Regional Sales Manager

Job Details

Job Title:

Regional Sales Manager Department:
Sales

Reports To:

Sales DirectorFLSA Status:
Exempt

Location:

Hybrid;
Virginia candidates preferred

Work Arrangement:
Hybrid Shift /

Schedule:

Full-time business hours with flexibility based on customer and travel needs

Travel Requirements:
Regular regional travel required for customer, broker, and market development activity

Employment Type:

Full-time

Role Overview / Purpose and Scope The Regional Sales Manager is responsible for driving profitable revenue growth and expanding market share across an assigned geographic territory. This role combines new business prospecting, customer relationship development, broker management, strategic account management, and sales execution. The Regional Sales Manager develops and executes a regional sales strategy, identifies and pursues new business opportunities, strengthens relationships with existing customers, and manages broker and sales-channel partnerships to convert opportunities into profitable, long-term revenue.

Key Responsibilities Develop and execute a strategic regional sales plan to achieve revenue, margin, profitability, volume, market-share, and growth objectives.

Identify opportunities to increase sales with existing customers while continuously developing new sources of profitable business.

Prospect for new customers through cold calling, referrals, networking, industry events, research, and targeted outreach.

Develop and maintain a qualified sales pipeline, track opportunity activity, and consistently move prospects through the sales process.

Analyze market conditions, customer needs, competitive activity, pricing, and profitability to identify growth opportunities.

Negotiate pricing, contracts, terms, and other commercial agreements within established company guidelines.

Partner with internal teams to ensure customer needs are met and new business is successfully launched.

Establish and maintain strong relationships with key customers, strategic accounts, senior-level decision makers, and purchasing influencers.

Conduct regular customer visits, business reviews, sales meetings, presentations, product discussions, and negotiations.

Recruit, develop, manage, and hold broker partners accountable for sales performance, activity expectations, account priorities, and pipeline progress.

Develop joint business plans with key brokers, establish measurable goals, monitor performance, and recommend improvements to territory coverage or account assignments.

Monitor competitor activity, pricing, promotions, product offerings, distribution strategies, and emerging customer or industry trends.

Provide actionable market feedback and recommend products, services, pricing strategies, or market opportunities based on customer and competitive intelligence.

Maintain accurate records of customer activity, prospect activity, sales forecasts, expected volume, projected revenue, and pipeline status.

Other duties as assigned.

Performance Expectations Achieve annual and quarterly sales objectives, including revenue growth, profitability, volume growth, and territory market-share growth.

Build and maintain a healthy new business pipeline and consistently convert qualified prospects into profitable customers.

Retain and expand existing customer relationships through strong account management and proactive business development.

Ensure broker partners meet established performance expectations and represent Farmer Focus products, brand, pricing strategy, and value proposition effectively.

Compensation Compensation: $100,000 - $120,000 annually

Additional Compensation:
Bonus eligibility dependent on company performance

The posted compensation range for this role reflects the minimum and maximum amount Farmer Focus in good faith expects to pay at the time of posting, based on factors such as internal equity, relevant experience, market data, and the budgeted amount available for the position.

Qualifications Bachelor’s degree in Business, Marketing, Sales, or a related field preferred; equivalent related experience may be considered.

Five or more years of progressive experience in sales, business development, account management, or a related commercial role.

Food industry experience preferred.

Experience managing brokers, distributors, representatives, or other sales-channel partners preferred.

Demonstrated success generating new business, growing existing accounts, and converting opportunities into profitable revenue.

Strong prospecting, negotiation, presentation,…