Regional Sales Manager

Palacios and Son's LLC; California (MO); On-site; USD 90,000 - 95,000; Full time

Job summary

Palacios and Son's LLC is seeking an experienced Regional Sales Manager to lead sales growth and profitability across an assigned market. You will manage wholesale, distributor, DSD, direct, chain, and independent accounts while developing strategies to increase volume and market presence.

The role involves identifying new business opportunities, developing commercial plans, executing promotional programs, and collaborating with internal and external partners to ensure strong sales execution.

Qualifications

• Bachelor's degree required.
• Master's degree preferred.
• Experience leading sales teams and managing commercial programs.

Responsibilities

• Develop, promote, and execute plans to increase sales and profitability.
• Identify, activate, and establish new accounts and distribution partners.
• Build and maintain relationships with key customers and partners to drive growth.
• Collaborate with Supply Chain, Finance, Marketing, and other teams to support regional sales objectives.

Skills

Sales strategy

Account development

Forecasting

Negotiation

P&L management

Education

Bachelor's degree

Master's degree

Tools

Microsoft Office

Job description

We are seeking an experienced Regional Sales Manager to lead sales growth and profitability across an assigned market. This position is responsible for managing relationships with wholesale, distributor, direct-store delivery (DSD), direct, chain, and independent accounts while developing strategies to increase sales volume, strengthen market presence, and grow profitable business.

The Regional Sales Manager will identify new business and distribution opportunities, develop commercial and financial plans, execute promotional programs, and work closely with internal teams and external partners to ensure strong execution of sales and marketing initiatives.

This is a fixed-schedule position with approximately 50% of time dedicated to sales activities, 30% to business travel, and 20% to office work.

Key Responsibilities

Sales Growth & Commercial Strategy

• Develop, promote, and execute investment plans designed to increase sales and generate return on investment.
• Analyze sales data to ensure appropriate products are promoted at the right price points.
• Develop displays, promotional programs, and incentives to drive sales volume.
• Monitor regional P&L performance and identify key activities necessary to support profitability and positive EBITDA.
• Develop commercial and financial plans to increase product and brand presence within the assigned market.
• Develop strategies to participate in key markets and channels where products should have a presence.
• Establish joint business plans with wholesale, distributor, DSD, and direct partners to achieve sales and profitability objectives.

New Business & Account Development

• Identify, activate, and establish new accounts and distribution partners to increase market presence and generate sales growth.
• Develop relationships with new and existing customers and distribution partners.
• Support new item distribution and product expansion opportunities.
• Negotiate for out-of-shelf displays, point-of-sale (POS), point-of-purchase (POP), and other merchandising opportunities.
• Ensure customers complete required paperwork and account processes to maintain purchasing and credit eligibility.
• Follow up with customers to resolve issues and ensure timely, effective solutions.

Customer & Account Management

• Build and maintain strong relationships with key customers to support business initiatives, customer loyalty, and long-term growth.
• Develop programs that integrate the product portfolio into customers' daily business plans.
• Conduct regular business reviews using syndicated sales data and customer reports to align sales efforts and identify growth opportunities.
• Manage account documentation, including authorization lists, promotions, sales reviews, and promotional entries.
• Maintain accurate account records and support processes related to invoices, claims, payments, and account discrepancies.
• Work with customers and partners to clarify claims, resolve disputes, and support a healthy, no-debt business relationship.

Distribution, Merchandising & Supply Chain

• Work with distribution partners to increase displays for both promoted and non-promoted products.
• Coordinate with supply chain teams to support adequate inventory levels and product availability.
• Monitor order processes, delivery confirmations, and customer pickup requirements.
• Partner with internal teams to ensure products are available to support sales and store-level activities.
• Work with external merchandising partners to execute brand and product guidelines.
• Provide training and support to third-party merchandisers and sales representatives.
• Monitor KPIs and execution standards for third-party sales teams.
• Cross-Functional Collaboration
• Partner with Supply Chain, Finance, Marketing, and other internal teams to achieve regional sales and profitability objectives.
• Work with Finance on P&L follow-up, financial and commercial strategies, ROI validation, account debt management, claims, and disputes.
• Collaborate with Marketing on POS/POP availability, marketing campaigns, brand awareness, market share, product launches, and promotional initiatives.
• Share best practices and market recommendations with other sales leaders.
• Work with corporate and account teams to present and execute commercial programs at the store level.

Qualifications:

Education

• Bachelor's degree required.
• Master's degree preferred.
• Preferred fields of study include Business, Marketing, Business Administration

Experience

• Minimum of 3 years of sales management experience.
• Minimum of 3 years of sales experience, preferably within a consumer-packaged goods (CPG) environment.
• Experience managing customer accounts, distributors, sales teams, and commercial programs is preferred.

Language Requirements

• English: Advanced reading, writing, and speaking proficiency required.
• Spanish: Advanced reading, writing, and speaking proficiency required.
• Knowledge & Skills

The ideal candidate should have strong knowledge or experience in:

• Sales forecasting and planning
• Sales service models / route-to-market (RTM)
• New customer registration and account development
• Demand planning
• Route organization and planning
• Customer and market segmentation
• New business strategies
• Public relations and customer relationship management
• Marketing and promotional programs
• Inventory control
• Supply planning
• Accounting and finance fundamentals
• Microsoft Office
• Data and information analysis
• Time management
• Advanced communication skills

Ideal Candidate

The ideal candidate is a strategic and results-oriented sales leader who can balance business development, account management, sales execution, profitability, and customer relationships. The successful candidate will be comfortable working with distributors, retailers, customers, internal departments, and third-party sales and merchandising teams.

Strong communication, organization, relationship-building, analytical, negotiation, and time-management skills are essential. The ability to travel regularly and work collaboratively across multiple functions is also important.

• Approximately 50% sales activities
• Approximately 30% business travel
• Approximately 20% office work
• Regular interaction with customers, distributors, brokers, merchandising partners, and internal business functions

Compensation

Base Salary: Starting pay ranges from $90,000-$95,000 annually

This position may be eligible to participate in the company’s Sales Incentive Plan (SIP), with a target incentive opportunity of up to 20% of base salary, based on achievement of applicable company, individual, and quarterly EBITDA goals. SIP eligibility, targets, and payouts are subject to the terms of the plan and may be adjusted periodically. Employees must be actively employed at the time of payout to be eligible for payment.