Director - Food Service Sales - Mid-Atlantic

JTM Food Group; Kentucky; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Top Work Place

Weekly Pay

Meal buffet discounts

Uniforms & shoe allowance

Gym membership

Medical benefits

401K / Profit Sharing

Generous PTO

Bonus potential

Job summary

JTM Food Group is seeking a Director of Food Service Sales for the Mid-Atlantic to lead regional growth, build strategic partnerships, and drive profitability across key accounts. You will collaborate across Marketing, Operations, Culinary, Customer Service, R&D, Finance and Supply Chain to deliver customer-focused solutions and achieve annual revenue objectives.

Your leadership will require strong industry knowledge, strategic planning, and the ability to manage multiple key accounts while

Qualifications

• Bachelor's degree in Business, Marketing, Food Science, or related field preferred.
• Minimum 5-10 years of sales experience in the foodservice industry.
• Proven success managing regional chain accounts and foodservice distributors.
• Experience leading broker networks to drive market penetration and growth.
• Strong relationships with Tier 1 distributors and key decision-makers.
• Track record of achieving sales growth and profitability objectives.
• Ability to develop and execute strategic business plans for revenue growth.
• Experience using CRM platforms such as Salesforce and other tools.
• Strong forecasting, pricing, and margin management skills.

Responsibilities

• Develop and grow regional chain restaurant accounts and other strategic foodservice accounts.
• Identify new opportunities and expand share of wallet within existing accounts.
• Create annual territory business plans to achieve revenue, volume, and profitability goals.
• Build and maintain executive-level customer relationships as a strategic partner.
• Collaborate with Marketing, Operations, Culinary, Customer Service, R&D, Finance, and Supply Chain.

Skills

Sales experience

Account management

Broker networks

Distributor relations

Sales growth

Strategic planning

Salesforce

Financial acumen

CRM proficiency

Education

Bachelor's degree in Business/Marketing/Food Science

Tools

Salesforce CRM

Microsoft Office

Job description

Director - Food Service Sales - Mid-Atlantic

POSITION: Director Food Service Sales

REGION: Mid-Atlantic

REPORTS TO: Executive Director Sales Operations

PERKS & BENEFITS

• Top Work Place Winner


• Weekly Pay


• Free Meal Buffet, Discount on JTM Products


• Free Uniforms, Shoe Allowance


• Free Gym Membership, Free Health Screenings


• Full Medical Benefits


• 401K/Profit Sharing


• Generous PTO


• Bonus Potential (Referral Bonus & Years of Service Bonus)

SCOPE

The Director, Food Service Sales is responsible for driving profitable sales growth and expanding JTM's presence across assigned U.S. regions. This role develops and executes strategic business development plans, leads customer acquisition and retention efforts, and manages key relationships throughout the foodservice channel.

The Director will identify, develop, and close new business opportunities while strengthening existing customer partnerships. This position serves as a strategic leader within the organization, collaborating cross-functionally with Marketing, Operations, Culinary, Customer Service, R&D, Finance, and Supply Chain teams to deliver customer-focused solutions and achieve company growth objectives.

The Director is responsible for delivering annual revenue, volume, profitability, and pipeline growth objectives within the assigned territory.

KEY RESPONSIBILITIES

Business Development & Account Management

• Develop and grow regional chain restaurant accounts, contract management organizations, healthcare systems, colleges and universities, convenience stores, amusement parks, casinos, assemblers, and other strategic foodservice accounts.


• Identify and secure new business opportunities while expanding share of wallet within existing accounts.


• Develop and execute annual territory business plans designed to achieve revenue, volume, and profitability goals.


• Build and maintain executive-level customer relationships that position JTM as a valued strategic partner.

Distribution & Channel Management

• Increase and maintain Tier 1 distribution relationships, including Sysco, US Foods, PFG, and other key distribution partners.


• Drive growth through core branded products, private label programs, PRID opportunities, GPO-approved products, healthcare channels, and contract management organizations.


• Increase product specifications and approved item placements across distribution networks.


• Collaborate with distributor sales organizations to execute market development initiatives and accelerate customer conversion efforts.

Broker & Market Development

• Develop, manage, and lead broker relationships within assigned markets to maximize market penetration, opportunity identification, and execution.


• Conduct regular broker business reviews and performance evaluations to ensure alignment with growth objectives.


• Establish market-specific strategies to improve distributor engagement, customer acquisition, and revenue growth.

Sales Leadership & Strategic Planning

• Develop and manage sales forecasts, budgets, opportunity pipelines, and account plans.


• Maintain accurate and timely reporting regarding customer activity, pipeline development, forecasts, and market trends.


• Utilize CRM and sales management tools to track opportunities, measure performance, and improve sales effectiveness.


• Serve as a subject matter expert regarding foodservice industry trends, competitive activity, customer needs, and emerging market opportunities.


• Collaborate with cross-functional teams to align customer, distribution, and market growth strategies with company objectives.

Cross-Functional Collaboration

• Partner with internal teams to manage customer projects, product launches, menu initiatives, and commercialization efforts.


• Coordinate pricing, contract negotiations, margin management, and customer profitability reviews.


• Support product innovation efforts by identifying market opportunities and customer needs that align with JTM's strategic objectives.

Industry Engagement

• Represent JTM at national and regional foodservice conferences, customer events, industry associations, and trade shows.


• Maintain strong industry relationships and remain informed on emerging trends and growth opportunities.

SUCCESS CRITERIA

• Achievement of annual sales, volume, and profitability objectives.


• Successful business development and new account acquisition.


• Growth of strategic regional chain and distributor partnerships.


• Forecast accuracy and reporting compliance.


• CRM utilization and pipeline management effectiveness.


• Customer retention and satisfaction.


• Safety, GMP, Food Safety, and Quality compliance.


• BRC compliance adherence.


• Effective management of pricing and margin objectives.


• Successful execution of strategic growth initiatives.

EXPERIENCE AND SKILL REQUIREMENTS

Required Qualifications

• Bachelor's degree in Business, Marketing, Food Science, or related field preferred.


• Minimum of 5-10 years of sales experience within the foodservice industry.


• Demonstrated success managing regional chain accounts, contract management organizations, and foodservice distribution partners.


• Experience developing, managing, and leading foodservice broker networks to drive market penetration, distribution growth, and business development objectives.


• Strong existing relationships with Tier 1 distributors and key foodservice decision-makers.


• Proven track record of achieving sales growth, business development, and profitability objectives.


• Demonstrated ability to develop and execute strategic business plans that drive revenue growth, market share expansion, and profitability objectives.


• Experience utilizing CRM platforms such as Salesforce and other sales management tools.


• Strong financial acumen, including forecasting, pricing strategy, and margin management.

Key Competencies

• Strategic thinking and business planning.


• Customer relationship management.


• Negotiation and influence skills.


• Presentation and communication excellence.


• Analytical and problem-solving abilities.


• Project management and organizational effectiveness.


• Ability to manage multiple priorities in a fast-paced environment.

Additional Requirements

• Ability to travel 50% to 75% of the time to support customer development, distributor engagement, broker management, industry events, and business growth initiatives throughout the assigned territory.


• Proficiency in Microsoft Office Suite, Salesforce CRM, and sales reporting tools.

*All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or status as a protected veteran. Equal Opportunity Employer M/F/Disabled/Vets. We participate in E-Verify.