Job Details

Requisition Number 19-0353
Post Date 12/2/2019
Title Regional Sales Director - West
City Los Angeles
State CA
Description Driven by a commitment to research, quality and service, PDI, Inc. provides innovative products, educational resources, training and support to prevent infection transmission and promote health and wellness. Encompassing 3 areas, our Healthcare, Sani Professional and Contract manufacturing divisions, we develop, manufacture and distribute leading edge products for North America and the world.

We have several locations across the US and are looking for new Associates to join our team!


This is home based position covering the West Region. Ideal candidate will be located in Dallas TX., Los Angeles, CA. or Denver, CO.

The primary responsibility of the Regional Sales Director is to lead and direct the assigned sales team to meet or exceed sales revenue and product category and business developmental objectives through the sale of products to local/regional chains, major end-user customers, and key distributors within an assigned geographical area in keeping with the policies and procedures of the Sani Professional Division. The role involves strategic planning, managing and developing people, selling, leveraging technology and improving processes.


Regarding Accountability for Business Results (30%)
a. Deliver quarterly and annual financial targets; monitor and analyze progress toward these goals on a regular basis.
b. Report regularly on sales activities and opportunities and review progress against forecast and budget with VP of Sales
c. Lead in developing key distributor growth strategies and nurture relationships to support revenue and customer growth plans, including new customer acquisition, expansion of line assortment, continuous improvement of customer service levels.

Regarding Leading, Managing and Developing People (30%):
a. Establish and manage the sales objectives by forecasting and developing annual sales quotas for regions and territories and projecting expected sales volumes and profit for existing and new products
b. Execute regional sales programs by developing field sales strategy and action plans.
c. Support local sales representatives with critical negotiations, customer meetings and business reviews
d. Manage employee and team performance through productive supervision, coaching and feedback to drive results. Take lead in recruitment, selection and onboarding of open positions.
e. Develop and follow through on employee development via both formal and informal continuous training.
f. Apply field sales knowledge and market development trends to provide strategic input to future and long-term growth of the sales organization.

Regarding Customer Development & Management (25%):

a. Lead in developing customer relationships via strong and positive customer experiences in driving Trusted Advisor status.
b. Build and maintain relationships with top operators in market.
c. Develop, maintain and expand relationships with key purchase influencers (e.g., food safety, marketing) as well as economic buyers (e.g., purchasing, operations)
d. Mandates proper maintenance of sales activity files on all current and potential customers through the Company’s CRM system
e. Performs such other duties as assigned

Regarding Administrative Duties (10%):
a. Plans and operates within established corporate guidelines to maintain expenditures within budget allocations. Acts judiciously in the use of company assets and resources.
b. Review/analyze sales and trade spends reports (self, customers, etc.)
c. Documents sales activities in a timely manner. Maintains profiles of all current and prospective customers and maintains pertinent documents such as proposals, supply agreements and memos regarding status meetings with distributors, brokers and key end users.

Miscellaneous (5%):
a. Up to 50% travel as needed
b. Discipline to work out of a home office
c. Adherence to corporate policies as required

1. Regional Net Sales Revenue, Variable Margin % and Operating Income.
2. Success and development of the assigned sales representatives
3. Customer acquisition and retention rates


Include minimum qualifications for formal training, education, certifications, licensures, and/or working experience. Identify the level of knowledge; skills, and/or abilities (KSAs) required to perform the essential job responsibilities and duties competently.

4-year college degree preferred but not mandatory
REQUIRED KNOWLEDGE: Must have in depth knowledge of the foodservice industry including operator segments and distributors. Must have solid understanding of the sales cycle and sales techniques. Must have experience leading a sales team.

Minimum of 7 years of verifiable sales results in the foodservice industry working for leading foodservice companies, such as Nestle, GoJo, Ecolab, Georgia Pacific, Acosta. Must have knowledge and experience with Key operator and distributor customers withn assigned Region.

Must demonstrate strong written and oral communication skills along with strong negotiating skills, be a self- starter capable of working independently, as well as part of a team. Must take pride in results and accountability for performance.


NONE: No hazardous or significantly unpleasant conditions.



Job descriptions assist organizations in ensuring that the hiring process is fairly administered and that qualified employees are selected. They are also essential to an effective appraisal system and related promotion, transfer, layoff, and termination decisions. Well-constructed job descriptions are an integral part of any effective compensation system.

All descriptions have been reviewed to ensure that only essential functions and basic duties have been included. Peripheral tasks, only incidentally related to each position, have been excluded. Requirements, skills, and abilities included have been determined to be the minimal standards required to successfully perform the positions. In no instance, however, should the duties, responsibilities, and requirements delineated be interpreted as all-inclusive. Additional functions and requirements may be assigned by supervisors as deemed appropriate.

In accordance with the Americans with Disabilities Act, it is possible that requirements may be modified to reasonably accommodate disabled individuals. However, no accommodations will be made which may pose serious health or safety risks to the employee or others or which impose undue hardships on the organization.

Job descriptions are not intended as and do not create employment contracts. The organization maintains its status as an at-will employer. Employees can be terminated for any reason not prohibited by law.
  • Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.
  • Please view Equal Employment Opportunity Posters provided by OFCCP here.
  • The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
  • Please refer to the Company’s Substance Abuse Policy which protects the safety and well-being of all associates and potential associates.
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