Director of Outside Sales

Company Description

Performance Food service, PFG's broadline distributor, maintains a unique relationship with a variety of local customers, including independent restaurants and hotels, healthcare facilities, schools, and quick-service eateries. A team of sales reps, chefs, consultants, and other experts builds close relationships with customers - providing advice on improving operations, menu development, product selection, and operational strategies. The Performance team delivers delicious food but also goes above and beyond to help independent restaurant owners achieve their dreams.

Competitive pay and benefits, including Day 1 Health & Wellness Benefits, Employee Stock Purchase Plan, 401K Employer Matching, Education Assistance, Paid Time Off, and much more. Growth opportunities performing essential work to support America's food distribution system with a safe and inclusive working environment with a culture of rewards, recognition, and respect.

• Develop and execute a results-driven outside sales strategy aligned with Northland Cheese revenue and margin targets
• Own and manage a portfolio of existing accounts while actively prospecting and closing new business across food service, retail, and specialty channels
• Identify market opportunities, competitive gaps, and product positioning strategies to expand Northland Cheese's footprint in target markets
• Establish and track key performance metrics including volume, revenue, margin, and customer acquisition rates - reporting results to the General Manager on a defined cadence

• Build and maintain deep, trust-based relationships with key accounts, buyers, distributors, and regional decision-makers
• Serve as the primary point of contact for assigned accounts - managing pricing negotiations, contract renewals, and product introductions
• Conduct regular business reviews with top accounts to assess performance, identify growth opportunities, and address service gaps
• Resolve customer issues with urgency and professionalism, coordinating cross-functionally with operations and procurement as needed

• Monitor competitive landscape, pricing trends, and market conditions - translating insights into actionable sales tactics
• Identify and develop new channel opportunities including food service operators, specialty retailers, co-packers, and private label prospects
• Collaborate with the General Manager and Procurement team to align product mix, pricing strategy, and inventory positioning with market demand
• Represent Northland Cheese at trade shows, industry events, and customer-facing activations to build brand presence and generate pipeline

• Partner with Operations and Production leadership to align sales commitments with capacity planning and fulfillment timelines
• Work with Finance to develop pricing models, margin analyses, and customer profitability assessments that support sound commercial decisions
• Collaborate with HR on sales compensation structure, performance frameworks, and workforce planning as the sales function scales
• Provide market feedback to the General Manager to inform product development, packaging decisions, and strategic planning

• Maintain accurate CRM records including pipeline activity, account notes, and opportunity status - ensuring full visibility for leadership
• Deliver weekly, monthly, and quarterly sales forecasts with supporting assumptions and risk factors
• Prepare and present sales performance reports, business reviews, and strategic recommendations to the General Manager and senior leadership

for Benefits Information

• Bachelor's degree in Business, Sales, Marketing, or a related field; equivalent experience considered
• 5+ years of outside sales experience in food manufacturing, specialty food, dairy, or a related industry
• Demonstrated track record of meeting or exceeding revenue targets and growing customer accounts
• Strong negotiation, presentation, and relationship-building skills
• Proficiency in CRM platforms and Microsoft Office Suite
• Ability to travel as required to support account management and business development activities

• Experience in specialty cheese, dairy, or perishable food categories
• Existing relationships within food service distribution, retail grocery, or private label channels
• Familiarity with Performance Food Group or broadline distribution operations
• Experience developing pricing models and conducting customer profitability analysis

Performance Food Group and/or its subsidiaries (individually or collectively, the "Company") provides equal employment opportunity (EEO) to all applicants and employees, regardless of race, color, national origin, sex, marital status, pregnancy, sexual orientation, gender identity, religion, age, disability, genetic information, veteran status, and any other characteristic…