POSITION: Director – Food Service Sales
REGION: Mid-Atlantic
REPORTS TO: Executive Director – Sales Operations
PERKS & BENEFITS – Director – Food Service Sales
- Top Work Place Winner
- Weekly Pay
- Free Meal Buffet, Discount on JTM Products
- Free Uniforms, Shoe Allowance
- Free Gym Membership, Free Health Screenings
- Full Medical Benefits
- 401K/Profit Sharing
- Generous PTO
- Bonus Potential (Referral Bonus & Years of Service Bonus)
- Develop and grow regional chain restaurant accounts, contract management organizations, healthcare systems, colleges and universities, convenience stores, amusement parks, casinos, assemblers, and other strategic foodservice accounts.
- Identify and secure new business opportunities while expanding share of wallet within existing accounts.
- Develop and execute annual territory business plans designed to achieve revenue, volume, and profitability goals.
- Build and maintain executive-level customer relationships that position JTM as a valued strategic partner.
- Increase and maintain Tier 1 distribution relationships, including Sysco, US Foods, PFG, and other key distribution partners.
- Drive growth through core branded products, private label programs, PRID opportunities, GPO-approved products, healthcare channels, and contract management organizations.
- Increase product specifications and approved item placements across distribution networks.
- Collaborate with distributor sales organizations to execute market development initiatives and accelerate customer conversion efforts.
- Develop, manage, and lead broker relationships within assigned markets to maximize market penetration, opportunity identification, and execution.
- Conduct regular broker business reviews and performance evaluations to ensure alignment with growth objectives.
- Establish market-specific strategies to improve distributor engagement, customer acquisition, and revenue growth.
- Develop and manage sales forecasts, budgets, opportunity pipelines, and account plans.
- Maintain accurate and timely reporting regarding customer activity, pipeline development, forecasts, and market trends.
- Utilize CRM and sales management tools to track opportunities, measure performance, and improve sales effectiveness.
- Serve as a subject matter expert regarding foodservice industry trends, competitive activity, customer needs, and emerging market opportunities.
- Collaborate with cross-functional teams to align customer, distribution, and market growth strategies with company objectives.
- Partner with internal teams to manage customer projects, product launches, menu initiatives, and commercialization efforts.
- Coordinate pricing, contract negotiations, margin management, and customer profitability reviews.
- Support product innovation efforts by identifying market opportunities and customer needs that align with JTM's strategic objectives.
- Represent JTM at national and regional foodservice conferences, customer events, industry associations, and trade shows.
- Maintain strong industry relationships and remain informed on emerging trends and growth opportunities.
- Achievement of annual sales, volume, and profitability objectives.
- Successful business development and new account acquisition.
- Growth of strategic regional chain and distributor partnerships.
- Forecast accuracy and reporting compliance.
- CRM utilization and pipeline management effectiveness.
- Customer retention and satisfaction.
- Safety, GMP, Food Safety, and Quality compliance.
- BRC compliance adherence.
- Effective management of pricing and margin objectives.
- Successful execution of strategic growth initiatives.
- Bachelor's degree in Business, Marketing, Food Science, or related field preferred.
- Minimum of 5-10 years of sales experience within the foodservice industry.
- Demonstrated success managing regional chain accounts, contract management organizations, and foodservice distribution partners.
- Experience developing, managing, and leading foodservice broker networks to drive market penetration, distribution growth, and business development objectives.
- Strong existing relationships with Tier 1 distributors and key foodservice decision-makers.
- Proven track record of achieving sales growth, business development, and profitability objectives.
- Demonstrated ability to develop and execute strategic business plans that drive revenue growth, market share expansion, and profitability objectives.
- Experience utilizing CRM platforms such as Salesforce and other sales management tools.
- Strong financial acumen, including forecasting, pricing strategy, and margin management.
- Strategic thinking and business planning.
- Customer relationship management.
- Negotiation and influence skills.
- Presentation and communication excellence.
- Analytical and problem-solving abilities.
- Project management and organizational effectiveness.
- Ability to manage multiple priorities in a fast-paced environment.
- Ability to travel 50% to 75% of the time to support customer development, distributor engagement, broker management, industry events, and business growth initiatives throughout the assigned territory.
- Proficiency in Microsoft Office Suite, Salesforce CRM, and sales reporting tools.
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