REGIONAL SALES MANAGER - Bay Area/Hayward/Santa Rosa

Reports to:  Director of Sales

Harbor Wholesale seeks an experienced sales leader for our highly profitable greater Bay Area - Hayward-Santa Rosa territory.  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, Store Solutions team, 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 $85-130K first year.

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

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.
• 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 20% overnight. (2-3 days/month on average). 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.

• 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.