Position Overview
The Foodservice Sales Manager, National Vistar will lead Lenny & Larry's in Vistar sales and business development initiatives across the United States, driving growth through new customer acquisition, broker alignment, and optimization of the national distribution network.
The Sales Manager will also hold corporate responsibility for select national distributors, buying groups, and redistribution partners; ensuring Lenny & Larry's maintains strong, mutually beneficial relationships and continues to deliver category leadership, exceptional customer support, and execution excellence.
Essential Job Duties and Responsibilities
National Vistar Leadership
- Lead and develop US Sales within Vistar, ensuring regional strategies align with national Foodservice growth objectives
- Establish clear sales goals, KPIs, and accountability frameworks across Opcos to ensure consistent execution of company objectives
- Drive collaboration, communication, and alignment across Opcos to maximize customer coverage and ensure operational excellence
- Manage the Vistar national budgets and promotional planning
Business Development
- Serve as the primary growth driver for Vistar U.S., identifying new business opportunities in foodservice distribution and regional chains
- Develop and execute tailored go-to-market plans for customers and distributors to expand Lenny & Larry's presence and market share
- Build strategic relationships with key operators, brokers, and distributors to accelerate growth in underdeveloped markets
- Lead customer onboarding, contract negotiation, and trade program development for all new Vistar accounts
Foodservice Broker Management
- Provide leadership and direction to the broker network supporting Vistar nationally
- Manage brokers to ensure alignment with Lenny & Larry's brand, pricing, and strategic priorities
- Develop and communicate clear performance expectations, sales objectives, and reporting cadence for all broker partners
- Conduct quarterly business reviews with brokers, reviewing the Broker Scorecard and evaluating sales results and distribution gains
- Conduct yearly business reviews and strategy meetings to lay out growth plans for sales, new operators, and distribution
- Collaborate with brokers on business planning, operator engagement strategies, and trade show participation
- Continuously evaluate broker coverage and reallocate resources as needed to maximize territory performance
Cross-Functional Collaboration
- Collaborate closely with Operations, Supply Chain, Finance, and Marketing to align regional sales with production capacity, margin objectives, and brand strategy
- Partner with R&D and Innovation to identify and communicate field insights that inform product development and commercialization efforts
- Participate in strategic planning sessions, contributing market intelligence and customer feedback to the overall company sales strategy
Minimum Job Requirements
- Bachelor's degree in Business or a related field
- Minimum 5+ years of Foodservice sales experience
- Proven success managing national distributor relationships, specifically Vistar
- Proven success managing broker and buying group relationships
- Deep understanding of foodservice distribution, broker management, and operator dynamics
- Experience developing new business in emerging or underpenetrated territories
- Exceptional communication, presentation, and negotiation skills
- Strong business acumen with financial fluency in P&L, trade, pricing, and margin management
- Self-motivated, entrepreneurial, and comfortable working in a remote, fast-paced environment
- Proficient in Microsoft Office Suite (Excel, PowerPoint, Word) and CRM platforms
- Ability and willingness to travel 40%
Ideal Candidate Attributes
- Strategic, analytical thinker with a passion for results
- Entrepreneurial and driven by growth opportunities
- Highly collaborative and communicative across all levels of the organization
- Passion for food, customer relationships, and excellence in execution
- Embodies Lenny & Larry's core values of Trust, Respect, Innovation, Pride, and Passion
What We Offer
- Expected compensation: $115,000--$120,000 per year, depending on experience and qualifications
- Bonus: 20% of base salary
- Time Off: PTO, Safe & Sick Time, and Paid Holidays
- Health Benefits: Medical, vision, dental, HRA, and voluntary disability benefits
- Financial Benefits: 401(k) with employer match and life insurance
- This is a fully remote role
NOTE: This job description is not intended to be all-inclusive. Employees may perform other related duties as negotiated to meet the ongoing needs of the organization as directed by management.
Lenny & Larry's is an equal employment opportunity employer. Qualified candidates are considered for employment without regard to race, religion, gender, gender identity, sexual orientation, national origin, age, military or veteran status, disability, or any other characteristic protected by applicable law.