Director of Foodservice Sales

The Director of Foodservice Sales is responsible for accelerating Engelman’s Bakery’s growth within the hospitality, institutional, and foodservice channels by prospecting for and closing new business directly with independent restaurants, restaurant groups, and hospitality operators. Brokers may occasionally provide an introduction, but the majority of new business must be self-generated through this individual’s own direct prospecting. This individual will build their own pipeline, grow revenue through new direct accounts, and position Engelman’s as the preferred direct-source bakery partner for operators.This is a road-based, customer-facing hunter role built around direct, in-person relationship building — cold calls, door-knocking, and in-person sampling with restaurant owners, chefs, and foodservice operators. The direct relationship between Engelman’s and the end-user operator is the foundation of this role.This position does not have supervisory responsibilities.Generate a personal pipeline through direct prospecting — cold calls, in-person visits, and door-knocking — to develop and close new business with independent restaurants, restaurant groups, hospitality operators, and institutional customers (lodging, healthcare, universities, catering, and contract foodservice).Follow up promptly on any broker-introduced leads, while ensuring the majority of new accounts are self-sourced through direct prospecting.Lead product presentations, samplings, and negotiations directly with owners, chefs, and purchasing decision-makers to close new accounts.Develop and execute strategic sales plans to deliver new business and margin growth goals.Build Engelman’s reputation and presence as the preferred direct bread supplier among target restaurant and hospitality accounts.Meet or exceed a quarterly target for new direct accounts opened, tracked through consistent call, visit, and sample-drop activity in the field.Customer Relationship ManagementManage and deepen relationships directly with restaurant owners, chefs, and foodservice buyers to secure repeat orders and grow share within each account.Collaborate with culinary, marketing, and operations teams to design customized solutions for restaurant owners, chefs, hospitality customers and menu applications.Partner with internal operations, production, and delivery teams to ensure excellent service and on-time fulfillment for direct accounts.Own pricing negotiations and terms for direct accounts, balancing profitability with competitiveness in the market.Strategic LeadershipRepresent the voice of the customer internally, translating operator feedback and emerging trends (clean label, sustainability, portion control) into product and service improvements.Represent Engelman’s at trade shows, culinary expos, and industry events to build the brand and generate new account leads.Bachelor’s degree in business, Marketing, Culinary Arts, or a related field5+ years of direct, outside sales experience in foodservice, bakery, or perishable food industries, with a track record of personally opening new accounts (bakery experience preferred).Proven track record of prospecting and closing new business directly with restaurant, hospitality, or institutional foodservice operators — not managing accounts that were handed to you.Comfortable with a high-activity, road-based role — cold calling, in-person visits, and sample drops are the daily rhythm of the job.Valid driver’s license and willingness to travel extensively within an assigned territory for daily in-person prospecting.Solid understanding of foodservice operator economics, kitchen and menu applications, and margin structures.Financial acumen to manage complex pricing models and profitability analysis.Strong communication, negotiation, and presentation skills with restaurant owners, chefs, and operators.Self-starter with high accountability, strategic thinking, and a results-driven mindset.Key CompetenciesHunter mentality: Consistently prospects, cold-calls, and closes new accounts, with the majority of the pipeline self-generated rather than broker-introduced.Strategic insight: Understands margin dynamics, customer economics and operator challenges.Collaborative leadership: Works cross-functionally to deliver on customer expectations.Operational discipline: Balances creativity with process and follow-through.Culinary curiosity: Passion for emerging food trends, menu innovation, and the craft of baking.Resilience: Treats rejection as part of the job and keeps prospecting until the account is won.Physical DemandsTravel of 50% or more is required, including overnight travel for customer visits, client meetings and industry events.Ability to sit, stand, drive or fly extended periods, including during travel and client meetings.Ability to lift up to 25 pounds (product samples, marketing materials, etc.)Flexibility to work evenings, weekends, or attend trade shows and industry events as business needs require.About Engelman’sEngelman’s Bakery is a leading wholesale bakery specializing in premium breads, rolls, and custom baked goods for retail, hospitality, and foodservice customers. Known for our commitment to quality, innovation, and service, we partner with leading retailers and hospitality operators to deliver exceptional baked products that meet evolving consumer tastes. #J-18808-Ljbffr Engelman's Bakery