Territory Sales Manager

Summary

Join Daiya Foods as a Territory Sales Manager (TSM) and manage broadline distribution in the Western US, focusing on Non-Commercial sales. You will oversee broker offices, expand presence with key distributors and accounts, and achieve sales goals. Responsibilities include managing regional distributors, implementing pricing strategies, negotiating marketing programs, securing and growing business with chain accounts, and enforcing product specifications with Non-Commercial operators. You will also manage broker relationships, plan and execute foodservice shows, forecast sales, conduct training, and target key accounts for acquisition. This role requires a Bachelor's degree, 3-5 years of relevant experience, and strong communication and sales skills. Daiya offers competitive compensation, extended health benefits, vacation time, flex days, retirement savings matching, and a flexible spending account.

Requirements

• Bachelor’s degree in a business-related field (or equivalent combination of education, training, and experience)
• 3-5 years of experience in foodservice regional management and distributor sales, or a similar combination of relevant experience
• Strong understanding of foodservice supply chain and distribution
• Proven experience in developing relationships and sales with foodservice operators, particularly in non-commercial accounts
• Experience with food show attendance, setup, and execution
• Must be located in one of the major markets in the West
• Must have a clean driving record and a vehicle
• Excellent written, oral communication, and interpersonal skills
• Must be a team player and also able to work autonomously
• Highly self-motivated and results-driven
• Comfortable cooking and presenting in front of chefs and food service personnel
• Proficient in CRM systems and Microsoft applications (e.g., Outlook, Excel)
• Excellent organizational and time management skills
• Proven track record of sales success
• Ability to thrive and grow sales in a fast-paced, dynamic environment

Responsibilities

• Manage and develop regional distributors to support overall Foodservice sales goals
• Implement pricing strategies, introduce new items, and work with emerging chain account partners across the distribution network
• Negotiate marketing programs and develop sales in collaboration with the Daiya FS team
• Secure, develop, and grow business with existing partners, including negotiating and managing marketing programs
• Implement pricing and promotional strategies for new and existing chain accounts
• Enforce Daiya product specifications with key Non-Commercial operators (e.g., ARAMARK, Avendra)
• Actively plan coverage and execution for operators in key Non-Commercial segments (e.g., C&U, Schools, B&I, Healthcare)
• Oversee sales planning and execution with key broker offices, identifying sales targets and driving execution
• Train brokers on existing and new Daiya products; collaborate with brokers on targeted accounts
• Strategically plan and execute all foodservice shows, working with the RSM West and the food show coordinator for national and regional events
• Attend major food shows, such as Pizza Expo, NRA, ANC, and NACUF's Nationals
• Forecast and manage yearly trade show budgets and total Food Service spend
• Forecast annual sales based on trends and company objectives
• Translate sales plans into activities per customer/account, regularly monitoring and adapting activities to meet objectives
• Pursue sales leads with a 50% or higher closing rate
• Achieve or exceed KPIs each quarter
• Conduct appropriate training and consultancy to support sales efforts
• Provide focused sales efforts to assist the Foodservice team in meeting volume and net margin goals
• Target large end-customer accounts or specific market segments for acquisition
• Secure branded menu placement at all chain accounts

Preferred Qualifications

• Experience successfully selling niche or specialty products into the foodservice sector preferred
• Familiar with back-of-house procedures and cooking methods/techniques; comfortable working with culinary personnel
• Passion for wholesome, plant-based, natural, or alternative foods preferred
• Broker management experience is preferred
• Experience calling on distributors within the territory
• Willing to travel up to 60%-70% of the time

Benefits

• Competitive compensation
• Extended health benefits
• 3 weeks’ vacation
• Flex days
• Retirement savings matching program
• Flexible spending account
• Permanent team members may be eligible for our competitive annual bonus program, subject to program eligibility requirements