Foodservice Sales Manager

Hoshizaki America•San Antonio, TX

About The Position

The Foodservice Sales Manager is a sales professional responsible for leading and growing profitable sales and market share for Lancer products. The role leads independent rep agencies and drives demand with dealers, buying groups, foodservice consultants, chains, end users, and other viable channel partners. It also identifies new business opportunities, develops relationships with key stakeholders, and implements strategies to increase revenue and market share. The successful candidate has strong communication, relationship management, and negotiation skills, and understands MAFSI territories, dealer account management, and business development. The role involves anticipating customer needs, delivering innovative solutions, and collaborating across the organization to create sustainable value. Performance indicators include growing assigned-account revenue by 10% year over year while maintaining at least a 30% gross margin, developing a qualified opportunity pipeline equal to three times the annual sales target, conducting quarterly business reviews with strategic customers, and achieving 100% retention of designated key accounts. The work takes place in a combination of factory and professional office environments. The role routinely uses standard office equipment. The employee may occasionally encounter moving mechanical parts, fumes or airborne particles, toxic or caustic chemicals, vibration, and outside weather conditions at the manufacturing site. Noise is usually moderate. Occasional physical activities include standing, walking, sitting, handling objects or controls, reaching, balancing, stooping, kneeling, crouching, talking, and hearing. The employee may occasionally lift or move up to 25 pounds. Lancer Worldwide does not provide employment-based visa sponsorship. Candidates must be legally authorized to work in the United States without requiring employer sponsorship to obtain or maintain work authorization. Lancer provides equal employment opportunities and prohibits discrimination and harassment on protected grounds.

Requirements

Bachelor's degree in business, marketing, or a related field.
10+ years of experience in independent rep agencies and dealer management.
Proven track record of meeting sales targets.
Proven ability to develop and execute strategic business plans that deliver measurable growth and sustainable results.
Strategic, forward-thinking leadership capabilities to drive business growth, innovation, and long-term value creation.
Ability to lead, influence, and collaborate effectively across cross-functional teams and foster accountability, teamwork, and alignment.
Results-driven, innovative, and entrepreneurial mindset focused on continuous improvement and business expansion.
Strong planning, organizational, and negotiation skills, with the ability to manage multiple priorities and achieve desired outcomes.
Excellent verbal, written, and presentation skills, including the ability to communicate effectively with customer and organizational leaders at all levels.
Strong analytical capabilities, including sales reporting, forecasting, pipeline management, business insights, and performance analytics.
Outstanding problem-solving and conflict-resolution skills, including the ability to navigate complex customer situations, de-escalate issues, and deliver effective solutions.
Detail-oriented and disciplined approach to managing complex portfolios and processes.
Proficient in Microsoft Office Suite and other relevant software.
Legally authorized to work in the United States without requiring employer sponsorship to obtain or maintain work authorization.

Responsibilities

Serve as the primary business contact and strategic partner for independent rep agencies, according to agreed annual business plans.
Set objectives by dealer, segment, and product category, and review results with each agency using rep scorecards and quarterly business reviews.
Develop and execute annual account plans supporting revenue growth, profitability, and long-term customer retention.
Achieve sales, gross margin, and operating profit objectives for assigned accounts through effective account management and growth strategies.
Build and grow relationships with key dealers and buying-group members.
Drive dealer pull-through through dealer sales-staff training, showroom and catalog presence, and effective use of buying-group and dealer programs.
Generate demand by securing Lancer product specifications from foodservice consultants and design-build dealers for new construction and renovation projects; track specification activity and win rate.
Identify, qualify, and secure new business opportunities within existing accounts while pursuing incremental market share growth.
Conduct regular customer business reviews to evaluate performance, align priorities, and identify future opportunities.
Collaborate with marketing, engineering, operations, customer service, finance, and other cross-functional teams to deliver customer solutions and resolve issues.
Forecast sales activity, monitor account performance, and maintain accurate opportunity pipelines to support business planning.
Analyze market trends, competitive activity, and customer insights to identify opportunities and recommend strategic actions.
Track and report key account metrics, including sales performance, profitability, customer satisfaction, and growth initiatives.
Proactively address customer concerns and coordinate internal resources to resolve issues promptly and maintain customer satisfaction.
Support new product introductions, promotional programs, and strategic initiatives that enhance customer value and strengthen competitive positioning.