DISTRICT SALES MANAGER - MAYWOOD

Job Summary
We are seeking a dynamic and results-driven District Sales Manager to lead our sales efforts in the Maywood territory. This energetic leader will drive business growth by managing a team of sales professionals, developing strategic territory plans, and building strong relationships with clients. The ideal candidate will excel in outside sales, business development, and account management, leveraging their expertise to expand our market presence. This role offers an exciting opportunity to influence sales strategies, foster customer loyalty, and achieve outstanding results through innovative marketing and technical sales approaches.

OVERVIEW

The District Sales Manager (DSM) at Tapia Brothers Company is responsible for driving profitable sales growth, protecting gross margin, and developing long-term customer relationships within an assigned territory. This role leads a team of Sales Representatives while maintaining direct involvement in key accounts and strategic growth opportunities.

The DSM is accountable for district revenue performance, margin integrity, receivables health, and team executive. This is a hands-on leadership role within a family-owned, growth-focused foodservice distribution company.

POSITION TYPE

This role is Direct Hire, Full-Time, Salary Exempt Position with benefits effective the 1st first day of the month following thirty (30) days of hired date.

KEY RESPONSIBILITIES

1. Revenue & Margin Accountability

a) Achieve district sales, gross profit, and case growth targets

b) Maintain pricing discipline aligned with company margin expectations

c) Monitor product mix to protect and expand GP%

d) Drive participation in vendor programs and maximize rebate opportunities

e) Ensure alignment between quoted pricing, contracted terms, and executed billing

2. Team Leadership & Performance

a) Lead, coach, and develop Sales Representatives within assigned district

b) Conduct regular ride-along and structured performance reviews

c) Hold team accountable to KPIs including:

-Weekly case growth

-Gross margin %

-New account acquisition

-Account retention

-Sales call activity

d) Build a performance-driven culture rooted in accountability and professionalism

3. New Business Development

a) Develop and execute district growth strategy

b) Identify and pursue high-value regional and multi-unit opportunities

c) Assist in contract negotiation and pricing strategy

d) Oversee onboarding process to ensure seamless transition to operations

4. Customer Relationship Management

a) Maintain executive-level relationships with key and legacy accounts.

b) Resolve escalated service, pricing, & credit issues in coordination with Operations & A/R.

c) Protect the company’s brand reputation through consistent service standards.

5. Receivables & Credit Oversight

a) Partner with Accounting to monitor A/R aging

b) Support resolution of past due accounts

c) Assist in enforcing credit policies and protecting company cash flow

6. Cross-Department Collaboration

a) Work closely with Purchasing to communicate market trends and pricing pressures.

b) Coordinate with Warehouse and Logistics to ensure service performance.

c) Provide field intelligence on competitors, pricing shifts, and market activity.

PERFORMANCE METRICS (KPIs)

1. The DSM will be evaluated on:

2. District revenue growth (quarterly & annual)

3. Gross profit of dollars and percentage

4. Case growth

5. New account acquisition

6. Account retention rate

7. A/R aging performance

8. Sales Team productive metrics

REQUIREMENTS

1. 5+ years of foodservice distribution sales experience

2. 2+ years of leadership or territory management experience preferred

3. Strong understanding of:

- a) Case-based distribution economics

- b) GP% management

- c) Vendor rebate structures

- d) Contract pricing models

- e) Proven ability to grow territory profitably (not just top-line sales)

- f) Strong negotiation and relationship-building skills

- g) Proficiency in CRM and sales reporting systems

- h) Bilingual in English and Spanish

CORE ATTRIBUTES

1. Understands independent distribution dynamics

2. Values long-term relationships over transactional sales

3. Balances growth with margin protection

4. Leads with integrity and accountability

5. Can represent a family-owned company with professionalism

COMPENSATION STRUCTURE (SUGGESTED FRAMEWORK)

1. Base Salary: Competitive market rate (based on experience)

2. Performance Bonus: Tied to district revenue growth + GP%

3. New Business Incentive: Paid on profitable new accounts

4. Benefits Package: Medial, Dental, Vision, Retirement Plan, 401K, Cell Phone, Company Car and Gas Card.

Qualified candidates: Submit resume to Joy Gonzalez, Hiring Manager @ jgonzalez@tapiabrothers.com.

Pay: $130,000.00 - $150,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Cell phone reimbursement
• Company car
• Dental insurance
• Employee discount
• Health insurance
• Life insurance
• Paid training
• Retirement plan
• Vision insurance

Work Location: In person