Base Salary Range: $100,000 – $120,000 annually Additional Compensation: This position is also eligible for an annual performance-based bonus of up to 35% of base salary based on KPI achievement.
Responsibilities
This position reports directly to the Vice President of Independent Sales and is responsible for the leadership, development, growth, and financial performance of the assigned district. New Business Development & Sales Growth
- Drive consistent new customer acquisition by establishing clear prospecting expectations, maintaining a healthy sales pipeline, and holding Territory Sales Consultants accountable for measurable new business results.
- Develop and execute district sales strategies focused on increasing market share, growing case volume, expanding existing customer relationships, and delivering profitable sales growth.
- Actively participate in prospecting strategies, key customer presentations, and competitive account conversions to support new business development.
Sales Leadership & Accountability
- Establish clear performance expectations for Territory Sales Consultants and maintain consistent accountability for sales results, prospecting activity, customer retention, and territory development.
- Conduct regular performance reviews, field coaching, and structured sales pipeline discussions to evaluate progress and identify opportunities for improvement.
- Use sales data, reporting tools, and performance metrics to monitor individual and district results, identify performance gaps, and implement corrective action when necessary.
Recruiting, Coaching & Talent Development
- Take an active role in recruiting, interviewing, selecting, and onboarding high-quality sales talent to support district growth and long-term success.
- Develop Territory Sales Consultants through regular field engagement, ride-alongs, individual coaching, and ongoing professional development.
- Identify individual strengths, development needs, and advancement opportunities, creating actionable plans to improve sales effectiveness.
District Financial Performance & Business Management
- Take ownership of district financial performance, including sales revenue, case growth, gross profit, margin management, receivables, and achievement of established budgets and KPIs.
- Develop and execute district business plans that support Harbor's financial objectives and long-term growth strategy.
- Regularly review district and individual territory performance against budget, identify variances, and implement strategies to improve results.
- Manage pricing decisions and profitability opportunities within established company guidelines while balancing competitive positioning and customer relationships.
- Drive growth in Harbor's exclusive brands and other strategic product categories to support customer value and improved profitability.
Customer Relationships & Operational Collaboration
- Build and maintain strong relationships with key customers, strategic prospects, and internal stakeholders.
- Partner with Territory Sales Consultants on customer strategy, account development, and retention of important business relationships.
- Work cross-functionally with purchasing, operations, customer service, and other internal teams to support service execution and customer satisfaction.
- Participate in sales meetings, customer planning, field activities, and other sales-related initiatives.
- Perform other duties as assigned.
Qualifications
- High school diploma required; bachelor's degree in business, marketing, or related field preferred.
- Demonstrated success in sales leadership, territory management, or foodservice distribution sales preferred.
- Proven ability to drive new business acquisition, profitable sales growth, and consistent sales team performance.
- Experience establishing performance expectations, coaching sales professionals, and holding team members accountable for measurable results.
- Ability to recruit, develop, motivate, and retain high-performing sales talent.
- Strong business and financial acumen, including experience managing sales budgets, gross profit, margins, and key performance indicators.
- Strong leadership, communication, analytical, and problem-solving skills.
- Ability to build trust, influence others, and lead with professionalism and consistency.
- General knowledge of inventory, operations, and culinary concepts.
- Tech-savvy and comfortable using CRM systems, sales reporting tools, and data platforms to manage performance.
- Professional appearance required.
- Valid driver's license, safe driving record, and reliable transportation with insurance.
- Ability to travel within the district and surrounding market as needed.
- Ability to pass a background investigation and drug test.
Equal Employment Opportunity Employer M/F/Vets/Disabled
Equal Opportunity Employer, including disability/protected veterans
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PI287740884