Foodservice Division Senior Manager

Job Title: Food Service Division Senior Manager

Classification: Exempt Full-Time

Reporting to: Head of Food Service Sales

Position Backup: Head of Food Service Sales 

A. PURPOSE

Under minimal supervision, the employee performs a full range of tasks to drive sales, manage customers, and support broker execution across assigned foodservice channels and territories. Develop and maintain relationships with current and assigned K-12 customers, distributor broadliners, and regional and national restaurant chains; communicate clearly, frequently, and professionally with customers to ensure high retention, additional sales penetration, and new business development. Secure new customers and significantly grow sales across the Food Service Division, including K-12, broadline distribution, and regional and national restaurant chain channels.

B. DUTIES

General Overall Duties 

Some of the duties of this position are those described below. This job description does not state or imply that the duties listed are the only duties and responsibilities assigned to this position. Employees holding this position will be required to perform any other job-related duties as requested by management

1. Manage assigned foodservice sales territories and channels, ensuring K-12, broadline distribution, and regional/national restaurant chain business is developed and budgeted sales and profit objectives are achieved.
2. Track customer, distributor, broker, and channel performance.
3. Provide feedback on monthly sales numbers, customer performance, and channel opportunities.
4. Conduct sales calls on existing and potential K-12 customers, distributor broadliners, and regional and national restaurant chain accounts.
5. Coordinate with broker network to set up and organize market visits for assigned customers, districts, distributor partners, and restaurant chain accounts within the sales territory.
6. Identify target customers, school districts, broadline distributor partners, and regional/national restaurant chain prospects with the broker network to develop selling relationships for company products.

1. Train, Motivate, and Support Broker Sales Representatives: Train, motivate, and keep broker sales representatives focused on growing and achieving the sales of Del Real products across assigned foodservice channels. Provide ongoing support and resources to ensure their success.
2. Analyze Market Data and Develop Sales Strategies: Review market data to determine volume potential, new SKU placements, and effective sales strategies across K-12, broadline distribution, and regional/national restaurant chain channels. Make presentations to existing and target customers that showcase the company's capabilities.
3. Effective Time and Resource Management: Utilize effective time management and resource management techniques to attain results and meet budgeted sales goals.
4. Attend and Assist at Industry Events: Attend and assist in all setup needed at key industry trade shows and events to promote products and build brand awareness.
5. Develop and Maintain Key Relationships: Build and nurture strong relationships with brokers, school districts, key K-12 directors, distributor broadliners, and regional and national restaurant chain customers. Service, develop, and grow existing relationships with assigned customers through new and existing products.
6. Develop and Maintain Sales Forecasts: Analyze historical sales data, market trends, and customer demand to create accurate sales forecasts across assigned foodservice channels. Regularly update forecasts to reflect changes in the market and ensure alignment with company goals and inventory levels. Collaborate with the finance and supply chain teams to ensure forecasts are integrated into the overall business planning process.
7. Manage and Prepare Bid Proposals: Oversee the preparation and submission of bid proposals, customer proposals, and distributor or chain support materials for assigned foodservice channels, including K-12 Foodservice contracts when applicable. Ensure all documents are accurate, compliant with requirements, and submitted within deadlines. Collaborate with cross-functional teams to gather necessary information and develop competitive pricing strategies. Monitor the bid process and follow up on submitted proposals to secure new business opportunities.
8. Collaborate with Marketing for New Product Launches: Partner with the Marketing team to identify and develop new items tailored for assigned foodservice channels, including K-12, broadline distribution, and regional/national restaurant chains, that align with company capabilities and market needs. Assist in creating marketing strategies and promotional materials to support product launches. Ensure channel-specific products meet applicable requirements and resonate with target foodservice customers.
9. Resolve Customer Complaints: Address customer complaints promptly by coordinating with the QA Team, ensuring proper documentation, and providing timely feedback and corrective actions to the customer.
10. Maintain Professional and Technical Knowledge: Attend educational workshops, review professional publications, establish personal networks, and participate in professional societies to maintain professional and technical knowledge.
11. Build Foodservice Budget for Assigned Territories and Channels: Develop and manage the foodservice budget for assigned territories and channels, ensuring alignment with overall company financial goals.
12. Strategic Channel Focus and Sales Execution: Perform duties and responsibilities as assigned by the Head of Food Service Sales to increase strategic focus on product development and sales execution within designated foodservice channels. Areas of emphasis may include, but are not limited to, K-12 lead, restaurant chain lead, and broadline distribution development lead.

Specific Skills and Abilities Required 

• Exceptional leadership and customer management skills.
• Superior organizational skills, ability to manage time and resources, multitask, set priorities and plan.
• Strong use of influencing skills to gain alignment, agreement, and commitments (internal/external)
• Strong foodservice channel knowledge, including K-12, broadline distribution, broker networks, and regional/national restaurant chain sales.
• Proven broker management and cross-functional account management skills across assigned foodservice channels.
• Exceptional interpersonal skills, with the ability to build and maintain key relationships across customers, brokers, distributors, and internal teams.
• Robust forecasting skills, with the ability to create and update sales forecasts in company forecasting software across assigned foodservice channels.
• Detail-oriented, with the ability to manage and prepare bid proposals, customer presentations, and distributor or chain support materials.
• Expert knowledge in USDA commodity products and sales when supporting K-12 channel assignments.
• Excellent communication skills, the ability to send and receive information clearly and concisely in written and oral platforms
• Effective Problem-Solving skills, the ability to address a problem and provide solutions
• Continuous Learning, maintain and grow professional and technical knowledge
• Financial proficiency, ability to develop and manage the budget, forecasting, and manage expenses
• Superior presentation skills, both in the development of compelling stories and in presenting them at all levels within customer and internal organization.
• Proficiency in MS Word, Excel, Power Point as well as Internet research, Power BI a plus
• Must be assertive, ability to work independently, solve problems, and highly self-motivated; enjoy being a member of a fast-paced environment 
• Position requires travel depending on the needs of the marketplace and the specified customer targets
• Traveling required is up to 50%
• Position is home office based

C. EDUCATION/EXPERIENCE 

• Bachelor’s Degree (B.S. or B.A.) from an accredited four-year college/university preferred
• Minimum 6 years foodservice account management and broker management experience.
• A minimum of 6 years of fact-based direct selling experience.
• Strong interpersonal and persuasive skills
• Articulate and self-motivated who thrives on achieving results
• Computer proficient with MS Word, Excel, and PowerPoint. Power BI is a plus
• Demonstrated ability to produce clear and concise written documents
• English/Spanish bilingual skills preferred.
• Experience selling into K-12, broadline distribution, and regional or national restaurant chain channels preferred.

D Tools

1. Computer

E. Physical Requirements (All requirements are subject to possible modification to reasonably accommodate individuals with a disability.)

 1. Physical activities of this position.

□ Climbing: Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like, using feet and legs and/or hands and arms. Body agility is emphasized. This factor is important if the amount and kind of climbing required exceeds that required for ordinary locomotion.

□ Balancing: Maintaining body equilibrium to prevent falling when walking, standing or crouching on narrow, slippery or erratically moving surfaces. This factor is important if the amount and kind of balancing exceeds that needed for ordinary locomotion and maintenance of body equilibrium.

□ Stooping: Bending body downward and forward bending spine at the waist. This factor is important if it occurs to a considerable degree and requires full use of the lower extremities and back muscles.

□ Kneeling: Bending legs at knee to come to a rest on knee or knees.

□ Crouching: Bending the body downward and forward by bending leg and spine.

□ Crawling: Moving about on hands and knees or hands and feet.

ý Reaching: Extending hand(s) and arm(s) in any direction.

ý Standing: Particularly for sustained periods of time.

ý Walking: Moving about on foot to accomplish tasks, particularly for long distances.

□ Pushing: Using upper extremities to press against something with steady force in order to thrust forward, downward or outward.

□ Pulling: Using upper extremities to exert force in order to draw, drag, haul or tug objects in a sustained motion.

□ Lifting: Raising objects from a lower to a higher position or moving objects horizontally from position to position. This factor is important if it occurs to a considerable degree and requires the substantial use of the upper extremities and back muscles.

ý Finger Dexterity: Picking, pinching, typing or otherwise working, primarily with fingers rather than with the whole arm as in handling.

□ Grasping: Applying pressure to an object with the fingers and palm.

□ Feeling: Perceiving attributes of objects, such as size, shape, temperature or texture by touching with skin, particularly that of fingertips.

ý Talking: Expressing or exchanging ideas by means of the spoken word. Those activities in which they must convey detailed or important spoken instructions to other workers accurately, loudly or quickly.

□ Hearing: Noisy environment.

ý Vision: Close work.

ý Repetitive motions: Substantial movements (motions) of the wrists, hands and/or fingers.

1.  Degree of physical exertion required for the position. 

o Sedentary Work: Exerting up to 10 lbs of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary Work involves sitting most of the time. Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met.

ý Light Work: Exerting up to 20 lbs. of force occasionally and/or up to 10 lbs. of force frequently, and/or a negligible amount of force constantly to move objects. If the use of arm and/or leg controls requires exertion of forces greater than that for Sedentary Work and the worker sits most of the time, the job is rated for Light Work.

□ Medium Work: Exerting up to 50 lbs. of force occasionally and/or up to 20 lbs. of force frequently, and/or up to 10 lbs. of force constantly to move objects

p Heavy Work: Exerting up to 100 lbs. of force occasionally and/or up to 50 lbs. of force frequently, and/or up to 20 lbs. of force constantly to move objects

p Very Heavy Work: Heavy Work: Exerting in excess of 100 lbs. of force occasionally and/or in excess of 50 lbs. of force frequently, and/or in excess of 20 lbs. of force constantly to move objects

1. Environmental conditions the employee will be subject to in this position.

□ Inside environmental conditions: Protection from weather conditions, but not necessarily from temperature changes.

□ Outside environmental conditions: No effective protection from weather.

ý Both environmental conditions: Activities occur inside and outside.

□ Extreme cold: Temperatures below 32 degrees for periods of more than one hour.

□ Extreme heat: Temperatures above 100 degrees for periods of more than one hour.

□ Noise: There is sufficient noise to cause the worker to shout in order to be heard above the ambient noise level.

□ Vibration: Exposure to oscillating movements of the extremities or the whole body.

□ Hazard: Includes a variety of physical conditions, such as proximity to moving mechanical parts, electrical current, working on scaffolding and high places, exposure to high heat or exposure to chemicals.

□ Atmospheric conditions: One or more of the following conditions that affect the respiratory system or the skin: Fumes, odors, dusts, mists, gases or poor ventilation.

□ Oils: There is air and/or skin exposure to oils and other cutting fluids.

□ Humidity: Exposure to humid conditions ranging from 70 to 92 percents.

p Respirator: Use is required.

o None: No substantial exposure to adverse environmental conditions (such as in typical office or administrative work). 

4. PRIMARY CONTACTS

A. CONTACTS

1. Inside the Company:

A.) Company Employees

B.) Administration

C.) Sales & Marketing Team

2. Out of the Company:

A.) Customers, brokers, distributors, and restaurant chain operators

B. SUPERVISION

1. Directly Supervises: None
2. Indirectly Supervises: None