DESCRIPTION OF EMPLOYER: Founded in 1901, Feeser's, Inc. is a family owned and operated full-line foodservice distributor located in Harrisburg, PA servicing the Mid-Atlantic region. Feeser's provides an expansive offering of dry, refrigerated, and frozen products to a diverse customer base comprised of restaurants, healthcare facilities, educational facilities, and other institutions.

SUMMARY: The Director of Sales role is a highly visible role that requires strategic thinking, the ability to communicate across the organization at all levels, drive accountability and inspire the sales organization. An ideal candidate will be capable of leading in a fast-paced, hands-on sales environment, building and strengthening relationships, and driving growth across diverse segments while honoring the Company’s long-standing reputation for excellence.

ESSENTIAL DUTIES AND RESPONSIBILITIES
Strategy:

• Develop and communicate compelling short-term and long-term vision for the sales organization that align with company objectives and market trends. Ensure all sales initiatives support the vision.
• Identify and cultivate new strategic partnerships and alliances that can open up new sales channels or markets. Proactively seek opportunities to diversify revenue streams, including new product lines, services, or market segments.
• Lead the development of the annual sales budget across all sales segments including forecasting sales metrics, identifying investment opportunities and initiative to meet budget
• Define and communicate clear, measurable strategic objectives for all sales roles, with regular progress reviews and feedback.
• Develop and execute a comprehensive strategy for outbound and inbound prospecting aligned with Feeser’s go-to-market objectives
• Lead change management efforts for new sales initiatives, technologies, and processes, ensuring buy-in and effective adoption across the team.
• Lead engagement with industry groups, attend targeted conferences, publish industry insights and be seen as industry sales expert
• Manage innovative sales strategies to leverage current company capabilities and new expertise in current and new channels.
• Advance Inside Sales objectives to grow inside sales customer base, prospecting capabilities and utilization of technology to streamline administrative activities

Performance Management:

• Conduct consistent business review meetings with sales staff to review performance compared to budget targets and KPI progress. Implement a structured approach to consequence management for underperformance, including improvement plans and follow-up actions.
• Manage monthly leadership team presentations of key sales metrics, insights into sales performance, trends identified and initiatives to address challenges
• Establish sales partnerships with key customers including regular business reviews that leverage competitive analysis, industry trends and financial acumen
• Identify market trends supported by data analytics, develop recommendations to address trends and measure success of recommendations implemented
• Manage our beverage department for oversight of new products and account opportunities
• Support continued utilization of CRM and procedures to maintain insightful and actionable customer opportunity pipeline

Cross-functional Leadership:

• Work directly with Marketing in a leadership role to identify opportunities for promotion of key vendor or private label products for optimum margin realization
• Partner closely with Operations to ensure alignment and collaboration on new customer opportunities and initiatives to efficiently manage cost structure of existing customer service
• Work closely with the Finance team for deep insights and analytics, reporting of budget vs actual results and actions to take to drive efficient sales and margin growth
• Work directly with the Purchasing team to identify areas of opportunity to manage costs, onboard new products, forecast demand and manage special item and non-stock items

Professional Development:

• Coach and mentor sales leaders and individual contributors fostering a culture of excellence, accountability, and growth
• Actively participate in recruiting, hiring, onboarding, and continuous development of sales executives to ensure a highly effective sales team
• Work closely with Strategic Sales Managers and Regional Sales Managers on new tools and techniques to drive performance, collaborate on new ideas and initiatives and creative ways to advance sales and margin
• Coordinate the development and implementation of the training program for new employees

SKILLS REQUIRED:

• Ability to lead the sales team and partner with Purchasing, Finance, Operations and Marketing
• Portfolio of strong relationships and experience with major accounts
• Good team leader with excellent communication skills, organization abilities and detail orientation

• Impeccable integrity leading to a style that is unafraid to deliver and then tackle bad news, that does not over-hype mediocre opportunities and that is trusted universally by the organization
• Excellent multi-level account penetration skills
• Strong written, verbal and analytical and strategic problem-solving skills

QUALIFICATIONS & EXPERIENCE:

• Bachelor’s degree (Required)
• Minimum of 5 years in a senior sales leadership position (Required)
• Minimum of 8-10 years in a sales organization (Required)
• Extensive experience with utilization of sales technology tools (Online ordering platform, CRM, Advanced Microsoft Excel & PowerPoint Skills, Copilot or other AI) (Required)

PHYSICAL REQUIREMENTS:

• Moving self in different positions to accomplish tasks in various environments including tight and confined spaces.
• Ability to physically stand, bend, squat, and lift equipment up to 50 pounds.
• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Moving about to accomplish tasks or moving from one worksite to another.
• Communicating with others to exchange information.

Feeser's Food Distributors is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. All employment decisions are based on qualifications, merit, and business needs.