Regional Sales Manager - Harrisburg

Founded in 1901, Feeser's, Inc. is a family owned and operated full-line foodservice distributor located in Harrisburg, PA servicing the Mid-Atlantic region.  Feeser's provides an expansive offering of dry, refrigerated, and frozen products to a diverse customer base comprised of restaurants, healthcare facilities, educational facilities, and other institutions. 

The Regional Sales Manager will manage the performance of a team of sales representatives in their district, driving sales growth and unlocking new opportunities for revenue.  The Regional Sales Manager will coach and develop their sales representatives, successfully deliver on sales goals, maintain accountability and support the Company’s short and long-term strategic objectives. 
 

ESSENTIAL DUTIES AND RESPONSIBILITIES: 

• Accountable for the performance and development of Sales Representatives within your region 

• Deep understanding of sales region: must be able to identify largest prospects, areas of opportunity, market trends and competitors 

• Develop and implement comprehensive sales strategies to achieve revenue targets and expand market share by supporting Sales Representatives in the end-to-end sales process 

• Prepare weekly, monthly, quarterly insights-driven reporting to Director of Sales and Senior Leadership on performance compared to budget and prior year including Revenue, Gross Profit, Gross Margin and Case Volume 

• Effectively lead and facilitate weekly district meetings that educate, motivate and ultimately produce key behavior changes to drive sales 

• Lead the annual sales planning process for your region including growth goals by sales representative and prospect pipeline/opportunities 

• Review and analyze daily and weekly reports such as special-order requests, customer bid files, and sales/gross profit margin data 

• Lead, develop, motivate and mentor a high-performing sales team, setting clear objectives and providing ongoing coaching and support to drive individual and team success 

• Track prospects and sales progress with CRM, and provide senior leadership with regular updates on pipeline health and revenue forecasts 

• Build and maintain Customer partnerships throughout customers at multiple levels to gain new market share, improve gross profit and go-to-market strategies 

• Ensure collaboration between the marketing, sales, and purchasing departments to develop and execute integrated purchasing, marketing, and sales campaigns that promote our products and services, enhance brand awareness, and generate qualified leads 

• Provides open and honest feedback to sales leadership during engagement sessions (daily calls, one on one sessions)  

• Engages and supports all Item Rationalization initiatives 

• Research customer business needs and develop a mix of products and services to meet needs 

• Be informed of market conditions, product innovations, and competitors' products, prices, and sales; share information with customers as part of value-added services provided 

• Answer customers' questions about products, prices, availability, and product use 

• Communicate and collect accounts receivable as necessary, working with the credit department and client; collect all balances due based on approved credit terms 

• Work directly with the purchasing department to forecast any large volume increases or decreases 

• Collaborate with Transportation department to identify optimal delivery days and windows for full region and manage deliveries to the routing schedule published by the transportation department 

• Troubleshoot any problems that occur during the order process (for example, out of stock items, special order items, low inventory, etc.) 

SKILLS: 

• Excellent interpersonal skills and ability to work with a variety of stakeholders across all departments. 

• Can derive insights from others through probing questions and collaborative problem-solving. 

• Superb organizational and project management skills, including the ability to execute multiple initiatives autonomously. 

• Able to thrive in a fast-paced work environment. 

• Demonstrates mastery of skills in the areas of consultative selling, marketing principles, prospecting, networking, coaching, and negotiations. 

QUALIFICATIONS & EXPERIENCE:   

• High School education (required) 

• Bachelor's degree in a related field (e.g. business administration) or equivalent educational level (preferred) 

• 3+ years successfully growing profitable sales (required) 

• 5+ years' foodservice sales or managerial experience in the foodservice industry (preferred) 

PHYSICAL REQUIREMENTS:

• Moving self in different positions to accomplish tasks in various environments including tight and confined spaces.  

• Ability to physically stand, bend, squat, and lift equipment up to 70 pounds.  

• Remaining in a stationary position, often standing or sitting for prolonged periods.  

• Moving about to accomplish tasks or moving from one worksite to another.  

• Communicating with others to exchange information. 

• Repeating motions that may include the wrists, hands and/or fingers.  

• Operating motor vehicles  

• Must possess visual acuity, i.e., close, distance, and color vision, depth perception and the ability to adjust.    

Feeser's, Inc. is an Equal Opportunity Employer. 

Qualified women, minorities, and US military veterans are encouraged to apply. 

Feeser's Food Distributors is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. All employment decisions are based on qualifications, merit, and business needs.