Regional Sales Manager

About the Company

Dole Packaged Foods is committed to promoting accessible fruit nutrition and building a brighter future by spreading the benefits of fruit. Our culture is deeply rooted in core values that foster a respectful and inclusive environment, emphasizing excellence, integrity, collaboration, and an innovative spirit to achieve meaningful business outcomes and global community impact.

Role Overview

The Regional Sales Manager will drive brand strategies to expand Dole Packaged Foods’ presence among regional grocery retailers and distributors, primarily across the Midwest with some accounts in the Southeast U.S. Responsibilities include increasing sales revenue, market share, profitability, and managing supply chain objectives while ensuring effective distribution, pricing, shelving, and promotional activities that enhance the Dole brand.

Key Responsibilities

• Achieve sales controllable objectives by managing and tracking the broker team effectively.
• Lead strategic sales efforts including presentations, calls, and utilizing syndicated data insights.
• Leverage financial, brand, and shopper trend data to enhance market share and profits.
• Create compelling sales stories by integrating POS, marketing, and insight data.
• Meet or surpass growth targets while optimizing trade budgets through ROI evaluations.
• Develop strong relationships with regional customers by providing excellent service and identifying key business opportunities.
• Understand and manage customer timelines and requirements through internal coordination.
• Formulate and execute long- and short-term growth strategies that provide sustainable competitive advantages.
• Communicate customer trends and needs across internal teams.
• Demonstrate passion, perseverance, and integrity, continuously suggesting improvements.
• Manage assortment by introducing new SKUs to expand distribution.
• Accurately forecast distribution changes and shipment impacts.
• Implement promotional plans and maintain accurate forecasts for both promotional and baseline volumes.
• Ensure trade spending remains within budget and is properly reconciled each period.
• Oversee pricing strategies, including the execution of price changes.
• Manage shelving activities through the Line Review process, coordinating cross-functional needs and meeting customer deadlines.
• Perform additional duties as assigned.

Qualifications

• 4 to 7 years of direct sales experience in consumer-packaged goods, with a preference for food industry experience involving Midwest distributors and retailers.
• Experience managing broker teams.
• Proficiency in computer applications including syndicated data tools, Excel, and PowerPoint.
• A proactive self-starter with keen business risk and opportunity identification skills and understanding of financials and P&L.
• Strong attention to detail with excellent organizational and process management abilities.
• Capability to analyze data, formulate evidence-based recommendations, and deliver strong presentations both internally and externally.
• Experience with forecasting software and trade funds management systems.
• Comfortable with public speaking, delivering effective presentations, and negotiating.

Additional Requirements and Attributes

• Passion for purpose-driven work.
• Dedication to nurturing inclusive environments that encourage employee growth and well-being.
• Ability to set clear expectations, foster innovation, and promote continuous improvement.
• Exemplifies transparency and integrity in decision-making and coaching.
• Skilled at facilitating effective cross-team communication and collaboration.

Education and Physical Requirements

• Bachelor’s degree is mandatory.
• Physical capacity to work at a computer for extended periods, use office equipment, lift up to 15 pounds, and reach overhead.

Travel Expectations

This role requires business travel ranging from 15% to 30%.

Location

The position is remote, with preference for candidates based in the Midwest. Applicants from AR, AZ, CA, FL, GA, ID, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, PA, RI, TN, TX, UT, and WI will also be considered.