Route Sales Manager (Northeast Territory)

Company Overview

Headquartered in Glen Mills, Pennsylvania, New Carbon Company (dba Golden Waffles) is the largest supplier of waffle irons and waffle mix to the hospitality and foodservice industry. The Company provides a comprehensive turnkey waffle program consisting of mixes, toppings, and flavorings along with waffle iron equipment and related maintenance to over 40,000 customer locations throughout North America. The Company's renowned irons and mixes have been used in leading restaurants, hotels, colleges, corporate environments, and theme parks for over 85 years.

As a complete B2B2C solution provider for the waffle category, the Company enables customers the ability to offer their guests a consistently high-quality, delicious product at high margins without the typical obstacles associated with serving waffles. Golden Waffles’ well-established geographic footprint provides coast to coast coverage in the U.S. and a global distribution partner network that can service customers across the U.S. and in ~45 countries.

Golden Waffles employs ~270 associates with a geographically dispersed route delivery team of ~115. Over 80 distribution centers are located across the United States along with a waffle iron manufacturing and refurbishment center in South Bend, Indiana to ensure prompt distribution to all customers.

Job Summary

The Route Sales Manager is responsible for overseeing and supporting the operational and sales performance of assigned districts. This role involves managing budgets, monitoring key performance indicators (KPIs), and fostering a competitive, team-oriented sales culture. The District Operations Manager will work closely with district managers to ensure compliance with strategic objectives, address field-related issues, and support growth initiatives. This position requires strong leadership, communication, and analytical skills to drive successful outcomes in sales growth, strategic planning, and performance management.

Essential Duties and Responsibilities

District Oversight

• Supervise and support the performance of assigned districts, ensuring alignment with company goals.

Budget Management

• Manage budgets by district, ensuring financial targets are met and resources are allocated effectively.

Performance Monitoring

• Monitor district KPIs and provide guidance to district managers to meet or exceed performance goals.
• Track existing and new account performance to identify growth opportunities.

Sales Growth & Strategy Support

• Collaborate with district managers to drive sales growth and implement strategic sales initiatives.
• Motivate districts to achieve KPI targets and uphold the company’s competitive and team-oriented sales culture.

Inventory & Expense Management

• Monitor district inventories to optimize stock levels and minimize costs.
• Oversee district credit card expenses to ensure compliance with company policies.

Internal Collaboration

• Partner with internal specialists to provide districts with the necessary resources and expertise.

Performance Management

• Conduct quarterly performance reviews for district managers, offering constructive feedback and development opportunities.
• Foster a culture of performance management within districts to drive continuous improvement.

Territory Management

• Facilitate effective communication in territory splits and ensure fair compensation adjustments as needed.

Issue Resolution

• Address and manage district managers’ field complaints to maintain a productive working environment.

Account Receivables Monitoring

• Track accounts receivable by district to maintain financial health and reduce outstanding payments.

FSQA Training

• Ensure that all FSQA (Food Safety Quality Assurance) training is completed and up to date in each district.

Training Program Implementation

• Complete and implement new sales training programs to improve district manager capabilities and performance.

Standardization

• Develop and standardize a field playbook to define DSM (District Sales Manager) duties, processes, and best practices.

Position Requirements

• Bachelor's degree in business administration, sales, marketing, or a related field preferred.
• Proven experience in sales, route management, or a similar role within the food or beverage industry.
• Proficient in Microsoft Office applications and other workplace technologies.
• Strong leadership abilities with a track record of effectively leading and motivating teams.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.
• Valid driver's license with a clean driving record.
• Ability to maintain valid DOT certifications.
• Travel up to 75%.
• Overnight travel up to 50%.