Food Service Vice President of Sales

Food Service Vice President of Sales (Remote Position)

Position Summary

The Food Service Vice President of Sales is a hands-on leader responsible for driving revenue and executing business objectives to achieve profitable, scalable growth across distributor partners and national, regional, and multi-unit foodservice accounts.

Reporting to the COO, this role blends strategic leadership with direct account ownership, ensuring strong customer relationships, disciplined execution, and consistent performance. This leader operates as both a strategic driver and active account leader, staying close to the business while building structure, accountability, and alignment across the foodservice channel.

The ideal candidate is an impact player with a proven track record, strong business acumen, and a clear orientation toward profitability, scalability, and results.

Responsibilities

• Direct and execute strategic initiatives to drive profitable and sustainable growth across the food service channel
• Drive business development through strategic planning, new market entry, and expansion into additional products and revenue streams
• Lead annual planning, forecasting, and revenue target development for the foodservice channel, ensuring alignment with company objectives
• Serve as the primary point of contact for key distributors and channel partners, ensuring alignment on execution, performance, and growth
• Negotiate pricing, contracts, and program terms aligned with margin expectations and national agreements
• Identify, pursue, and secure foodservice accounts aligned with company growth and values
• Retain and grow existing accounts through partnership-driven account management and expansion strategies
• Drive profitable growth through new account acquisition, expanded distribution, and increased share of business within existing accounts
• Develop and execute annual account plans with clear revenue, margin, and growth objectives
• Build relationships, lead negotiations, and close deals with clients, partners, and stakeholders to achieve growth targets
• Maintain strong relationships with foodservice distributors, redistributors, brokers, and manufacturer partners to drive execution and growth
• Partner cross-functionally with Operations, Marketing, and Finance to ensure seamless execution
• Represent the voice of the customer internally and translate customer needs into actionable business plans
• Own pricing integrity, margin performance, and rebate compliance across assigned accounts
• Monitor account profitability and contract compliance, proactively addressing variances
• Leverage data and analytics to inform pricing strategy, forecasting, and growth planning
• Participate in strategic planning related to capacity, network optimization, and long-term growth initiatives
• Collaborate with executive leadership to ensure infrastructure and capabilities align with customer growth plans
• Influence cross-functional teams to ensure consistent execution across regions and accounts
• Act as a company ambassador at industry events, enhancing brand visibility and building strategic partnerships

Qualifications

·        Bachelor’s degree in business, Marketing, Supply Chain, or related field (or equivalent experience)

·        12 years of progressive experience in foodservice sales within CPG or beverage, including national or multi-unit account responsibility

·        Proven success in negotiating and managing complex contracts, pricing structures, and rebate programs

·        Strong understanding of foodservice distribution within a CPG environment

·        Experience working with distributors, brokers, and manufacturer partners

·        Demonstrated ability to operate both strategically and tactically

·        Strong leadership, communication, and negotiation skills

·        Prior leadership or matrix leadership experience preferred

·        MBA or advanced business training a plus

What Success Looks Like

• Profitable, sustained growth across national and regional foodservice accounts
• Strong, trusted relationships with customers, distributors, and partners
• Clear structure, accountability, and visibility across the sales organization
• Seamless cross-functional execution supporting customer commitments 

What we offer

·        Base salary range: $135,000–$155,000 annually, based on experience and geographic location.

·        Bonus: Eligible for an annual discretionary bonus of up to 30% of base salary (based on company and individual performance).

·        100% employer-paid Medical, Dental, Vision, Disability, and Life Insurance

·        401(k) Retirement Plan with employer discretionary matching $1 for $1 up to 3% of annual earnings

·        Paid Time Off (PTO) Vacation & Sick Leave

·        Paid Holidays (11 Days)

·        Paid Parental Leave

·        Birthday Paid Day Off

·        Monthly Phone/Internet & Wellness Stipend

Jones Soda is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

This job description outlines the current requirements of the position. Duties and responsibilities may evolve over time and will be reviewed and updated as needed.