Director of Foodservice Sales - West (remote)

Schweid & Sons

27d • $165,000 - $185,000 • Remote

About The Position

The Director of Foodservice Sales – West Coast will lead Schweid & Sons’ Foodservice sales and business development initiatives across the Western United States, driving growth through new customer acquisition, broker alignment, and national distribution network optimization.

This role will oversee the South Central, Midwest, and Southeast Regional Sales Managers, providing leadership, guidance, and accountability to achieve revenue, volume, and profit targets. In addition, the Director will be directly responsible for identifying and developing new business opportunities in territories west of those regions, including key strategic markets such as California, the Pacific Northwest, the Mountain States, and the Southwest.

The Director will also have corporate responsibility for select national distributors, buying groups, and redistribution partners, ensuring Schweid & Sons maintains strong, mutually beneficial relationships and continues to deliver 'The Very Best' in category leadership, customer support, and execution excellence.

Requirements

• Bachelor’s Degree in Business, Marketing, or related field (MBA preferred).
• Minimum 10+ years of Foodservice sales experience.
• Proven success managing national distributor relationships, specifically Ben E Keith Gordons or Sysco.
• Proven success managing multi-region sales teams, brokers, and buying group relationships.
• Deep understanding of foodservice distribution, broker management, and operator dynamics.
• Experience developing new business in emerging or underpenetrated territories.
• Exceptional communication, presentation, and negotiation skills.
• Strong business acumen with financial fluency (P&L, trade, pricing, and margin management).
• Self-motivated, entrepreneurial, and comfortable working in a remote, fast-paced environment.
• Proficient in Microsoft Office Suite (Excel, PowerPoint, Word) and CRM platforms.
• Ability and willingness to travel extensively (up to 75–80%).

Nice To Haves

• Strategic, analytical thinker with a passion for results.
• Entrepreneurial and driven by growth opportunities.
• Highly collaborative and communicative across all levels of the organization.
• Passion for food, customer relationships, and excellence in execution.
• Embodies Schweid & Sons’ core values of Trust, Respect, Innovation, Pride, and Passion.

Responsibilities

• Lead and develop the South Central, Midwest, and Southeast Regional Sales Managers, ensuring regional strategies align with national Foodservice growth objectives.
• Establish clear sales goals, KPIs, and accountability frameworks across these regions to ensure consistent execution of company objectives.
• Drive collaboration, communication, and alignment across regions to maximize customer coverage and ensure operational excellence.
• Support professional development, training, and succession planning within the Regional Sales Team.
• Serve as the primary growth driver for the Western U.S., identifying new business opportunities in foodservice distribution and regional chains
• Develop and execute tailored go-to-market plans for Western customers and distributors to expand Schweid & Sons’ presence and market share.
• Build strategic relationships with key operators, brokers, and distributors west of Texas to accelerate growth in underdeveloped markets.
• Lead customer onboarding, contract negotiation, and trade program development for all new West Coast accounts.
• Provide leadership and direction to the broker network supporting the Western, South Central, Midwest, and Southeast regions.
• Select, onboard, and manage brokers to ensure alignment with Schweid & Sons’ brand, pricing, and strategic priorities.
• Develop and communicate clear performance expectations, sales objectives, and reporting cadence for all broker partners.
• Conduct quarterly business reviews with brokers, reviewing the Broker Scorecard and evaluating sales results, and distribution gains
• Conduct yearly business reviews and strategy meetings to lay out our growth plan for sales, new operators, and distribution
• Collaborate with brokers on business planning, operator engagement strategies, and trade show participation.
• Serve as the key point of contact between brokers and internal cross-functional teams, ensuring timely communication and alignment.
• Implement a Broker Scorecard Program to measure performance across KPIs such as volume growth, new customer acquisition, and execution quality.
• Continuously evaluate broker coverage and reallocate resources as needed to maximize territory performance and ROI.
• Own and manage national alignment, contract execution, and relationship development with Schweid & Sons’ key Corporate Distribution Partners, including: Ben E. Keith Gordon Food Service (GFS) Sysco
• Lead joint business planning and quarterly reviews with each distributor partner.
• Oversee pricing strategy, promotional funding, and service level execution.
• Coordinate with Regional Managers to ensure consistent representation and compliance across all divisions of each distributor.
• Partner with Supply Chain and Operations to ensure product availability and optimized logistics across distribution networks.
• Oversee national strategy and participation within major Buying Groups, including: Unipro Golbon
• Represent Schweid & Sons at annual conferences and strategic planning meetings.
• Manage all pricing, membership and rebate structures.
• Coordinate communication and alignment between buying group leadership and Schweid & Sons Regional teams.
• Maintain corporate ownership of the Dot Foods relationship, including managing agreements, pricing, and program participation.
• Monitor service levels, inventory flow, and fill rate performance.
• Partner with Supply Chain to optimize redistribution efficiency and product availability.
• Collaborate closely with Operations, Supply Chain, Finance, and Marketing to align regional sales with production capacity, margin objectives, and brand strategy.
• Partner with R&D and Innovation to identify and communicate field insights that inform product development and commercialization efforts.
• Participate in strategic planning sessions, contributing market intelligence and customer feedback to the overall company sales strategy.

Benefits

• Time Off: PTO, Safe & Sick Time, and Paid Holidays.
• Health Benefits: Medical, vision, dental, HRA and voluntary disability benefits.
• Financial Benefits: 401(k) + employer match and life insurance.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager