Foodservice Sales Manager

Our Company

Lancer Worldwide, a Hoshizaki Company, is an award-winning global leader in beverage dispensing. Through innovation and a commitment to dedication in action, we create products that benefit our customers worldwide, and give them a distinct advantage in the marketplace. We offer our teammates the opportunity to grow personally and professionally, to contribute to the success of a dynamic organization, and to serve others in a manner that exceeds their expectations. We welcome talented, passionate, and highly motivated individuals to join our team.

Summary/Objective

The Foodservice Sales Manager is a sales professional responsible for leading and growing profitable sales and market share for Lancer products by leading independent rep agencies and driving demand with dealers, buying groups, foodservice consultants, chains, end users, and other viable channel partners. Additionally, the Foodservice Sales Manager is responsible for identifying new business opportunities, developing relationships with key stakeholders, and implementing strategies that drive revenue growth and increase market share.

The successful candidate will possess exceptional communication, relationship management, and negotiation skills, along with a strong understanding of MAFSI territories and dealer account management and business development. This individual must be capable of anticipating customer needs, delivering innovative solutions, and collaborating across the organization to create sustainable value.

Key Performance Indicators

• Grow assigned account revenue by 10% year-over-year while maintaining a minimum 30% gross margin.
• Develop and maintain a qualified opportunity pipeline equal to 3x annual sales target.
• Conduct quarterly business reviews with strategic customers
• Achieve 100% retention of designated key accounts

Essential Functions

• Serve as the primary business contact and strategic partner for independent rep agencies, to agreed annual business plans. Set objectives by dealer, segment, and product category, and review results with each agency through a rep scorecard and quarterly business reviews.
• Develop and execute annual account plans that support revenue growth, profitability, and long-term customer retention.
• Achieve sales, gross margin, and operating profit objectives for assigned accounts through effective account management and growth strategies.
• Build and grow relationships with key dealers and buying-group members. Drive dealers pull-through with dealer sales-staff training, showroom and catalog presence, and effective use of buying-group and dealer programs.
• Create demand by getting Lancer products specified by foodservice consultants and design-build dealers on new construction and renovation projects, and track specification activity and win rate.
• Identify, qualify, and secure new business opportunities within existing accounts while pursuing incremental market share growth.
• Conduct regular business reviews with customers to evaluate performance, align priorities, and identify future opportunities.
• Collaborate with cross-functional teams including marketing, engineering, operations, customer service, and finance to deliver customer solutions and resolve issues.
• Forecast sales activity, monitor account performance, and maintain accurate opportunity pipelines to support business planning.
• Analyze market trends, competitive activity, and customer insights to identify opportunities and recommend strategic actions.
• Track and report key account metrics, including sales performance, profitability, customer satisfaction, and growth initiatives.
• Proactively address customer concerns and coordinate internal resources to ensure timely resolution of issues and a high level of customer satisfaction.
• Support new product introductions, promotional programs, and strategic initiatives that enhance customer value and strengthen competitive positioning.

Knowledge, Skills & Abilities

• Proven track record of developing and executing strategic business plans that deliver measurable growth and sustainable results.
• Strategic and forward-thinking leadership capabilities that drive business growth, innovation, and long-term value creation.
• Ability to lead, influence, and collaborate effectively across cross-functional teams, fostering a culture of accountability, teamwork, and alignment while creating synergy across the global Lancer organization.
• Results-driven, innovative, and entrepreneurial mindset with a focus on continuous improvement and business expansion.
• Exceptional planning, organizational, and negotiation skills, with the ability to manage multiple priorities and achieve desired outcomes.
• Excellent verbal, written, and presentation skills, with the ability to communicate effectively at all levels of customer and organizational leadership.
• Strong analytical capabilities, including sales reporting, forecasting, pipeline management, business insights, and performance analytics.
• Outstanding problem-solving and conflict-resolution skills, with the ability to navigate complex customer situations, de-escalate issues, and deliver effective solutions.
• Detail-oriented and disciplined approach to managing complex portfolios and processes

Education & Experience

• Bachelor's degree in business, marketing, or a related field
• 10+ years of Independent Rep Agencies and Dealer Management
• Proven track record of meeting sales targets
• Excellent communication, negotiation, and interpersonal skills
• Proficient in Microsoft Office Suite and other relevant software

Work Environment

This job operates in a combination of factory and professional office environments. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets. While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts, fumes or airborne particles, toxic or caustic chemicals and vibration. The employee is exposed to outside weather conditions at the manufacturing site. The noise level in the work environment is usually moderate.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; balance; stoop, kneel, or crouch; talk or hear. The employee must occasionally lift or move up to 25 pounds.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice

Additional Information

Lancer Worldwide does not provide employment-based visa sponsorship for this position. Candidates must be legally authorized to work in the United States and must not require employer sponsorship to obtain or maintain work authorization for this position.

Applicants who require reasonable accommodation during the application or interview process should contact Lancer Worldwide directly.

Notice To Third Party Agencies

Please note that LANCER does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, LANCER will not consider or agree to payment of any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, LANCER explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted to hiring managers, are deemed to be the property of LANCER.

EEO Statement

Lancer provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.