Regional Sales Manager | Mid-Atlantic/Northeast | Hospitality & Foodservice

Our client is seeking an experienced Regional Sales Manager to lead account growth, manufacturer representative relationships, and distributor partnerships throughout the Mid-Atlantic and Northeast region. The ideal candidate brings experience within hospitality, foodservice, tabletop, guest supplies, commercial dining products, or a closely related industry and understands how to successfully sell through independent manufacturer representatives, dealers, and distributor networks.
You will serve as a key regional representative of the organization, working closely with distributor sales teams, rep groups, strategic accounts, and internal departments to drive sustainable growth across a broad portfolio of hospitality and foodservice products.
This is not a traditional cold-calling or high-volume new-business development position. The Regional Sales Manager will inherit an established book of business and focus on expanding existing accounts, strengthening distributor and dealer relationships, developing manufacturer rep groups, and increasing regional sales through effective product training, account strategy, and field support.
Location: Remote (Examples of locations, but not limited to, hiring for this role: Philadelphia, PA; Newark, NJ; Baltimore, MD; Washington, DC; New York City, NY; Hartford, CT; Boston, MA; Providence, RI; Wilmington, DE; and Harrisburg, PA.--accepting applications from anywhere in the Northeast Region.)
Travel: Approximately 50–60%
Employment Type: Full-Time, Permanent
WHAT YOU'LL DO
Regional Account Management & Growth
Manage and expand an established portfolio of customers throughout the assigned Mid-Atlantic/Northeast territory.
Develop regional strategies designed to achieve revenue, profitability, and expense objectives.
Identify opportunities to expand product penetration within existing distributor, dealer, and customer relationships.
Develop, negotiate, implement, and measure dealer-specific sales programs.
Conduct regular business reviews with manufacturer representatives, distributors, dealers, and other strategic partners.
Analyze regional performance, competitive activity, customer trends, wins, losses, and growth opportunities.
Develop actionable territory plans based on regional opportunities and SWOT analysis.
Translate broader sales strategies into measurable regional execution plans.
Manufacturer Rep & Distributor Management
Manage relationships with approximately 3–5 manufacturer representative groups supporting the territory.
Establish clear expectations, priorities, sales strategies, and communication rhythms with rep partners.
Train manufacturer representatives and distributor sales teams on product lines, applications, positioning, and selling strategies.
Participate in joint customer meetings and field visits to support opportunities and help move business forward.
Build strong working relationships with foodservice distributors, dealers, and their field sales organizations.
Ensure rep and distributor partners have the product knowledge and resources necessary to effectively represent the portfolio.
Product Training & Consultative Selling
Develop expertise across a broad portfolio of approximately 4,000 SKUs, including products within tabletop, porcelain, glassware, buffet, hospitality, and guest-supply categories.
Help customers and sales partners understand which products best fit specific hospitality environments, events, applications, and customer experiences.
Deliver engaging product presentations and training sessions to distributor representatives, dealers, manufacturer reps, and customers.
Translate product features, aesthetics, functionality, and applications into compelling customer solutions.
Stay current on product introductions, market trends, competitive offerings, and changing customer preferences.
Strategic Partnerships & Field Support
Build and maintain strong relationships with key regional business partners and strategic accounts.
Participate in regional and dealer trade shows, customer events, product demonstrations, and industry functions.
Support sales opportunities through presentations, product recommendations, account planning, and joint meetings.
Identify emerging market segments and new opportunities within the assigned territory.
Utilize CRM, sales data, and business technology tools to improve customer retention and identify growth opportunities.
Cross-Functional Collaboration
Partner closely with internal teams including customer service, logistics, inventory, operations, marketing, and manufacturing.
Coordinate internally to address inventory availability, customer requirements, product questions, delivery considerations, and account needs.
Communicate regional market intelligence and customer feedback to internal stakeholders.
Participate in cross-functional initiatives and projects supporting organizational and regional growth.
Manage large-scale regional initiatives from planning through execution.
MINIMUM QUALIFICATIONS
5+ years of sales, account management, territory management, or manufacturer representative experience within hospitality, foodservice, tabletop, guest supplies, or a closely related industry.
Demonstrated experience working with or managing manufacturer representative groups, dealers, and/or distributor sales organizations.
Experience growing established customer relationships and expanding existing accounts.
Strong understanding of relationship-driven and channel-based sales environments.
Demonstrated ability to train, influence, and support sales partners without direct reporting authority.
Experience collaborating across functions such as customer service, inventory, logistics, operations, and manufacturing.
Strong territory planning, organizational, analytical, and account-management capabilities.
Ability to independently manage a geographically dispersed territory and extensive travel schedule.
PREFERRED INDUSTRY BACKGROUND
Experience involving one or more of the following is highly desirable:
Hospitality products
Foodservice equipment or supplies
Tabletop products
Dinnerware and serving products
Porcelain, glassware, or related material-based product categories
Buffet and catering products
Hotel and guest-room supplies
Commercial kitchen or foodservice products
Restaurant and hospitality supply distribution
SKILLS FOR SUCCESS
Successful candidates will demonstrate:
Manufacturer rep and distributor relationship management
Strategic account management
Territory planning and execution
Product training and presentations
Consultative and relationship-based selling
Negotiation and deal support
Business and sales analytics
Strong organizational and time-management skills
Project management
Customer relationship development
CRM proficiency
Excellent verbal and written communication
Presentation and public-speaking ability
Strong attention to detail
Sound business judgment and decision-making
Ability to manage changing priorities
Self-directed execution with minimal supervision
Coaching, mentoring, and influencing skills
Experience with HubSpot or another CRM platform and familiarity with ERP systems such as SAP Business One are beneficial.
A college degree is preferred but not required for candidates with strong directly relevant industry experience.
TRAVEL AND LOCATION
This is a remote, field-based position requiring approximately 50–60% travel, including overnight travel.
Travel will include:
Manufacturer rep visits
Distributor and dealer meetings
Strategic account visits
Joint sales calls
Product training
Regional and national trade shows
Internal meetings and onboarding activities
Candidates should reside within the Mid-Atlantic or Northeast region with convenient access to a major airport or transportation hub--Initial onboarding may include travel to South Florida.
WHAT SUCCESS LOOKS LIKE
First 90 Days
The successful Regional Sales Manager will focus on:
Learning company processes and internal resources
Developing strong relationships with assigned manufacturer rep groups
Understanding the distributor and dealer network
Building familiarity with the product portfolio and technology platforms
Establishing relationships with customer service, logistics, inventory, and other internal partners
Evaluating existing accounts and territory opportunities
Developing an initial regional go-to-market strategy
Within the First 6 Months
Success should include:
Strong internal and external business relationships
An effective operating rhythm with manufacturer rep groups
Clear regional account and territory strategies
Strong product fluency across key categories
Consistent distri

Work arrangement
Yes