REGIONAL SALES MANAGER - Greater Fresno

Leading our South Valley territory encompasses Turlock to Bakersfield; greater Fresno

Reports to:  Director of Sales

Harbor Wholesale seeks an experienced sales leader for our highly profitable greater Fresno.  The ideal candidate must reside in the immediate area. The RSM is responsible for growth of business with current customers and new business development. RSM leads a team of  Territory Sales Reps, Food Service Developer, and Merchandisers. Experience in convenience store and restaurant food service sales highly preferred.

Pay: Harbor provides competitive salary, bonus, commissions; corporate credit card program,  travel and all expenses paid. Base salary, commission, and bonus approx $85K -130K first year all in.

Benefits Summary: Full line of benefits including medical, dental, vision, life and disability insurance; 401k retirement program with company match; vacation and holidays; and great perks.

KEY PERFORMANCE MEASURES

• Growth in regional and company gross profit objectives.
• Maintain accounts receivable as a percent of sales and percent of current.
• Gross profit achieved per delivery and growth in profitable deliveries.
• Achievement of marketing / manufacturer program objectives.
• Achievement of specific product line penetration targets.
• Team building, leading to a culture built around success for the company and for the individual. Weekly regional account receivable objectives.

JOB RESPONSIBILITIES

• Continually train and develop sales staff and maintain consistent training programs.
• Implement clear concise performance measures for each employee and conduct regular evaluations.
• Ensure the company’s “go to market” strategies are successfully implemented and maximized by the sales department performance.
• Ensure that Territory Sales Managers meet or exceed sales, new customer, accounts receivable, and gross profit goals.
• Inspire sales team to maintain a positive attitude and adapt to organizational changes.
• Work with the Director of Sales to plan regional revenue / margin forecasts and carry out objectives.
• Call on existing chain / key customers, meeting objectives in retention and further account development by working closely with Territory Sales Managers. Develop retention strategies for key customers.
• Set targets for new customer account acquisition and implement strategy to secure the business.
• Design regional sales department expense budget forecast and meet forecasted targets.
• Work with Territory Sales Managers to ensure that regional sales targets are met.
• Hire, train, and coach Territory Sales Managers as required.

KNOWLEDGE AND SKILL REQUIREMENTS

• Experience in strategic planning and execution. Knowledge of contracting, negotiating, and change management. Knowledge of professional selling skills and experience in training and coaching professional sales staff.
• Work requires travel, primarily in assigned region with roughly 10% overnight as needed. The average week would likely be 1-2 days in the office and 3-4 days with field personnel.   
• The position requires the ability to conduct business while on the road using mobile technology.
• Experience in Microsoft Office products and the use of mobile technology required.

• 5-7 years previous experience in a sales or sales management position in a high SKU volume, commission-driven team environment. Must be willing to show proven results from past employment opportunities.
• Direct and recent sales experience in convenience store distribution, or wholesale to retail foodservice distribution and strategic market management.
• Intermediate to advanced skills in MS Office.
• Impeccable attention to detail, approachability, and an inclusive and friendly personality.