District Sales Manager

Job Description

Job Description

The District Sales Manager (DSM) leads, develops, and supports the sales team to achieve company sales, gross profit, customer retention, and new business goals. The DSM provides hands-on coaching, sales strategy, product and market knowledge, and accountability while working closely with sales leadership and other departments to deliver a high level of customer service. The DSM actively supports new business development, penetration of existing accounts, major account opportunities, and resolution of customer issues. The DSM functions as a collaborative member of the department and organization and performs other duties as assigned to best serve the company.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Lead and manage assigned sales staff, including staffing, onboarding, training, coaching, performance management, accountability, and problem resolution.

• Establish clear sales expectations and regularly review individual and team performance against sales, gross profit, new account, retention, and penetration goals.

• Coach sales staff on sales strategy, product knowledge, account planning, prospecting, negotiation, company programs, internal processes, and customer service expectations.

• Conduct regular fieldwork and joint customer calls with sales representatives to support account development, strengthen customer relationships, and identify growth opportunities.

• Develop, maintain, and monitor prospect lists and sales pipelines, with emphasis on larger opportunities and strategic target accounts.

• Research prospects, make targeted sales calls, develop relationships, and follow up on qualified leads with sales staff to achieve budgetary goals.

• Drive new business development and increased penetration within existing accounts based on company initiatives and customer needs.

• Manage a base ledger of customers as necessary and maintain direct involvement with key or strategic accounts.

• Conduct periodic customer business reviews and develop action plans to improve sales, product mix, profitability, and customer retention.

• Develop and execute fiscal sales and gross profit budgets; monitor results and take corrective action when performance is below plan.

• Review and act on sales reporting, customer trends, lost business, product penetration, margin opportunities, and other key performance indicators.

• Partner with purchasing, operations, customer service, credit, revenue management, marketing, and other departments to resolve issues and support sales growth.

• Manage customer complaints, service issues, and emergencies in a timely and professional manner, ensuring appropriate follow-up through resolution.

• Support accounts receivable collection efforts as necessary by working with the credit department, sales representative, and customer.

• Recruit and assist in the selection and development of qualified sales candidates.

• Develop and deliver presentations, training, sales meetings, customer reviews, and other business updates as needed.

• Participate in the planning and execution of company events, customer events, food shows, industry events, and sales initiatives.

• Maintain current knowledge of competitive activity, market conditions, product trends, and industry developments affecting targeted markets.

• Build productive relationships that encourage openness, accountability, candor, and trust with customers, vendors, coworkers, and sales staff.

• Represent HPC Foodservice professionally at all times and support company policies, standards, and business objectives.

QUALIFICATIONS & COMPETENCIES

• Bachelor's degree or an equivalent combination of education, training, and relevant work experience.

• Minimum of five (5) years of foodservice or related industry sales experience.

• Previous sales management or leadership experience required.

• Demonstrated ability to lead, coach, motivate, develop, and hold sales staff accountable.

• Strong business development skills with the ability to identify opportunities, build relationships, negotiate effectively, and close business.

• Strategic and entrepreneurial approach with the ability to balance long-term growth opportunities with day-to-day sales execution.

• Strong customer service and problem-solving skills, including the ability to manage difficult customer or employee situations professionally.

• Strong analytical skills with the ability to review sales, margin, budget, customer, and performance reporting and turn information into action.

• Strong organizational and time-management skills with the ability to prioritize multiple responsibilities and adjust quickly to changing business needs.

• Strong written and verbal communication skills and the ability to communicate effectively with customers, vendors, sales staff, leadership, and cross-functional teams.

• Experience preparing sales budgets, reports, quotes, presentations, business reviews, and action plans.

• Proficiency in Microsoft Office applications, including Excel, Outlook, Teams, PowerPoint, and Word.

• Experience with Trackmax, Prophix, AS400, CRM, e-commerce, or other foodservice distribution systems is a plus.

KEY PERFORMANCE EXPECTATIONS

Achievement of assigned sales and gross profit budgets.

Consistent new account development and growth of strategic opportunities.

Improved penetration, retention, and profitability of existing accounts.

Effective coaching, development, and accountability of assigned sales staff.

Timely follow-up and resolution of customer issues and internal action items.

Accurate and consistent use of company reporting, sales tools, and processes.