Director of Foodservice Sales

Schweid & Sons

15h•Remote

About The Position

The Director of Foodservice Sales will lead Schweid & Sons' Foodservice field sales organization, driving profitable growth through the Regional Sales Manager team and the company's broker network. This individual is the commercial owner of the operator-facing business, responsible for contributing to and translating the company's national Foodservice strategy into regional execution and delivering annual revenue, volume, and margin goals. This role partners closely with the Sales Director of Corporate Accounts — who owns corporate distributor and buying group relationships — to ensure field execution is fully aligned with national distribution strategy, promotional programs, and supply chain capacity. Together, these two leaders form the backbone of the Foodservice commercial team.

Requirements

Bachelor's Degree in Business, Marketing, or related field required; MBA or advanced degree preferred.
Minimum 10+ years of Foodservice sales experience with progressive advancement in scope and responsibility.
Proven track record leading multi-region sales teams and broker networks.
Deep understanding of Foodservice operator dynamics, broker management, and regional chain selling.
Strong leadership and business acumen with the ability to work effectively across all levels of management.
Excellent written, verbal, negotiation, and presentation skills.
Strong organizational, problem-solving, and analytical skills, with financial fluency (P&L, pricing, trade, margin).
Proficient in Microsoft Office Suite (Excel, PowerPoint, Word) and CRM platforms (Salesforce or equivalent).

Nice To Haves

Player-coach mentality: strategic leader who also engages directly with customers and teams.
Entrepreneurial mindset with a bias for action and measurable results.
Collaborative, transparent communicator who builds trust internally and externally.
Embodies Schweid & Sons' core values of Trust, Respect, Innovation, Pride, and Passion.

Responsibilities

Lead, develop, and hold accountable the full team of Regional Sales Managers across all U.S. territories (Northeast, Mid-Atlantic, Southeast, Midwest, South Central).
Responsible for business development initiatives in the Western region.
Set regional sales goals, KPIs, and accountability structures; monitor performance against budget and drive corrective action where needed.
Conduct regular one-on-ones, territory reviews, and joint customer calls to coach Regional Sales Managers on selling skills, customer strategy, and pipeline management.
Own hiring, onboarding, performance management, and succession planning for the regional sales team.
Contribute to and execute the company's national Foodservice sales plan through the Regional Sales Manager team and the broker network.
Develop and oversee customer-specific business plans, promotional calendars, and joint business planning sessions for regional chains, independents, and multi-unit operators.
Lead regional and key-account business reviews, incorporating budget performance, trade ROI, promotional analysis, and category insights.
Establish and communicate priorities, set fair but aggressive objectives, and monitor performance of the Regional Sales Managers, brokers, and key customers.
Own and grow Schweid & Sons' redistribution relationships, which provide critical supply access for smaller distributors and operators. Key partners include: G&C Food Distributors, Honor Foods.
Managing all redistribution agreements, pricing structures, and program participation.
Monitoring service levels, inventory flow, fill-rate performance, and slotting across redistributor networks.
Partnering with Supply Chain and Operations to optimize redistribution efficiency, cost-to-serve, and product availability.
Evaluating opportunities to expand redistribution coverage into new geographies and customer segments.
Provide direction, oversight, and accountability for the national Foodservice broker network supporting all regions.
Select, onboard, and manage brokers to ensure alignment with Schweid & Sons' brand, pricing discipline, and strategic priorities.
Establish clear performance expectations, sales objectives, and reporting cadence for all broker partners.
Implement and maintain a Broker Scorecard Program that measures volume growth, new operator acquisition, and execution quality.
Conduct quarterly broker business reviews covering sales results, distribution gains, promotional execution, and compliance with company standards.
Serve as a senior relationship owner for priority regional chains and strategic operators across the country.
Lead customer onboarding, contract negotiation, and trade program development for new Foodservice accounts.
Support Regional Sales Managers on complex negotiations, RFPs, and new-item presentations to key operators.
Represent Schweid & Sons at industry trade shows, culinary events, and customer-facing forums.
Collaborate with Operations and Supply Chain to ensure forecast accuracy, fill-rate performance, and new-item launch readiness.
Work closely with Finance to manage trade spending, pricing, and profitability by customer and region.
Partner with Marketing to develop operator-facing sales tools, culinary assets, training materials, and value-selling presentations.
Feed operator insights, trends, and field intelligence into Innovation team to inform the product pipeline.
Improve and document sales workflows — including reporting, pricing/quoting, and customer onboarding — to drive efficiency and scalability.