Regional Sales Director - West

Who We Are:

Guest Worldwide is a global collective of dynamic, industry-leading companies with more than 40 years of unparalleled experience serving the unique needs of diverse markets in every corner of the world. From providing full-spectrum hospitality and distribution solutions at Guest Supply® and manufacturing award-winning personal care amenities at Gilchrist & Soames, to manufacturing versatile and innovative product assortments that create smarter textile solutions at Manchester Mills, we’re proud to provide products to more than 25,000 hotels in over 100 countries. Guest Worldwide is a wholly owned subsidiary of Sysco – an industry leading, global food and beverage distribution company, employing thousands of employees worldwide and home to the 13th largest sales organization in the world. Learn more by visiting

JOB SUMMARY

The Regional Sales Director is responsible for executing the sales strategy set by the Vice President of Sales and delivering regional revenue, volume, and margin targets through disciplined sales management and team leadership. This role focuses on operational excellence, people leadership, and consistent field execution, ensuring that sales plans, priorities, and standards are carried out effectively across all assigned districts.

This position does not set regional sales strategy, pricing strategy, or long-term market direction. Instead, the Regional Sales Director translates VP-defined strategy into clear priorities, action plans, and daily execution for the field sales organization.

RESPONSIBILITIES

• 30% Sales Execution & Performance Management – Execute regional sales plans, goals, and priorities as defined by the VP of Sales. Deliver assigned revenue, volume, margin, and activity targets through effective district-level execution. Monitor sales performance metrics including account growth, case volume, gross margin, and activity levels; take corrective action when results fall short. Ensure consistent use of CRM, analytics, and reporting tools to drive accountability and visibility.
• 30% Leadership & Team Management - Directly lead, coach, and develop District Sales Managers to ensure strong frontline leadership and execution. Conduct regular one-on-one reviews, performance evaluations, and field coaching to improve sales effectiveness. Hold DSMs accountable for recruiting, onboarding, training, territory management, scheduling field time, and enforcing company policies. Foster a performance-driven, professional, and customer-focused sales culture.
• 20% Operational Discipline – Translate VP-level strategy into clear execution plans, priorities, and expectations for districts and sales teams. Ensure sales meetings, action plans, and deployment activities are planned and executed consistently across districts. Partner with Marketing, Operations, and other internal teams to support execution of promotions, product initiatives, and customer programs. Support vendor and manufacturer initiatives by ensuring field adoption and compliance.
• 20% Financial & Business Accountability - Manage execution against assigned budgets, forecasts, and targets established by the VP of Sales. Identify performance gaps and recommend corrective actions to leadership; escalate risks and opportunities in a timely manner. Ensure disciplined adherence to pricing guidelines, policies, and approved programs.

Degrees/Certificates

Bachelor’s degree with concentration in Business, Sales, Marketing, Hospitality or related field.

Years and type of experience

• 3–5 years of sales management experience in a B2B environment.
• Prior field sales experience with a proven record of sales performance.
• Experienced leading managers and distributed sales teams preferred.

• Background in hospitality, OS&E, distribution, or a related industry strongly preferred.

Skills

Type and proficiency

• Strong leadership and team‑development capability , with the ability to inspire, coach, and hold teams accountable while collaborating effectively across functions.
• Excellent communication, presentation, and interpersonal skills , with the ability to engage team.
• Highly analytical , with the ability to leverage data to guide decision‑making, identify opportunities, and evaluate performance.
• Technically proficient with CRM platforms (Salesforce preferred), analytics tools, and MS Office (Excel, PowerPoint, Word, Outlook).
• Highly organized , capable of leading multiple initiatives simultaneously and adjusting priorities in a fast‑moving environment.
• Strategic Execution & Operational Discipline with the ability to execute complex plans with consistency and discipline.
• Strong problem‑solving and sound judgment , with a practical, fact‑based approach to evaluating challenges and recommending solutions.
• Customer‑centric mindset , with a commitment to responsiveness, relationship development, and service excellence.

DECISION-MAKING AUTHORITY

This role executes strategy; it does not create strategy. Pricing strategy, market strategy, staffing models, and long-term regional direction are owned by the Vice President of Sales. The Regional Sales Director is accountable for how effectively the strategy is executed in the field, not for defining the strategy itself.