Job Details

Senior Regional Sales Director – Eastern United States

Home Office | Eastern U.S. | 50–70% Travel

Own the East. Write the Playbook.

We’re one of the most respected names in commercial walk-in refrigeration — with decades of manufacturing heritage, a reputation for lead-time reliability, and the engineering flexibility to handle what the big-box brands can’t. Our dealers trust us. Our chain customers come back. And now we’re ready to accelerate.

We’re looking for a Senior Regional Sales Director to own the Eastern U.S. — not manage it, own it. Revenue, channel relationships, chain accounts, specs, forecasts. You’ll report directly to the President and have the authority to match your accountability.

If you have a real rolodex in this industry — dealer principals you call by first name, chain procurement teams who take your meetings, and engineers who spec your products — keep reading.

What You’ll Own

The Number You build the annual territory plan. You deliver bookings, revenue, and margin. You forecast accurately and own the outcome. This is an individual contributor role with executive visibility and no place to hide — which is exactly how top performers like it.

The Dealer Channel You’ll manage, motivate, and grow an authorized dealer and distributor network across the Eastern U.S. Joint business plans, pipeline reviews, training, co-marketing, conflict resolution — you run the channel like a GM runs a market.

Chain Accounts: You’ll personally lead the pursuit and retention of national and regional chain customers across QSR, fast-casual, c-store, grocery, hospitality, education, and healthcare. You’ll negotiate master agreements and rollout programs — and you’ll close them.

The Spec You’ll build relationships with refrigeration consulting engineers, MEP firms, architects, GCs, and refrigeration contractors to drive our product into new construction and remodel pipelines. Getting specified early is a competitive moat, and you’ll help build it.

The Intel You’ll be our eyes and ears in the field — translating competitive moves, product gaps, pricing pressure, and lead-time realities into clear, actionable input for product, operations, and engineering.

The Discipline Clean CRM. Tight forecasts (+/- 5% on a rolling 90-day). T&E managed to budget. Industry presence at NAFEM, NRA, FMI, and key regional shows. You run a territory with the mindset of someone who owns a P&L.

What You Bring

Non-negotiables:

• Deep, active relationships with dealers, buying groups, and chain accounts purchasing walk-in refrigeration in the Eastern U.S. — dealer principals and chain decision-makers you’re calling on today
• 10+ years of B2B sales in commercial refrigeration, foodservice equipment, or closely adjacent capital equipment, with at least 5 years carrying quota against walk-in coolers, freezers, or refrigerated enclosures
• Proven history of personally closing multi-unit chain rollouts and negotiating master purchase agreements
• Experience building and managing multi-state dealer networks — onboarding, training, joint planning, performance management
• Technical literacy: drawings, panel construction, refrigeration systems, NSF/UL/energy compliance, configure-to-order conversations with engineers
• Willingness to travel 50–70% across the Eastern U.S.

Strong advantages:

• Existing relationships with QSR, c-store, or grocery chain procurement and construction teams
• Familiarity with buying groups (PRO, ABC) and rep agencies in the Eastern U.S.
• Experience with refrigeration OEMs, panel manufacturers, or system integrators
• Spanish language skills
• Prior experience reporting directly to the President or CEO of an entrepreneurial, family-owned, or PE-backed manufacturer

How We’ll Measure Year One

Success isn’t ambiguous here. In your first 12 months, we’ll be looking at:

• Eastern U.S. bookings and revenue plan delivery
• Net-new chain account wins and signed multi-unit rollout agreements
• Expanded productive dealer count and improved dealer mix of business
• Forecast accuracy within +/- 5% on a rolling 90-day basis
• Engineering-spec wins on tracked construction and remodel projects

Why This Role

Direct line to the top. You’ll report to the President — no layers, no politics, fast decisions.

A category that doesn’t slow down. Walk-in refrigeration is mission-critical infrastructure for foodservice, retail, and beyond. Demand is durable.

Real authority. This is a senior role with the budget, the access, and the organizational backing to actually win.

A path forward. We’re scaling the commercial team. The person who builds the East becomes a natural candidate for broader commercial leadership.

Competitive compensation, including base salary, performance-based incentives, and full benefits.

Our client is an Equal Opportunity Employer committed to a diverse and inclusive workplace.

Craig Wilson is the American Recruiters expert leading this search. Please upload your resume today!

Craig Wilson

American Recruiters 

cwilson@ariteam.com 

To search all American Recruiters jobs, visit: https://www.americanrecruiters.com/job-search/