecast with weekly accuracy; report actuals vs. plan to VP of Field Sales with clear gap analysis
• Monitor and hold Territory Managers accountable to individual revenue, execution, and activity KPIs
• Identify and act on in-year opportunities to close the gap against plan, including incremental accounts, upsells, and pricing actions
• Track new business pipeline by TM, ensuring sufficient coverage to hit acquisition targets
• Lead the development of the regional annual business plan, including bottom-up revenue build by TM and key account
• Align regional plan to national wholesale strategy and segment priorities (WIN/COMPETE/Do Not Focus)
• Define and communicate quarterly priorities, territory assignments, and execution standards to the team
• Partner with Sales Ops and Finance to ensure regional data and forecasts are integrated into the national 3+9 process
• Recruit, onboard, develop, and retain a high-performing team of Territory Managers
• Conduct regular field rides and coaching sessions with each TM, with documented feedback and follow-up
• Lead weekly team meetings with a clear agenda focused on pipeline, execution, and priority accounts
• Deliver structured sales training aligned to La Colombe’s selling methodology, product portfolio, and brand standards
• Manage performance issues directly and in a timely manner; partner with HR as appropriate
• Build a culture of accountability, urgency, and pride in execution quality
• Own relationships with top regional accounts and enterprise targets, partnering with TMs on key negotiations and renewals
• Lead or support QBRs with high-value accounts, ensuring La Colombe’s business is defended and grown
• Oversee contract negotiations and pricing approvals within delegated authority; escalate exceptions to VP of Field Sales
• Ensure regional accounts receive consistent, high-quality service and execution in line with brand standards
• Set and enforce equipment installation, calibration, and in-account execution standards across the territory
• Partner with the Regional Technical Lead to ensure service levels support sales performance
• Utilize CRM and reporting tools to maintain real-time visibility into pipeline, account health, and TM activity
• Deliver accurate weekly, monthly, and quarterly performance reports to the VP of Field Sales
• Identify systemic execution gaps and implement corrective action plans at the team level

Requirements

• 5-8 years of sales experience with a minimum of 2-3 years in a field sales management role
• Experience in the away-from-home channel — foodservice, hospitality, or B&I — strongly preferred
• Demonstrated track record of building and managing high-performing sales teams against revenue targets
• Strong forecasting and business planning skills; comfortable owning a P&L at the regional level
• Experience with CRM platforms (Salesforce preferred) and sales reporting tools
• Proven ability to recruit, coach, and develop field sales talent
• Self-motivated and highly organized; able to manage multiple priorities across a large geography
• Strong communication and presentation skills; able to represent the region to senior leadership
• Willingness to travel within region (50%+)
• Bachelor’s Degree

Technologies

• Salesforce