Job Details

Regional Director, Strategic Accounts

Northeastern United States • Foodservice Equipment & Supplies

The Opportunity

A leading manufacturer of premium foodservice equipment and supplies is seeking a Regional Director of Strategic Accounts & Specialty Markets to lead growth across the Northeastern U.S. This is a high-impact, high-visibility leadership role for a proven sales executive who thrives on building relationships at the highest levels and turning market opportunity into measurable results.

In this role, you will own and grow a portfolio of national and regional chain accounts spanning Restaurant, Hospitality, Business & Industry, Supermarket, and Convenience Store segments. Partnering closely with field Territory Sales Representatives and Zone Directors, you will champion a solution-based selling approach that delivers real, added value to chain operators — positioning the company as an indispensable partner rather than just a supplier.

What You’ll Do

Own the relationship and the results

•    Serve as the single point of ownership for chain accounts across your region — and the person accountable for hitting every sales goal and target.

•    Build and protect strong, long-term relationships through regular, in-person customer visits, keeping operators ahead of new products and product transitions.

•    Present and negotiate with top management across every operator and distribution channel the company serves.

•    Win competitive business by owning the full RFP process and driving conversions from competing products.

Lead and develop the field team

•    Direct field Territory Sales Representatives and independent sales reps, holding quarterly chain meetings and keeping each rep accountable to their business plan.

•    Conduct monthly business reviews by territory using sales performance and rep scorecards, then build collaborative action plans with clear priorities, goals, and deadlines.

•    Coach to growth — provide direction, identify areas for improvement, and replicate proven wins across territories, peers, and Zone Directors.

•    Deliver product training during sales meetings, distributor visits, and factory tours, and keep the field current on emerging segment trends.

Drive the business with data and tools

•    Manage the CRM (Salesforce) as your command center — every open opportunity, prospect, and closed account, with accurate forecasting and closed numbers, and hold the field team to the same standard.

•    Leverage modern sales technology including Power BI, EDI, SAP, AS400, and CDS to manage territory, pipeline, and team performance.

•    Use LinkedIn and other social platforms to promote the brand and product solutions, engage distribution and target end users, and drive prospecting, networking, and social selling.

Be the voice of the customer inside the company

•    Resolve customer issues by investigating root causes, developing solutions, and making recommendations to leadership.

•    Champion the needs of chain accounts across internal teams and keep Planning, Production, Engineering, Sales, Accounting, Customer Service, and Product Development aligned on developing opportunities.

•    Ensure every sales and marketing program is clearly communicated, implemented, and fully supported in the field.

•    Anticipate and resolve conflicts across sales, distribution, and operator channels.

Grow the market

•    Represent the company at trade shows, buying group events, and national shows to expand the market and customer development.

•    Drive chain market penetration while promoting deep command of the full product line.

•    Invest continuously in your own development across sales, leadership, management, and coaching.

What You Bring

•    7–10 years of focused sales and sales management experience with foodservice chains and distribution networks, ideally at the Director level.

•    A track record managing manufacturers’ reps or direct sales representatives.

•    Strong knowledge of foodservice equipment and supplies, and proven skill in selling and marketing to foodservice operators.

•    Command of chain operational systems, menu development, testing protocols, and procurement practices.

•    Fluency with the technology of modern selling — Salesforce.com, Microsoft Office (Word, Excel), EDI, SAP, Concur, and customer-facing systems.

•    Demonstrated success managing RFPs and converting competitive products.

•    Outstanding organization, written and verbal communication, follow-up, and a genuine sense of urgency and initiative.

•    The presence to connect with every level of a chain account, from front-line employees to the executive suite.

•    Adaptability to shifting market conditions and customer needs, and the drive to operate as a self-motivated leader.

•    Residence in the Northeastern U.S. with direct airport access.

Preferred

•    Bachelor’s degree in business, marketing, or a related field.

•    In-depth knowledge of the company’s full product line.

The Details

•    Minimum 50% travel, including frequent overnight travel.

•    Flexibility to work additional hours as business needs require.

•    A culture built on core values of Safety, Quality, Respect, and Service — where ownership, accountability, and teamwork are the standard.

If you’re a strategic sales leader ready to own and grow a region, we want to hear from you.

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/