Regional Sales Manager

Overview

Purpose:

Dole Packaged Foods is a purpose led organization that is a champion of accessible fruit nutrition and builds a brighter future for people through the goodness of fruit.

At Dole, our culture is uniquely driven by core Values. Our commitment to these Values transforms our work into a meaningful journey toward a brighter future together. Here, you'll be part of a respectful, inclusive culture that deeply values our colleagues, customers, and global communities. We strive for excellence, empowering each other to confidently overcome challenges, continuously learn, and achieve world-class results. Guided by unwavering integrity, our actions consistently reflect our commitment to always doing what's right, fostering lasting trust and strong relationships. Through a spirit of collaboration, we cultivate positivity, generosity, and genuine teamwork, enabling collective success toward our One Dole Purpose. Our innovative spirit leads directly to meaningful outcomes and business success.

The Regional Sales Manager is responsible for leveraging brand strategies to develop Dole Packaged Foods’ business in the region’s customer base to deliver sales revenue growth, distribution and innovation targets, category share, profitability, and supply chain goals.  This person proudly represents the Dole brand with the customer, enhancing the Dole brand through appropriate distribution, pricing, shelving, and promotional activities.

This role encompasses a broad range of account responsibilities, primarily focused on regional grocery retailers and distributors in the Midwest, with some accounts also located in the Southeast U.S.  

This role is based remotely, preferably in a Midwest state, but consideration will also be given to the following eligible locations: AR, AZ, CA, FL, GA, ID, IL, IN, KY, MA, ME, MI, MO, NC, NJ, NY, OH, PA, RI, TN, TX, UT, WI.

Responsibilities

Primary Accountabilities:

• Deliver Sales Controllables
  • Develop, track, and manage broker team.
  • Lead region and broker efforts in strategy development, sales calls, developing presentations and insights from syndicated data.
  • Use data, information systems, and metrics around financial, brand, and shopper trends to maximize market share, sales, and profits.
  • Combine POS data with marketing and insight data to create compelling and comprehensive selling stories.
  • Meet or exceed company growth objectives while managing to trade budget and optimize effectiveness through ROI analysis.
• Develop Customers
  • Establish and develop collaborative relationships with region customers personnel via excellent customer service and understanding key business development opportunities.
  • Understand customer timeliness and requirements and proactively and constructively work these back through the appropriate corporate function.
• Be a Leader within the Company
  • Create your own long term and short-term strategies that foster sustainable competitive advantages and growth while mitigating risks.
  • Communicates customer trends and needs across the organization.
  • Demonstrate passion, perseverance, and integrity.
  • Consistently contribute input to improve processes and results.
• Achieve Sales Objectives
  • Assortment
    • Develop and execute new item presentations to increase distribution of new and established SKU’s.
    • Forecast all distribution changes and external impacts that will affect shipments.
  • Promotion
    • Plan and implement promotional plans.
    • Ensure accurate monthly forecast for promotional and base volumes.
    • Ownership and accountability for maintaining all trade spending within budgeted accrual rates given and properly planned and reconciled each period.
  • Pricing: Pricing management vs. objectives, which includes selling in price changes
  • Shelving: Own the Line Review process and coordinate cross-functional needs while adhering to customer timelines (Line Review, Commitments, Samples, Item Setup, Orders, Tracking/Analysis)

Other duties as assigned

Qualifications

Experience, Knowledge, & Skills You Bring:       

• 4-7 years of direct selling experience in consumer-packaged goods (food specific). Experience with Midwest distributors and retailers is preferred. 
• Broker management experience.
• Strong computer skills, includes Syndicated Data, Excel, PowerPoint, etc.
• Self-starter who proactively identifies business risks & opportunities with the ability to understand financials & the P&L
• Detail-oriented. Strong organizational skills and ability to manage processes effectively.
• Understanding and ability to analyze data, develop fact-based recommendations, and create & deliver strong presentations across functions & levels, internally and externally.
• Experience with forecasting software and trade funds management systems
• Comfortable public speaking, delivering effective customer presentations & negotiating.

What You’ll Need to Succeed:

• Passionate about a purpose driven career
• Committed to fostering inclusive environments that support employee development and well-being
• Sets clear expectations, encourages innovation, and drives continuous improvement
• Models and coaches towards transparency and integrity in decision-making

• Effectively facilitates cross-team communication and teamwork

Education & Certification:

• Bachelor’s degree required.

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 15 pounds and reach overhead.

Travel Requirements:

• 15-30% travel is expected and required.