Regional Sales Manager

About Us

The Marzetti Company (Nasdaq: MZTI) manufactures and sells specialty food products. Our retail brands include Marzetti dressings and dips, New York Bakery garlic breads, and Sister Schubert's dinner rolls, in addition to exclusive license agreements for Olive Garden dressings, Chick-fil-A sauces and dressings, Buffalo Wild Wings sauces, Arby's sauces, Subway sauces, and Texas Roadhouse steak sauces and frozen rolls. Our foodservice business supplies sauces, dressings, breads, and pasta to many of the top restaurant chains in the United States.

At Marzetti, our mission is to make every meal better through high-quality, flavorful food. Led by our purpose, to nourish growth with all that we do, our team members are dedicated to creating great tasting food and cultivating deep and lasting relationships.

Overview

The Regional Sales Manager (RSM) is responsible for driving profitable sales growth across an assigned region by developing and executing customer strategies, leading broker partnerships, and managing key customer relationships. Reporting to the Customer Vice President and partnering closely with the Sales Strategy & Insights (SSI) team, this role is accountable for regional business performance, including volume, trade investment, forecasting, and P&L management. The RSM collaborates cross-functionally to deliver sustainable growth, optimize customer investments, and strengthen long-term customer partnerships.

Location: We are currently evaluating the geographic placement of this role and would like to consider candidates in either the New England market or the Charlotte, NC market.

Responsibilities

Essential Functions/Primary Responsibilities:

Business Strategy & Sales Growth

• Develop and execute customer business plans that achieve volume, distribution, profitability, and promotional objectives.
• Identify growth opportunities through category, competitive, and customer analysis.
• Develop customer relationship strategies that strengthen long-term partnerships.
• Develop accurate sales forecasts and business plans to support customer and organizational objectives.
• Monitor category, competitive, and marketplace trends to proactively identify risks and growth opportunities.

Financial Management

• Manage assigned P&L, including trade investment, promotional spending, and forecasting to optimize return on investment.
• Monitor sales performance and adjust plans accordingly.

Broker & Customer Leadership

• Select, onboard, and develop broker partners to ensure effective market execution.
• Lead broker planning sessions and establish clear expectations.
• Evaluate broker performance and support development.
• Build and maintain trusted relationships with key customer decision-makers to identify opportunities, resolve issues, and support long-term business growth.
• Deliver compelling customer presentations and negotiate business plans.
• Lead new item presentations and category reviews.

Cross-Functional Collaboration

• Partner cross-functionally with Finance, Supply Chain, Marketing, Customer Service, and Sales Strategy & Insights (SSI) to align business plans, resolve issues, and deliver customer objectives.
• Partner with Category Management to develop compelling customer recommendations and new item presentations.
• Ensure timely communication regarding forecasts, promotional plans, and customer initiatives.

Supervisory Responsibility:

• Provides direction, coaching, and performance feedback to external broker partners.
• Does not have direct people management responsibility.

Qualifications

• Bachelor's degree in Business, Marketing, or a related field preferred.
• 6-8 years of progressive sales experience within the CPG or food industry, including customer relationship management, trade investment, category management, and business planning. Experience managing broker relationships is preferred.
• Demonstrated ability to achieve results through ownership, accountability, and execution.
• Demonstrated initiative, resourcefulness, and continuous improvement mindset.
• Demonstrated adaptability and a commitment to continuous learning in a dynamic business environment.
• Ability to Travel up to 50% of the time.
• Demonstrated ability to build strong relationships and influence internal and external stakeholders.
• Exceptional communication, presentation, and influencing skills with customers and cross-functional business partners.
• Demonstrated strategic thinking, negotiation, and execution skills with the ability to deliver business results.
• Proficiency with Microsoft Office (particularly Excel and PowerPoint) and experience utilizing syndicated data (e.g., Circana/IRI) and sales planning tools.

Working Conditions/Environment

This position operates in a hybrid office and customer-facing environment. Regular travel to customer locations, broker offices, company facilities, industry events, and meetings is required. The role requires the ability to communicate effectively, operate standard office technology, and travel up to 50% of the time.