Regional Sales Manager

Job Title: Regional Sales Manager

Department: Sales Reports To: VP of Sales Distribution

Location: Ideally located in Chicago (Remote) Travel: 80%

Company Description: Arc Cardinal is dedicated to elevating the guest experience by bringing visions to life with expertly crafted collections of tableware, smallwares, and buffetware. Our products support the needs of today's chefs, mixologists, and sommeliers. We strive to help create remarkable experiences, ensuring every event is memorable and impactful.

SUMMARY

The Regional Sales Manager is a critical, high-impact role responsible for driving significant revenue growth and exceeding all sales targets. This role requires a proven \"hunter\" to develop and strengthen strategic partnerships with Arc Cardinal's key distributor network and directly manage relationships with the largest, most influential end-users within the Hospitality industry.

ESSENTIAL DUTIES AND RESPONSIBILITIES includes the following. Other duties may be assigned. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

A. Strategic Revenue Growth & Account Management

• Achieve Sales Targets: Consistently meet or exceed aggressive regional revenue and profitability goals through proactive sales strategies.
• Drive Distributor Performance: Identify, develop, and manage strategic relationships with distributor partners to maximize market penetration and ensure alignment with Arc Cardinal's commercial objectives.
• Indirect End-User Sales: Cultivate relationships and secure business with the region's largest and most strategic end-users (e.g., major hotel, Multi Units restaurant chains).
• National Program Execution: Work closely with the National Account Team to ensure flawless local execution and rapid adoption of national programs, product launches, and new property openings.

B. Partner Enablement & Training

• DSR Training & Motivation: Design and implement robust training programs to educate Distributor Sales Representatives (DSRs) on Arc Cardinal’s product portfolio, competitive advantages, and selling techniques. Actively incentivize and motivate DSRs to prioritize and sell Arc Cardinal products.
• Tabletop Consultant Engagement: Maintain continuous training and dialogue with Tabletop Consultants and design firms, ensuring Arc Cardinal is the preferred and specified brand for new projects and renovations.
• Drive Target Pipeline: Implement rigorous, data-driven pipeline tracking to accelerate consultant-influenced specifications, focusing on maximum growth in Hospitality and Multi-Unit restaurants.
• Strategic Trade Show and Event Management: Lead and execute all regional trade show, conference, and event participation. This includes collaboratively determining strategic show participation, ensuring our presence is aligned with brand standards, managing booth activities and staffing, and utilizing the events as platforms for lead generation and key account engagement. Ensure the visual presentation of the tabletop display is professional and compelling to communicate premium brand value.

C. Market Intelligence & Reporting

• Provide Market Intelligence: Serve as the \"eyes and ears\" on the ground, delivering timely and actionable competitive intelligence, market trends, and feedback to the Marketing and Product Development teams.
• Sales Technology Utilization: Maximize the use of the CRM (Hubspot) and Google platform to manage the sales pipeline, track performance, and report accurate forecasts to the VP of Sales Distribution.

KNOWLEDGE, SKILLS AND ABILITIES

Required Experience

• Minimum 10+ years of progressive sales experience, specifically selling to the Hospitality industry (hotels, resorts, restaurants, contract food service).
• Proven track record in sales, account management, or business development within the Hospitality Industry is essential.
• Tabletop industry experience is a significant plus.

Critical Competencies and Mindset

• Entrepreneurial Hunter: Proactive, driven, and focused on opening new doors and growing our presence in the market.
• Relationship Builder: Develops meaningful, long-lasting connections built on trust, collaboration, and delivering value.
• Creative & Resourceful: Brings fresh ideas and innovative approaches to help customers and the company succeed.
• Adaptable & Self-Aware: Reads the room, adjusts communication style, and thrives in an ever-changing environment.
• Problem Solver & Owner: Takes responsibility, acts with flexibility, and finds solutions rather than excuses.

Technology and Organizational Skills

• High proficiency in the Google platform (Sheets, Docs, Slides) is required.
• Demonstrated proficiency in using HubSpot (CRM) for sales management and forecasting.
• Excellent follow-up and organizational skills with the ability to multi-task, prioritize, and manage multiple complex projects simultaneously.

Work Environment and Physical Demands

• Work Environment: Primarily remote/home office based, but requires frequent client and distributor interaction in various business settings (e.g., casinos, hotels, offices, trade shows).
• Travel: Mandatory 80% travel across the region, requiring flexibility for overnight stays and weekend events.
• Physical Demands: Must be able to lift and carry product samples (up to 25 lbs.) and stand/walk for extended periods at trade shows and client presentations.

This description reflects the principal functions of the job for the purpose of job evaluation. It should not be construed as a detailed description of all work requirements of the job nor shall be construed as giving exclusive responsibility for every function described.