Director - Food Service Sales - Northwest

POSITION: Director – Food Service Sales

REGION: Northwest

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)

SCOPE – Director – Food Service Sales

The Director, Food Service Sales is responsible for driving profitable sales growth and expanding JTM's presence across assigned U.S. regions. This role develops and executes strategic business development plans, leads customer acquisition and retention efforts, and manages key relationships throughout the foodservice channel.

The Director will identify, develop, and close new business opportunities while strengthening existing customer partnerships. This position serves as a strategic leader within the organization, collaborating cross-functionally with Marketing, Operations, Culinary, Customer Service, R&D, Finance, and Supply Chain teams to deliver customer-focused solutions and achieve company growth objectives.

The Director is responsible for delivering annual revenue, volume, profitability, and pipeline growth objectives within the assigned territory.

KEY RESPONSIBILITIES – Director – Food Service Sales

Business Development & Account Management

• 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.

Distribution & Channel Management

• 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.

Broker & Market Development

• 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.

Sales Leadership & Strategic Planning

• 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.

Cross-Functional Collaboration

• 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.

Industry Engagement

• 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.

SUCCESS CRITERIA – Director – Food Service Sales

• 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.

EXPERIENCE AND SKILL REQUIREMENTS – Director – Food Service Sales

Required Qualifications

• 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.

Key Competencies

• 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.

Additional Requirements

• 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.

*All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or status as a protected veteran. Equal Opportunity Employer M/F/Disabled/Vets. We participate in E-Verify.

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