Senior Director, Client Success & Inside Sales

Confidential; New York (NY); On-site; USD 120,000 - 150,000; Full time

Benefits offered by this job

Performance-based bonus

Job summary

Confidential in New York seeks a Director of Client Success & Inside Sales to drive revenue growth and client retention across an established client base. You will lead the Client Success/Inside Sales team, shape programs and processes, and partner with executive leadership to define commercial strategy.

This leadership role offers high visibility and growth potential within foodservice distribution. The ideal leader combines data-driven decision making with deep foodservice distribution

Qualifications

• 8+ years of experience in inside sales, account management, or client success within a foodservice distribution environment.
• 2+ years of direct people-management experience, ideally leading a team of approximately 5–10 inside sales, account management, or customer service professionals.
• Demonstrated success growing revenue and gross profit across an existing portfolio of foodservice accounts.
• Strong understanding of food distribution operations and economics, including order cutoffs, routing and delivery windows, drop size, pricing, gross margin, credits, and accounts receivable.
• Strong food and product knowledge, including storage requirements, shelf life, seasonality, availability, and substitutions.
• Understanding of how chefs, restaurant owners, operators, and purchasing managers buy, including order guides, par levels, menu changes, and price sensitivity.
• Establish relationships within New York restaurant/hospitality community; analytical with data.

Responsibilities

• Own organic revenue and gross profit growth across the existing client base, including retention, expansion, share-of-wallet, and margin targets.
• Lead, coach, and develop a team of Client Success/Inside Sales Representatives, including hiring, onboarding, training, performance management, and professional development.
• Oversee multiple books of business and ensure client coverage is balanced, responsive, and aligned with each account's potential.
• Manage the team's daily order cycle, ensuring order accuracy and proactive communication around out-of-stocks, short-ships, substitutions, and same-day changes.
• Develop account growth strategies using purchasing patterns, menu analysis, order guide reviews, and product sampling to identify expansion opportunities.
• Monitor client health using purchase history, order frequency, drop size, and engagement data to identify at-risk accounts and lead proactive retention efforts.
• Manage account pricing and margins within company guidelines and partner with Finance on credit terms, collections, credits, and returns.
• Leverage ERP and CRM systems to track account performance, identify growth opportunities, and provide visibility across the portfolio.
• Build scalable processes, playbooks, service standards, reporting, and CRM/ERP workflows for the Client Success organization.
• Establish and report on key performance indicators including retention, sales per account, gross margin, drop size, order accuracy, credits, and returns.
• Partner closely with Outside Sales, Sourcing & Procurement, Logistics, Finance, and Marketing to ensure seamless client onboarding, ordering, fulfillment, and service.
• Serve as the escalation point for complex delivery, product quality, billing, and client-service issues and address root causes to prevent recurring problems.
• Build strong relationships with key chefs, owners, operators, and buyers and represent the voice of the client internally.
• Stay closely connected to restaurant, culinary, and broader food‑industry trends to help inform product assortment and client recommendations.

Skills

Inside Sales

Account Management

Client Success

Leadership

Data Analysis

ERP/CRM Systems

NetSuite

HubSpot

Foodservice Knowledge

Relationship Building

Education

Bachelor's degree in business/hospitality/culinary

Equivalent industry experience

Tools

NetSuite

HubSpot

CRM Systems

B2B Ordering Platforms

Job description

Confidential in New York seeks a Director of Client Success & Inside Sales to drive revenue growth and client retention across an established client base. You will lead the Client Success/Inside Sales team, shape programs and processes, and partner with executive leadership to define commercial strategy.

This leadership role offers high visibility and growth potential within foodservice distribution. The ideal leader combines data-driven decision making with deep foodservice distribution