Director Field Sales

At The Marzetti Company, we empower our people and nourish their potential. Find community, be appreciated, experience growth and make an impact as part of our team!

We offer competitive benefits including:

• Health and life insurance plans
• Retirement savings benefits
• Paid parental leave and paid time off
• Tuition assistance
• Well-being incentives and on-site health care screenings
• Mental health benefits

A full list of benefits can be found here

The Director, Distribution and Field Sales is responsible for leading a portfolio of food service distributor accounts and a team of Regional Sales Managers to deliver sustained, profitable growth and achieve annual AOP sales objectives. This role develops and executes distribution and field sales strategies, builds strategic relationships with key distributor customers, and ensures consistent broker performance and market execution. The Director partners cross-functionally with Marketing, Pricing, Trade & Sales Productivity, Legal and other functions to support effective commercial execution and profitable growth.

• Lead, coach, and develop Regional Sales Managers, establishing clear performance expectations and building team capability and succession readiness.
• Own distributor portfolio performance and deliver annual volume and growth objectives.
• Develop and execute distribution and field sales plans aligned with Food service strategy, category priorities, and AOP objectives.
• Build and maintain strategic relationships with key food service distributor customers and lead senior-level and Top-to-Top customer engagement.
• Establish clear expectations and KPIs for broker management and hold the field sales team accountable for broker sales, distribution, and execution performance.
• Identify performance gaps and growth opportunities across customers, markets, and brokers and ensure appropriate action plans are developed and executed.
• Prioritize and allocate field resources across customers, markets, and opportunities based on business potential and strategic priorities.
• Establish consistent operating disciplines for sales pipeline management, forecasting, customer planning, and market prioritization.
• Partner cross-functionally with Pricing, Trade & Sales Productivity, Legal, Marketing, and other functions to support pricing discipline, trade management, contract governance, margin protection, and effective execution.
• Provide leadership with relevant distributor, broker, customer, competitive and market insights while ensuring the team operates within company policies, commercial guardrails, and Marzetti Food service standards.

The successful candidate will put our values into practice every day:

Hunger
. I come ready, pay attention, and refuse to settle for getting by when getting better is possible.

Respect
. I know my people by name, show up for them as humans, and never make anyone feel small.

Courage
. I say the hard thing, own my mistakes, and carry my team’s voice forward.

Humility
. I ask before I assume, learn from those around me, and lead with curiosity over ego.

The Director, Distribution and Field Sales is responsible for leading a portfolio of food service distributor accounts and a team of Regional Sales Managers to deliver sustained, profitable growth and achieve annual AOP sales objectives. This role develops and executes distribution and field sales strategies, builds strategic relationships with key distributor customers, and ensures consistent broker performance and market execution. The Director partners cross-functionally with Marketing, Pricing, Trade & Sales Productivity, Legal and other functions to support effective commercial execution and…