Regional Sales Manager

The Regional Sales Manager will be responsible for driving sales growth and market share within a designated region. The ideal candidate will oversee a team of sales representatives, manage key customer accounts, develop strategies for increasing sales volume, and maintain strong relationships with retailers, distributors, and partners. The role requires a deep understanding of the food and beverage industry, as well as the ability to identify new business opportunities and deliver on sales targets.  This role will service our West Retail Customers and covers Northern California and the Pacific Northwest to include Idaho

Ideal candidate will reside in CA, Washington, Oregon, Colorado, Idaho, Arizona, Wyoming, New Mexico, Utah, Montana. 

Anticipated start date August 3, 2026

Essential Duties and Responsibilities:
Sales Strategy Development:

• Develop and implement regional sales strategies in line with the company’s overall goals. Identify key growth opportunities, assess market trends, and adapt strategies for maximum market penetration.

Team Leadership:

• Lead, motivate, and manage a team of sales representatives and/or independent brokers to achieve sales objectives. Provide guidance, coaching, and performance feedback to ensure team success.

Account Management:

• Build and maintain relationships with key customers, including retail chains, distributors, wholesalers, and food service accounts. Develop customized sales plans to meet their needs and grow sales within the region.

Market Expansion:

• Identify and pursue new business opportunities within the region, including potential new customers, markets, and product lines.

Sales Performance Analysis:

• Monitor and analyze sales performance within the region, using data-driven insights to adjust tactics and strategies. Provide regular reports on sales results, forecasts, and market trends.

Brand Representation:

• Serve as the face of the company within the region, promoting the brand and ensuring its values are effectively communicated to customers and partners.

Promotional Activities:

• Collaborate with the Trade Marketing and Marketing teams to develop and execute the annual Trade Plans and Account Specific Marketing campaigns and initiatives that will drive regional sales.  Process all deductions, claims, and promotional changes in the TPM system on a timely basis

Budget Management:

• Manage the regional sales budget, ensuring efficient allocation of resources and achieving cost-effective sales operations.

Product Training and Education:

• Ensure the sales team is well-versed in product features, benefits, and market positioning. Provide ongoing training and support to ensure they are equipped to sell effectively.

Customer Support:

• Address customer concerns, collaborate with other Hood departments to resolve issues, and ensure a high level of customer satisfaction to foster long-term business relationships

Competitor Analysis:

• Keep track of competitor activities within the region, analyzing their strengths and weaknesses, and adjusting sales strategies accordingly.

Education and Experience:

• Bachelor’s degree in Business Administration, Marketing, Sales, or related field, required. MBA a plus.
• 7-10 years of sales experience in the food and beverage industry, with at least 3 years in a managerial or supervisory role.
• Proven track record of achieving and exceeding sales targets in a competitive environment.
• Experience leading and developing sales teams.
• Proficient in using CRM software, MS Office Suite, and sales analytics tools.

Skills and Competencies:

• Develops and executes data-driven sales strategies, manages P&L, and leads category, contract, and customer relationship management to drive growth and profitability.
• Leverages advanced data analysis, systems, and project management to optimize sales performance, predict customer behavior, and implement scalable solutions.
• Leads high-stakes negotiations and delivers impactful presentations that align with customer objectives, while coaching others to enhance strategic communication skills.
• Combines deep product, dairy, and industry knowledge with market insights to anticipate customer needs, guide product development, and shape effective sales strategies.
• Leverages strong business understanding and structured decision-making to align customer needs with business offerings, identify growth opportunities, and communicate value in financial terms.
• Inspires high-performing teams through courageous leadership, emotional intelligence, and a culture of accountability, learning, and trust.
• Demonstrates critical thinking, anticipates challenges, adapts to ambiguity, and develops scalable, results-driven strategies aligned with long-term business goals.
• Builds trust-based stakeholder relationships, influences decisions through effective communication and active listening, and leads conflict resolution at all levels.
• Maintains a winning, positive attitude in high-pressure environments, embraces feedback, takes calculated risks, and drives continuous improvement.
• Excels in time management, attention to detail, meeting facilitation, and autonomy—ensuring high-quality execution and consistent delivery of outcomes

Other:

• Willingness to travel within the designated area as needed.
• Ability to work from home office when not traveling
• Must have valid driver’s license and reliable transportation.

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