Regional Sales Director, Hospitality - North Region

Summary

At La Colombe we believe that being a good coffee partner means more than just offering a great cup of coffee. The Wholesale Team supports the city’s most talented chefs, hotels, restaurateurs, cafes, and offices to ensure they execute consistent, high quality coffee programs. The Regional Sales Director is responsible for ensuring successful implementation and execution of this mission. The Regional Sales  Director is responsible for executing a sales strategy to achieve business unit revenue and profitability targets across the North region. The keys to achieving this are strategic selling, talent management & development, managing the budget for the region, collaborating with the National Accounts and Food Service Teams, and developing and implementing strategic projects while supporting locally based teams in their efforts to bring on new accounts and grow existing client relationships. The RSD will cultivate a culture of solution-oriented behavior, accountability, and embody servant leadership.

Responsibilities

Strategic Selling: Win key outbound target accounts in the region while actively demonstrating to the Sales Team how to move these targets through the sales process

• Teach the North Region sales teams how to develop a target list, move target accounts through the sales process, and win new business in line with our ROI metrics. This entire process needsto be tracked within our Customer Relationship Management system
• The RSD will maintain a close relationship with the top 30 - 40 accounts and/or groups in the North Region
• Demonstrate how to develop relationships with existing distributors and clients to win key accounts from the region's target list
• Actively utilize workbooks in Tableau to understand distribution of current accounts in the market
• Develop and implement a quarterly or yearly strategy to win additional accounts in underserved segments of the market

Talent Management & Development: The RSD will work directly with individuals in the North Region to develop future generations of high performing individual contributors, managers, and leaders

• RSD is responsible for clearly defining expectations for team members' roles and responsibilities
• Create and execute a strategy to teach specific skills needed to be a successful manager, leader, or high performing individual contributor at La Colombe. For example: solution-oriented behavior, accountability, sense of urgency, shared services relationship building
• Schedule weekly 1:1 meeting with all direct reports. These meetings are intended to discuss and track progress on the development of key skills & current projects with direct reports
• Schedule quarterly 1:1 meeting with all non-direct reports. The focus of this time should be discussing macro ideas, hospitality strategy and identifying key skills that need development for the specific team member to continue taking on additional responsibilities

Budget Management: The RSD will be responsible for delivering the North Region’s revenue and profitability target

• Provide input on ambitious yet attainable budget targets for markets within the region
• Collaborate with Hospitality Leadership Team to develop point of view and strategy on new and existing business across all segments (Hospitality, Foodservice, National Accounts)
• Work with Sales and Operations Leadership to develop headcount and other resource strategy annually in line with a multiyear growth plan to achieve revenue and profitability targets
• Manage cost buckets for example (Travel & Entertainment, Other Operating, and others) in line with budget goals
• Track weekly sales to budget and adjust strategy if the team is behind budget targets over time

Collaborate with National Accounts Team & Food Service Team: The RSD is responsible for effectively utilizing resources to help win and support National Accounts and Food Service Accounts

• Manage the local relationships with Canteen, Aramark, Patina, Elior and others. Schedule bi-weekly meetings with the Food Service & National Accounts Team to develop a target list of key accounts within the North Region
• Create a wish list of Foodservice Accounts
• Train the local sales team how to win these accounts by emphasizing developing relationships with our existing distributor partners

Requirements

• Passionate about coffee
• Minimum 4 years' experience in Business-to-Business Sales within the hospitality or coffee industry
• At least 5 years experience in a managerial or leadership role
• Proven record of accomplishment in your professional career
• Positive and professional communication skills, both verbal and written
• Strong interpersonal skills; ability to interact with all levels of internal and external contacts
• Must be a self-starter, a quick learner, and able to take constructive feedback
• Flexibility to work occasional nights, weekends
• Occasionally assist lifting, moving, and/or carrying coffee equipment
• Experience using sales tools (salesforce, HubSpot, etc.)
• Experience with Microsoft (excel, word, PowerPoint, or equivalents)
• Ability to travel locally (40 miles) and regionally (100+ miles), (70%, 30%, respectively)
• Ability to travel for up to 2-3 consecutive nights once or twice per month
• Valid driver's license and vehicle
• Ability to work in person with clients and hospitality team members.

 Compensation Range: $132,000.00 - $198,000.00, plus bonus.