Regional Director of K-12 Sales - Southeast

Job description

The Regional Director of K-12 Sales - Southeast is responsible for leading the K-12 sales strategy, execution, and growth across the Southeast region. This role serves as the senior K-12 leader for the region, owning top-to-top client relationships, integrating manufacturer strategies into field execution, and driving both sales growth and new client acquisition (manufacturer representation).
Success in this role is defined by the ability to translate client strategies into disciplined sales execution, deliver measurable growth, retain and expand existing partnerships, and elevate the competency of the K-12 sales organization.

Location
The role is based out of the Southeastern United States. The ideal candidate resides within our regional footprint and near one of our FSE offices, with the ability to work in a hybrid environment. Proximity to an office is preferred but not required.


Primary Responsibilities
K-12 Strategy & Regional Execution
• Own and lead the K-12 strategy for the Southeast, ensuring alignment between FSE leadership, manufacturers, and the K-12 sales team.
• Translate client and manufacturer priorities into clear, executable work plans for the K-12 sales organization.
• Lead monthly K-12 sales calls to:
o Review progress against initiatives and focus items
o Assess status of new, retained, and lost clients/manufacturers
o Share success stories and ensure wins are communicated back to clients
• Attend and facilitate School Director meetings and represent FSE at state and national K-12 shows..

Client Leadership & "Top-to-Top" Relationships
• Serve as the primary executive-level contact for FSE's top K-12-focused clients.
• Lead business planning, reviews (quarterly and annual), and strategic discussions with client leadership.
• Ensure clear communication, accountability, and follow-through on all client initiatives.
• Drive retention of existing lines while identifying opportunities for expansion.

Sales Team Leadership & Organizational Integration
• Provide strategic direction and functional leadership to the K-12 sales team.
• Initial reporting structure will include a dotted-line relationship from K-12 sales into this role, with a planned evolution to solid-line reporting as execution competency matures (with dotted-line alignment to Division Leads).
• Ensure client strategies are fully embedded into individual and regional sales plans.
• Participate in, plan, and facilitate sales training for both K-12 clients and internal sales teams.

New Business Development
• Recruit and secure new K-12 clients and manufacturers with an annualized growth target.
• Lead and actively participate in client interviews, presentations, and onboarding.
• Demonstrate boardroom presence in all external-facing meetings, planning sessions, and business reviews.

Bid Management & Process Oversight
• Partner closely with Administrative Bid Managers to ensure bid discipline and accuracy.
• Review bids to confirm:
o All eligible items are identified and coded
o Items are entered correctly into required systems
o Pricing is returned to clients accurately and on time
o Follow-up occurs to determine win/loss outcomes
• While Administrative Bid Managers do not currently report into this role, this position is accountable for bid process effectiveness and outcomes.

Commodity & Regulatory Expertise
• Maintain strong working knowledge of Commodity Processing, relevant commodity platforms, and K-12 regulatory requirements.
• Stay current on regulatory changes and upcoming program updates and ensure the sales team and clients are informed and prepared.

Success Metrics
• Retention and expansion of existing K-12 manufacturer lines
• Consistent execution of client initiatives across the Southeast
• Documented progress against K-12 strategic priorities
• Effective sales training delivery and adoption
• Measurable improvement in bid execution quality and outcomes

Required Competencies & Attributes
• Executive-level communication skills with proven boardroom presence
• Strong strategic planning and execution discipline
• Ability to lead through influence in matrixed reporting environments
• Deep understanding of K-12 foodservice, bids, and commodity programs
• Strong problem-solving skills with the ability to quickly assess, adapt, and execute in unstructured environments
• High accountability, follow-through, and client-centric mindset
• Comfortable operating in an unstructured, growth-oriented environment
• Proficiency with CRM and sales reporting tools (Salesforce)

Work Environment
This role requires regular travel, participation in customer meetings, food shows, and industry events. The environment is fast-paced, requiring high self-motivation and strong organizational skills.

Equal Opportunity Employer
Food Sales East is an Equal Opportunity Employer. We consider all qualified applicants without regard to race, color, religion, creed, national origin, sex, sexual orientation, gender identity or expression, age, disability, veteran status, or any other protected characteristic under federal, state, or local law.