ABOUT ROLAND FOODS
Roland Foods, LLC, based in New York City, is an importer and distributor of high-quality specialty food products from more than 60 countries. Founded in Paris in 1934 and established in the U.S. in 1939, the Company provides customers with exceptional specialty foods, primarily offered under the Roland brand. The company has a national presence in the foodservice, retail, and industrial channels as well as international sales in the Caribbean, Central and South America, Asia, Africa, and the Middle East. Roland Foods' dedication to providing quality and consistency has made it a leader among food importers and suppliers. The Roland brand is synonymous with quality and authenticity for the consumer and chef alike.
ABOUT THE ROLE
Roland Foods is excited and committed to growing our brand across multiple foodservice segments, and we are seeking an experienced and accomplished sales professional to lead our foodservice sales team. The Senior Director of Foodservice Sales is a quota carrying sales leadership position. This role is responsible for the volume and revenue of Roland's foodservice channel, consisting of four regions and a national accounts team. The ideal candidate has a proven record of leading a foodservice sales team, the ability to develop and execute strategic sales plans, and a strong business acumen. The primary expectation of this role is to accelerate channel growth by deploying the right talent, driving team accountability, and executing strategic sales initiatives.
RESPONSIBILTIES
- Develop and implement strategic sales plans to achieve revenue targets and expand market share in the foodservice industry
- Lead and manage a high-performing sales team, providing coaching, guidance, and support to maximize performance and drive results
- Build and maintain strong relationships with key customers, including foodservice distributors, restaurant chains, and institutional customers
- Identify new business opportunities and develop strategic partnerships to drive growth and increase market penetration
- Conduct market research and analysis to identify trends, opportunities, and challenges in the foodservice industry, and use this information to adjust sales strategies accordingly
- Collaborate with other departments such as marketing, innovation, revenue management and operations to align sales efforts with overall business objectives
- Monitor sales performance metrics, analyze data, and prepare regular reports for senior management to evaluate progress and make informed decisions
- Develop detailed region-level forecasts, accounting for sales trends, economic factors, and sourcing capabilities
- Participate in demand planning to monitor forecast versus plans
- Provide ad-hoc reports and presentations for sales leadership
- Review monthly and quarterly sales volumes versus plan for each market
Strengthen strategic relationships with customers
- Cultivate and manage profitable relationships with customers
- Engage sales leadership as necessary (i.e., bring in Executive Leadership, Marketing, Culinary Teams, etc.)
- Develop a clear understanding of the customer's organizational/ decision-making structure to maneuver effectively within organization
- Help develop and deliver customer business reviews and category performance presentations to Roland's largest customers
- Participate in long-term planning and execution with customer leadership
Build cross functional support by collaborating with front-line and senior levels in the organization
- Communicate with Executive Leadership, Strategy, Revenue Management, Category Management, Legal, and People & Culture to lead aligned execution of how Roland Foods goes to market
- Represent the foodservice sales team by truly understanding the day-to-day details and customer interactions to help develop and influence strategic decisions that affect the company
Strategically manage the sales team to maximize results
- Deploy team resources/talent to maximize effective business plan delivery across National Accounts, National/Regional distributors, and street business customers
- Actively look for business development opportunities and coordinate approach accordingly (e.g., private label, cross-business/channel) – should have a hunting mindset
- Provide insights from the sales field back to the Strategy and Supply Chain teams
- Set and communicate clear objectives for the team and individual team members
- Manage team budgets for salaries, travel, and entertainment
Team development and leadership
- Identify, recruit, and retain a balanced and diverse team based on member/candidate strengths and role fit supported by relevant knowledge, skills, and experience
- Provide the foundation for team effectiveness by creating and maintaining team processes
- Apply training and coaching effectively for individual and team development
- Complete performance evaluations for direct reports
Key performance metrics
- Delivery of the business plans across customers to meet or exceed channel volume and revenue targets
- Management capability (organizational health, attrition %) – people development
- Quantifiable achievement of personal and team goals
QUALIFICATIONS AND SKILLS
Required
- 15 years of experience in foodservice sales, with a proven track record of success in driving revenue growth and building strong customer relationships
- 10 years of experience in a leadership role, with demonstrated ability to lead and motivate a sales team to achieve targets
- Proficiency in Microsoft Office Suite, Salesforce, Tableau and using a trade promotion management program (TPM)
- Firm understanding of a P&L and forecasting abilities
- Organized, detail-oriented with strong technical writing skills
- Deep understanding of the foodservice industry, including knowledge of market trends, customer needs, and competitive landscape
- Ability to create executive level presentations
- Ability to travel up to 50%
Preferred
- Strong analytical and problem-solving skills, with the ability to analyze data, identify insights, and develop actionable strategies
- Excellent communication, negotiation, and presentation skills, with the ability to effectively interact with customers, colleagues, and senior management
- Ability to thrive in a fast-paced, dynamic environment and effectively manage multiple priorities and deadlines
SALARY RANGE
Roland Foods hires exceptional people to perform a wide variety of important functions that contribute to the success of the Company. One of the ways Roland Foods does that is through a competitive compensation package. The base salary for this role will be $170,000 - $195,000.
This role is bonus eligible.
Additional incentives, including annual bonus and an equity stake in the Company, may be offered.
Based on your qualifications, previous experience, and transferrable skills, the Company will determine at its sole discretion, the salary offered.
Founded by immigrants, Roland Foods knows that diversity is the spice of life. We believe in the power of food to open minds, spark adventure, and bring diverse people together. All are welcome at our table! We know the transformative value of food in individual lives and communities. Because of this, we insist on obtaining the highest-quality ingredients and talent!
Roland Foods is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic. Roland Foods considers qualified applicants with criminal histories, consistent with applicable federal, state and local law. Roland Foods is also committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at peopleandculture@rolandfoods.com.
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