Job Description

Our client is seeking an experienced Regional Sales Manager to lead and grow an established West Coast territory for a recognized manufacturer serving the hospitality and foodservice industries. You will serve as the primary face of the organization throughout the territory, partnering closely with independent manufacturer representatives, distributors, dealers, and end customers to strengthen relationships, expand product penetration, and identify new opportunities within existing and emerging market segments.

The ideal candidate brings experience within hospitality, tabletop, foodservice supplies, guest supplies, or a closely related product category and understands how to drive sales through a rep- and distributor-driven channel model .

This is not a traditional cold-calling or new-business hunter role . The Regional Sales Manager will inherit an existing book of business and focus on account growth, manufacturer representative management, distributor/dealer partnerships, product training, and regional strategy .

Location: Remote – West Coast, United States

Travel: Approximately 50–60%

Employment Type: Full-Time, Permanent

WHAT YOU'LL DO

Regional Account & Territory Management

• Manage and expand an established West Coast book of business.
• Develop regional strategies designed to achieve revenue, growth, and expense objectives.
• Build strong relationships with key distributors, dealers, manufacturer representatives, and strategic accounts.
• Identify opportunities to increase product penetration within existing accounts and expand into new market segments.
• Conduct ongoing territory and SWOT analyses to identify opportunities, competitive threats, and future market needs.
• Translate regional strategy into clear, measurable action plans.
• Prepare monthly reporting covering sales performance, wins, opportunities, challenges, and areas requiring additional focus.

Manufacturer Rep & Distributor Management

• Manage relationships with approximately 3–5 manufacturer representative groups across the territory.
• Establish a consistent operating rhythm with rep groups and distributor partners.
• Train representatives and dealers on product lines, applications, positioning, and selling strategies.
• Participate in joint customer meetings and presentations to support representatives in advancing and closing opportunities.
• Develop, negotiate, implement, and measure dealer-specific sales programs.
• Hold productive business reviews with representatives and strategic partners to evaluate performance and identify growth opportunities.
• Serve as a knowledgeable resource to the rep and dealer community rather than functioning solely as a direct salesperson.

Product & Customer Expertise

• Develop strong knowledge of a broad portfolio consisting of 4,000+ SKUs , including tabletop, porcelain, glassware, buffet products, guest supplies, and hospitality accessories.
• Understand customer applications and recommend products based on the desired look, feel, experience, and operational environment.
• Clearly communicate product differentiators, applications, and value propositions to representatives, distributors, dealers, and customers.
• Maintain the product fluency necessary to help channel partners confidently position solutions within the hospitality and foodservice market.

Cross-Functional Collaboration

• Partner closely with internal teams including customer service, logistics, inventory, operations, and manufacturing .
• Coordinate across departments to support customer requirements, product availability, delivery expectations, and sales initiatives.
• Work effectively with domestic teams as well as international manufacturing partners.
• Participate in cross-functional meetings and strategic initiatives supporting organizational growth.
• Lead projects from planning through execution using strong project management and organizational skills.

Trade Shows & Market Engagement

• Participate in regional, dealer, and industry trade shows throughout the year.
• Support trade show planning, customer engagement, product presentations, and post-event follow-up.
• Maintain an active presence throughout the territory through distributor visits, rep meetings, customer meetings, and industry events.

MINIMUM QUALIFICATIONS

• 5+ years of sales, account management, territory management, or channel sales experience within hospitality, tabletop, foodservice supplies, guest supplies, or a closely related industry.
• Experience working with or managing manufacturer representatives, independent rep groups, dealers, or distributor networks .
• Demonstrated ability to grow an established territory through relationship management, account expansion, and channel development.
• Experience collaborating with internal functions such as logistics, inventory, customer service, operations, or manufacturing.
• Strong presentation, training, negotiation, and relationship-management skills.
• Ability to manage a large and diverse product portfolio.
• Strong planning, organization, analytical, and project-management capabilities.
• Ability and willingness to travel approximately 50–60%, including overnight travel .
• Residence on the West Coast of the United States , preferably with convenient access to a major airport or transportation hub.

PREFERRED QUALIFICATIONS

• Direct experience with tabletop products, porcelain, glassware, buffet products, guest-room accessories, hospitality supplies, or related material-based products .
• Experience selling through major foodservice distributors or dealer networks.
• Experience conducting product training for distributor or manufacturer representatives.
• College degree preferred.
• Experience with CRM platforms such as HubSpot .
• Familiarity with ERP systems such as SAP Business One .
• Proficiency with Microsoft Office applications.

WHAT SUCCESS LOOKS LIKE

During Your First 90 Days

You will focus on:

• Learning company processes, systems, and internal resources.
• Developing a strong understanding of the manufacturer-rep structure.
• Building relationships with assigned rep groups and distributor partners.
• Learning the extensive product portfolio and available sales technology.
• Establishing relationships with customer service, logistics, inventory, operations, and manufacturing teams.
• Beginning development of a strategic approach for the West Coast territory.

During Your First 6 Months

Success will include:

• Strong relationships with internal and external business partners.
• A consistent communication and performance rhythm with rep groups.
• A clearly defined regional territory strategy.
• Strong working knowledge of the product portfolio.
• Effective support of distributor representatives and strategic accounts.
• Measurable progress toward regional sales and growth objectives.

THE RIGHT SALES STYLE

This opportunity is particularly well suited for someone who enjoys relationship-driven, consultative account management . Rather than spending the majority of your time cold calling or independently hunting for new logos, you will work through an established network of representatives, distributors, dealers, and customers.

Success requires someone who can influence without direct authority , coach and enable sales partners, develop strong relationships, understand a visually driven product portfolio, and bring structure to a geographically dispersed territory.

You should be comfortable balancing strategic territory planning with hands-on activities such as product training, joint sales calls, business reviews, customer meetings, and trade shows.

SKILLS FOR SUCCESS

• Manufacturer Rep Management
• Distributor & Dealer Management
• Territory Management
• Account Management
• Channel Sales
• Relationship Development
• Product Training
• Sales Strategy
• Business Development
• Negotiation
• Strategic Account Management
• Sales Presentations
• Territory Planning
• Project Management
• Cross-Functional Collaboration
• Sales Analytics
• CRM Management

COMPENSATION & BENEFITS

Base Salary: $110,000–$130,000, depending on experience and industry alignment.

Performance Incentive:

• 10% incentive for achieving target performance.
• Up to 15% for exceeding quota by established performance thresholds.
• Incentive performance incorporates both sales results and supporting sales activities.

Additional benefits include:

• Medical, dental, and vision coverage.
• FSA/HSA options.
• 401(k) with immediate vesting.
• Paid vacation and sick time.
• Expanded PTO beginning after the first year.
• Paid holidays.
• Volunteer/community service time.
• Tuition reimbursement.
• Pet insurance.
• Mileage reimbursement.
• Potential sign-on bonus depending on circumstances.

TRAVEL EXPECTATIONS

This is a remote, field-based position requiring approximately 50–60% travel , including overnight travel.

Travel will include manufacturer representative visits, distributor and customer meetings, trade shows, and other regional events. Initial onboarding may also require travel outside the territory.

Because of the travel requirements, candidates should be located within reasonable access to a major West Coast airport or transportation hub .

IDEAL BACKGROUND

Candidates coming from manufacturers or suppliers serving the following markets may be particularly well aligned:

Hospitality | Foodservice Equipment & Supplies | Tabletop | Dinnerware | Glassware | Buffet & Serving Products | Guest Supplies | Hotel Supplies | Restaurant Supplies | Commercial Foodservice

This position does not have direct reports . Leadership is exercised through relationships, influence, training, coaching, and management of external sales partners.

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