Regional Sales Manager - Distribution (Southwest Region)

The Regional Sales Manager (RSM) – Distribution is responsible for driving sales growth and expanding brand presence by calling on regional distributor locations and key foodservice customers. This role focuses on building strong relationships with regional teams from US Foods, Sysco, Dot Foods, Unipro, FAB, and others helping to activate programs, train and support distributor reps, and grow operator sales throughout the assigned territory.

This position is remote and based in the Southwest region.

The ideal candidate is a proactive, field-driven salesperson who thrives on developing local relationships, uncovering opportunities, and executing strategies that turn regional engagement into measurable sales growth.

Key Responsibilities

Regional Account Management

• Call on regional and local distributor branches to strengthen partnerships and drive product placement.
• Conduct regular in-person visits, training, and business reviews with distributor sales reps and regional leadership.
• Execute corporate programs and promotions at the regional level to ensure alignment and success.
• Identify new operator opportunities through distributor collaboration and joint sales efforts.
• Partner with distributor reps on ride-alongs, product cuttings, and menu presentations to grow case volume.

Sales Growth & Execution

• Develop and implement regional sales plans that deliver territory growth and meet or exceed sales targets.
• Track performance by account, product, and territory to identify trends and opportunities.
• Focus on new distribution gains, expanded product placements, and increased velocity across existing accounts.
• Manage trade spending and promotional budgets effectively to maximize ROI.

Customer Development

• Prospect and close new business within the region through networking, cold calls, and distributor collaboration.
• Maintain strong relationships with regional chain operators and key decision-makers.
• Present tailored solutions that align with customer needs and business objectives.
• Provide timely follow-up and customer support to ensure satisfaction and retention.

Training & Market Activation

• Lead product presentations, demos, and training sessions for distributor sales teams.
• Support regional food shows, culinary events, and sales meetings to promote the brand.
• Stay informed on category trends and competitive activity to position the company strategically.

Pipeline & Reporting

• Use Salesforce (or CRM) to manage sales activities, pipelines, and performance metrics.
• Provide regular territory reports, including wins, challenges, and key insights.
• Maintain accurate forecasting and territory planning.

Collaboration & Communication

• Work cross-functionally with corporate account managers, marketing, and customer service to support regional initiatives.
• Share market feedback to help guide national programs, pricing strategies, and new product development.
• Represent the company at regional and industry events to strengthen visibility and influence.

Qualifications

• Bachelor’s degree in Business, Marketing, or related field preferred.
• 5+ years of foodservice or CPG sales experience with distributor or regional account focus.
• Proven success driving sales growth through regional distributor relationships.
• Strong presentation, negotiation, and communication skills.
• Experience with major distributors such as Sysco, US Foods, Dot Foods, or Unipro.
• Proficient in Salesforce or similar CRM.
• Ability to travel 60–70% within assigned region.