District Sales Manager

HPC Foodservice•South Windsor, CT

61d•$100,000 - $115,000

About The Position

HPC Foodservice is seeking an experienced District Sales Manager to lead and develop a team of sales professionals while driving new business, strengthening customer relationships, and delivering profitable sales growth. This hands-on leadership role involves working in the field, coaching sales representatives, identifying opportunities, and contributing to the performance of the sales organization. The manager leads, motivates, and develops assigned sales representatives; establishes expectations; monitors performance; supports recruiting and onboarding; and provides field coaching. The role also develops business opportunities and prospect pipelines, expands existing accounts, manages key customer relationships, and executes sales strategies aligned with company initiatives and customer needs. The District Sales Manager builds customer relationships, conducts business reviews, supports resolution of customer and service issues, and collaborates with purchasing, operations, customer service, credit, revenue management, marketing, and other departments. The role develops and monitors sales and gross-profit budgets, analyzes sales and customer performance, tracks market and competitive activity, and delivers presentations, meetings, training, and business updates. Success includes achieving sales and gross-profit goals, developing accounts, improving retention and profitability, coaching the team, and making informed decisions using reporting and company tools.

Requirements

At least 5 years of foodservice or related-industry sales experience.
Previous sales management or leadership experience.
Bachelor's degree or an equivalent combination of education, training, and relevant work experience.
Proven ability to lead, coach, motivate, and develop a successful sales team.
Strong business development experience, including prospecting, negotiation, relationship building, and closing new business.
Ability to evaluate sales performance, manage budgets, analyze profitability, and turn business data into actionable strategies.
Excellent communication, customer service, organizational, and problem-solving skills.
Experience preparing sales reports, budgets, quotes, presentations, customer business reviews, and action plans.
Proficiency in Microsoft Office, including Excel, Outlook, Teams, PowerPoint, and Word.
Ability to balance strategic sales planning with hands-on, day-to-day leadership in a changing business environment.

Nice To Haves

Familiarity with Trackmax, Prophix, AS400, CRM platforms, e-commerce systems, or other foodservice distribution technology.

Responsibilities

Lead, motivate, coach, and develop assigned sales representatives to achieve individual and team sales goals.
Set clear expectations, monitor performance, provide ongoing feedback, and promote accountability.
Participate in recruiting, onboarding, training, and developing sales talent.
Work alongside sales representatives in the field, conduct joint customer visits, provide coaching, and identify improvement opportunities.
Develop the team's product knowledge, prospecting techniques, negotiation skills, sales strategies, and understanding of company programs and processes.
Address performance challenges, resolve issues, and foster a positive, results-driven sales environment.
Identify and pursue new business opportunities and expand relationships with existing customers.
Develop and manage prospect pipelines, strategic target accounts, and major sales opportunities.
Partner with representatives to research prospects, make targeted sales calls, build relationships, and convert opportunities into new business.
Increase customer penetration, improve product mix, and identify opportunities for profitable growth.
Maintain direct involvement with key accounts and manage an assigned customer base when necessary.
Develop and execute sales strategies that support company initiatives, customer needs, and revenue objectives.
Build lasting customer relationships by understanding customer businesses, anticipating needs, and delivering solutions.
Conduct customer business reviews to identify growth opportunities, improve profitability, and strengthen retention.
Provide leadership and support in resolving customer concerns, service issues, and other challenges.
Collaborate with purchasing, operations, customer service, credit, revenue management, marketing, and other departments to deliver a positive customer experience.
Assist with accounts receivable collection efforts when necessary, coordinating with customers, sales representatives, and the credit department.
Represent HPC Foodservice at customer meetings, food shows, industry events, and company functions.
Develop and execute sales and gross-profit budgets, monitor performance, and implement action plans when results fall below expectations.
Analyze sales reports, margins, customer trends, retention, lost business, product penetration, and key performance indicators to identify opportunities and drive results.
Monitor competitive activity, market conditions, and industry trends to inform sales decisions.
Prepare and deliver sales presentations, team meetings, training sessions, customer reviews, and business updates.
Work collaboratively with sales leadership and other departments to support company objectives.
Build internal and external relationships grounded in communication, accountability, trust, and teamwork.
Support company policies, standards, and business objectives, and perform other responsibilities as assigned.
Achieve assigned sales and gross-profit goals; develop new accounts and strategic opportunities; increase retention, product penetration, and account profitability; coach sales representatives; resolve customer issues; and use sales reporting and company tools to guide decisions and continuous improvement.